Rick Berube - RE Success

Motivation - Dan Mumm Monday Morning Coaching Call Takeover

This morning, we had a takeover from the man of the Success Center, Mr. Dan Mumm! Today, Dan starts off really making you think. He asks you to look at every single deal that you have closed in this past year - think about each one that went really well, the client was happy, everything worked out, the process was in and of itself a breeze! Now the question he poses is, what is the one thing that those transactions have in common? The answer to this is that they likely all had a high level of motivation! Where as if you think about all the deals that went the opposite direction - the client wasn't happy, there were many road blocks, & the deals didn't close - then there was likely a common theme of no motivation. What Dan has found is that motivation is the holy grail of Real Estate. It determines how much you will get paid & how likely you are to get paid in this business. As you continue listening, Dan gives some awesome tips on how to determine whether or not your client is motivated and how to amp up their motivation if it's lacking! Thank you so much for your words of wisdom Dan!

Interview with John Ingram with Axia Mortgage!

If you haven't used Axia Mortgage, you should! I had the pleasure to interview John Ingram, one of the many faces of Axia and he has brought some really great insights on utilizing them for you and your clients! John goes into the process of how the experience would be for your clients when using Axia. Just like your initial conversations with potential clients - before they're your clients - you hold a consultation with them. John expresses that this is how they like to handle their first conversations as well. They ask key questions to find out what the consumers life is pointed towards, where do they want to be, & then determining what type of mortgage would work out the best for them! Their whole view is to provide information, immediate support, & to build a relationship with the you and your clients to support what they want as their end goal! As we continue, John explains more of how they strive to guide clients to obtain the best mortgage they can because - it's never a 'no', it's only a 'yes if'. Continue listening to learn more about Axia and how they can be of service for you and your business! Thank you for your time John, it was awesome!!

Interview with BHHSCA Agent from Rancho Cucamonga, Myiesha Majors!

This morning, I had the luxury to interview one of our CA agents straight out of our Rancho Cucamonga office, Myiesha Majors! Myiesha has been in the business for 5 years now. Since starting in the business, Myiesha has given herself a goal of closing 24 transactions within the year. Currently, most of her business has been coming from Social Media and referrals. Because social media is free, Myiesha has been very active and consistent with marketing her business and her value to the world which has been working! Along with using social media as a tool, Myiesha continues to fuel her mind with the current state of this industry by reading Real Estate blogs, videos etc so that the content she creates for her social media stays current and fresh for the transparency of her business and her clients! This is such a great way to engage with new clients and to bring value to your own business because it shows that not only can you do the job but you're knowledgeable in all aspects of the industry as well! Myiesha has some other really great tips on creating content and building a pipeline through social media & referrals, listen to the podcast to hear more from Myiesha! Thank you so much for your time Myiesha! It was a pleasure!

Tips to Confidence in this Business.

After doing Success Series in Nevada last week, and the biggest thing I noticed in everyone is the concept of confidence. Confidence is attractive. There is a mantra I have been telling myself for years and it's something I want to share with you, "I 'am confident, competent, & natural". Exuding humble confidence in yourself and what you're doing in your business is crucial to attracting the right kind of people, opportunities, & situations that align with your goals. How do you get yourself to feel confident, competent, and natural? Well, I'm glad you asked because BHHS has all the tools for you to do so! Go to the Success Center, do the prep work prior to your open houses, take the VAC classes, even go out and prospect with other agents! Even if you're brand new, you already have a Real Estate license! You passed the test, you're a professional! You have every right to be confident and if you want people to hire you, you have to be confident, competent, & natural. In the rest of this podcast, I give you tips on keeping yourself in this state to further you & your business!  

Success Interview with BHHSAZ Agent, Christina Palermo!

From our Scottsdale Office, we have the energetic Christina Palermo! Christina started in this business in 2012 from a completely different profession. Currently, Christina has had 5 closings, a couple under contract, and has been lead generating for an hour at minimum. Due to her hitting the phones, reaching out to her SOI, and working her database, she has been able to really get her business moving in the right track so far! Christina shares that when you just get in that pattern of, 'I'm going to just do it no matter what' things just start to happen for you. As long as you put in the work, the work will come back to you. By putting in the work, Christina makes her work fun by mixing up her days every day with various lead generation avenues, open houses, and booking appointments in her allotted time blocking schedule. She goes on to talk about her best practices in this business and how she has been able to continue the momentum of her success! Thank you for your time Christina! Be sure to listen all the way through to hear her awesome insights!

10 Points for Kicking it Up a Notch and Doing Your Job Successfully!

It's the first week of February which means you are 1/12th through the year! I know we are only in the second month of the year but it's important to keep your momentum moving and your mindset strong as we move forward! Today, I want to give you 10 points that will help kick it up a notch in the way you do your job and handle your business! I've noticed in all three markets we are doing a lot of activity but not following up too much with contracts. However, remember with activity ... the contracts will follow! So let's dive in! ...

1. Focus on Results not just being busy. - You can look extremely busy and not get a lot done however, you can look extremely boring but getting everything done. There is a massive difference between results and being busy. It's important not just to look busy and take on too much.

2. Align yourself with the right people. - This is huge for your environment. You want to be in the places were the activities are taking place that will support you bringing home income. You want to be sure you're involving yourself with the right events and the right people that have the same goals as yourself!

3. Revisit your Passion. - Why did you get into this business? What about it gets you going? What is your why?

4. Billable Hour Activity. - There are four of them in Real Estate. Prospecting, Lead Follow up, Negotiating Contracts, and lastly Going on quality appointments. For these activities you are getting paid hundreds and thousands of dollars an hour. Everything else, you are getting paid maybe $15.00 an hour. You want to set up your day with at least 50%-60% of your day is in at least one of those activities.

5. Balance. - Not having balance is really like sending a universal message, "I don't believe in what I'm doing so I need to overwork". You don't need to kill yourself in the hours. You need to ensure you are having balance in your family life, exercise, and play.

6. Trust Yourself. - Whatever level you are at, you have to trust yourself. If you walk into an appointment, you need to present yourself to the ability of your own knowledge. Have the confidence that you know is deep inside of you that will ensure you getting that listing.

7. Avoid Blame. - As soon as you blame someone else, you loose all of your own power to get better. It's not about right or wrong, it's about getting better. The only constant in any equation is you.

8. Stop Wasting Time. - Go from one activity to the other. This is where you want to be and stop wasting time with things that do not serve your goals!

9. Take the Right Step. - Time block your schedule so that you know exactly what your next moves are.  Take the next step that supports your goals to the next level!

10. Always Go Back to Your Why. - Why are you doing all of these things? Why did you want to start your own company? Always go back to your why because that is what will keep you going!

LIVE COACHING CALL with Stephan LaFroge, Liz Lucas, Lisa Johnson & Holly Hopfner

Good Morning! In this podcast, I decided to do things a little different. In the past 3 years, I have had a particular coaching group consecutively going strong in these years and have been total rock stars in their business! Welcome Stephan LaForge from our St. Rose Office in Nevada, Liz Luscas from our Sahara Office in Nevada, & both Lisa Johnson & Holly Hopfner from our Kierland Office in Arizona! Instead of having our call on our normal day, we started a bit early to do a LIVE coaching call for you this morning! These individual agents have been working together so well & I'm excited to bring to you their points on how to be successful in this business! Thank you all for your time and energy this early morning. It was a great and informational podcast to start the week! Enjoy!

11 Points on How to Make this Your Best Year Ever!

It's the third podcast of the new year and I know you are all working on becoming a lean, mean, money making machine in 2019! In this podcast, I have about 11 points I would love to share with you all on how to make this YOUR best year ever! In order to be successful in today's world, there are a few new things that come into play however, the foundational principals are essential!

1. Prospecting! - You can lead generate, daily revenue commitment, whatever you want to call it...you have to be bringing in people into your pipeline every single day!

2. Get curious by developing the skill of asking great questions! - Intense curiosity, I talk about this a lot if you have been in my Success Series. Ask open ended questions like who, what, when, where, why?

3. Handle Objections, Get over it, just learn it! - An objection is simply a question that is unanswered in the mind of your prospect. You need to know the answer & you need to be knowledgeable on those answers!

4. Qualifying Buyers - The number one thing that wastes an average Real Estate Agent's time, is not qualifying them! How can you move forward with a prospect if you don't know everything about them.

5. Build Rapport - By repeating & approving you are building a good rapport with your clients so that they want to work with you.

6. Analyze & Keep your client's needs at the forefront of your mind! - You want to know exactly what your client wants so that you can figure that out for them in the most efficient way possible.

7. Be the Authority - Now you're working with your clients & the greatest thing you can have is the authority on the transaction. You need to stay transparent & be the humble upper hand.

8. Be Different - You're already a part of the Top 10 most recognized companies on the planet. Be different in the way you approach you clients, how you talk to them, and how you do YOUR business. One way I suggest, is by getting a Buyer Broker Agreement signed. I cant stress this enough, this should be signed because at the end of the day, they need to be your client!

9. Close...They expect it! - Closing is simply having them sign a contract with you, having them agree to working with you.

10. Pre Call Planning - When your calling, you want to know all the questions answered before you call them. You want to know what you're calling about and stay knowledgeable about what you're calling about, especially if you're calling about a specific area.

11. Personality Styles - Know what type of personality style you are and know how to work with others. In a selling situation, it is extremely helpful to know how to handle each personality style so you can efficiently give your clients what they want they way they want it.   

Interview with Realtor & Camelback Branch Manager in AZ, Dawn Seagren!

Today I have the pleasure of interviewing one of our BHHSAZ branch managers of the Camelback Office, Dawn Seagren! Dawn was first licensed in 1978 and was a full time realtor the moment she was licensed and hit the ground running with her business! Dawn was extremely focused and driven on her business and didn't commit to management until 2003.When Dawn first began, she was struggling at first as most first agents do. She knew that she needed a coach/mentor to help take het to the next level. Once she began the coaching, her business was taking off as she started to become more familiar with her numbers such as her desired annual income, average sales price, commission rate, how many hours she worked, her worth per hour, etc. Knowing her numbers absolutely changed the trajectory for Dawn as she was able to break down exactly what she needed to do every single day to make what she needed for her and her family to be comfortable for the year! Dawn continues to explain how obtaining a coach and tracking her numbers brought more and more success to her and her business, listen to hear more on how Dawn up leveled every year and made every year her best year just by knowing what she had to do to make it happen!

Top Agent Interview with Martha Cervantes from BHHSCA in our Rancho Cucamonga Office!

To Kick off 2019, I'm starting our Monday Podcast with an awesome interview with one of our top agents in CA out of our Rancho Office, Martha Cervantes! Martha is an active social media agent however, she wasn't always that way! When she first started in the business, she had no idea she would be bringing her more introverted side to the internet world until she was attending a conference with Tom Ferry and he said, "Video is going to be HUGE, you need to start making videos!". Although it wasn't something she initially wanted to do, she jumped right into it despite her thoughts & it has instantly changed the game for her! It not only has given her the confidence to be transparent about her business through video online but she has taken that transparency into her health & fitness online as well which in turn has brought authenticity to her following on social media! Being authentic, raw, and real is what people are looking for and what your clients can relate to more which would have them wanting to work with you even more! Listen in on the podcast to learn more about Martha shows up authentically to her personal and business life & how that allows her to grow as an agent!