At the January 2024 Production Retreat in San Diego, Mike Ferry spoke with five of his top coaching clients, Natasha Johns, Dan Mumm, Sam Williams, Justin Torres and Dimitrios Kalogeropoulos. The discussion was insightful and enlightening. Here are a few highlights if you missed it.
Natasha Johns, Carpenter Realtors, Bedford, IN
Natasha has been selling real estate for 19 years and averages 160+ units a year. Natasha has been an ArchAgent client since February of 2021 and utilizes the FSBO, Expired, Neighborhood with likely to list and PowerDialer.
Mike: What are your 2024 listing goals?
Natasha: To take four listings per week and close 200+ transactions this year.
Mike: What percentage of your income comes from listings?
Natasha: 70% of my business comes from listings, 30% comes from buyers.
Mike: Do you have a large team?
Natasha: No, my team of three includes one marketing assistant and one admin assistant. I do not employ a buyer’s agent.
Mike: You also own another business, correct?
Natasha: Yes, I own and manage rental properties and an event planning/rental business.
Mike: What would you tell your young self?
Natasha: Invest in my business sooner – invest in coaching. I was lucky to meet Lucy Ham at an MFO event and she really opened my eyes to what I could achieve in real estate. In my former life, I was a schoolteacher. It was a comfortable life, but I earned more in two weeks as an agent than I did in a whole year as a schoolteacher. Work on yourself constantly so you do not become complacent. It’s OK to be uncomfortable, it drives you. When you do succeed, give something back.
Dan Mumm, Huntington and Ellis Real Estate Agency, Las Vegas, NV
Dan has been selling real estate for nine years and sells 120+ homes per year. Dan has been an ArchAgent client since 2022 and is utilizing FSBO, Expired, Neighborhood with likely to list, and Powerdialer. He also recently tried our new service, “Recommendations”, which automatically generates a prospecting list based upon calling habits and successes.
Mike: What are your 2024 goals?
Dan: My goal is to increase gross commissions from 1.3MM to 1.8MM.
Mike: What percentage of your income comes from listings?
Dan: For me, 100%. I am committed to being a listing agent exclusively.
Mike: Do you have a large team?
Dan: I have two assistants that work for me and one buyers agent that closes an additional 35 listings per year.
Mike: What’s your biggest challenge?
Dan: To get out of my own way. To allow my team to execute the transaction. I have a deep desire to deliver excellent service but at times I micro-manage. I need to remind myself to focus on prospecting, which I do for 20 hours a week. I’ve been in coaching for seven years and I just need to do what my coach says: delegate everything post-signed agreement, without attachment.
Mike: What would you tell your young self?
Dan: Don’t be afraid to invest in your team, don’t be afraid to invest in yourself. It can be intimidating and scary to invest in others and know you are responsible for them. Just go for it.
Justin Torres, Sotheby’s International Realty, Weehawken, NJ
Justin has been selling real estate for four years and closes over 55 transactions per year with an average transaction of 500K. Justin has been an ArchAgent client since December 2022 and uses the FSBO and Expired services.
Mike: What are your 2024 goals?
Justin: I have a five-year goal to have a couple of children and do 100 transactions a year.
Mike: You’re relatively new to selling real estate. Tell me about your background.
Justin: I grew up with a highly disciplined father – he was an executive. He understood and taught me self-purpose. If money was my only purpose, when I achieved wealth, I would lose my purpose. My purpose is to take care of my family which has eight people at this time.
Mike: What’s your biggest challenge?
Justin: At times I get a mental block about what I can achieve or what I believe. I have to overcome that.
Mike: Well you’re young – only 24 – but what would you tell yourself when you started?
Justin: From the start, don’t hesitate to identify with success. Personally, and professionally. Your appearance matters. Imagine what success looks like to you and pursue it – with passion.
Sam Williams, Coldwell Banker Schmitt Real Estate Co., Marathon Key, FL
Sam has been in the real estate business for 17 years and has an average transaction of 1.3MM and has been an ArchAgent client since February 2023. Sam uses all of Arch’s services, including FSBO, Expired, Neighborhood with likely to list, Preforeclosure, FRBO and Powerdialer.
Mike: What are your 2024 goals?
Sam: My goal this year is to sell 100 transactions; take a minimum of eight listings per month.
Mike: What percentage of your income comes from listings?
Sam: 70% listings, 30% buyers.
Mike: Do you have a large team?
Sam: I have a buyer agent. Sometimes I will show properties of my own listings, late in the day or on a weekend.
Mike: What’s your biggest challenge?
Sam: To delegate everything but listing property. When a client calls me, I am working on having my assistant call them first. Second would be to maintain the mindset. When I started in real estate I was working during the day but still working in a restaurant at night. About the third year I realized real estate was the key and I could make 10X if I committed to it.
Mike: What do you do best?
Sam: I believe it’s my consistency. I have a regimented schedule and I stick with it. I’m at the gym at 5am, then I take my daughter to school. At 8:30am I role play then I prospect five days a week.
Dimitrios Kalogeropoulos, The Agent DK team – EXP Realty, Ottawa, Ontario
Dimitrios Kalogeropoulos (DK) has been selling real estate for nine years, closes 110+ homes per year and resides in Ottawa, Ontario.
Mike: Do you have a big team?
DK: I have a team of three.
Mike: What are your biggest challenges?
DK: To negotiate listings that are overpriced. Weaker agents overprice homes. Another challenge I have is to be patient with buyers’ agents. Handling their emotions, especially when they overreact or create problems that they themselves created. It can be hard not to become critical.
Mike: How did you get into real estate?
DK: I come from a retail background. I was selling high-end audio equipment. I was stuck at 95K a year and was working seven days a week. I had to ask permission to go to lunch.
Mike: 95K is not a bad living for many people. What made you decide to quit and go into real estate full time?
DK: When a client came into the store, I used to ask them what their favorite CD was. Then I’d run across the street and buy the CD, come back, and play it for them. I have thousands of CDs. I was reactive. I was being hunted. When I met you, I learned to hunt.
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Steve Cortez is a seasoned real estate professional with decades of experience and owner of ArchAgent. ArchAgent brings together the tools and resources the country’s top real estate agents rely on in a single package for a low cost.