If you’re a traditional resale agent, you might have a blind spot around the new building industry in your area. Don’t. In our episode today, Cesi Pagano teaches us how to leverage relationships with new builders.

Cesi worked in the new construction industry for 15 years. She knows that world like the back of her hand. When she transitioned to being a resale agent, she didn’t leave that industry behind. Today, she gives home builders a value proposition they can’t refuse.

We dive into how her contingency program for builders works and how she leverages it for her own lead development. Cesi earns $150 million a year, perennially, with this approach. She knows what she is talking about, and we’re so grateful she’s sharing it with all of us today.

Resources:

• Listen to Episode 55. Foolproof Math for Your Business Plan With David Huffaker
• Order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

Aubrey Martin moved to Oregon in 2017, didn’t know anyone, and started her career in real estate. Today, she annually sells $40 million worth of real estate as a solo agent, while taking chunks of time off to spend with her kids. How in the world does she do it?

In today’s episode, Aubrey lays out her whole structure for us. Her secret sauce is networking at a high level with vendors: cleaners, stagers, general contractors, florists, HVAC guys, everyone. She keeps a public directory of preferred vendors that she gives out for free. She even throws a “gratitude dinner” every year, paid out of her own pocket, to thank the vendors she works with.

When you hear her personal story, you’ll understand why Aubrey wants to be as efficient as possible with her time and energy. Her vendor approach is what makes it all tick. Listen and learn.

Resources:

• Read “The ONE Thing”
• Listen to Episode 54. Create Superfans With Brittany Hodak
• Read “Creating Superfans”
• Order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

Scott Malouff was a professional club promoter at age 12, first for teen parties and later for adults. From Pitbull to Fabulous, he’s worked with all the big names. That’s why it’s no surprise that, now, as a real estate professional, Scott’s specialty is events. Scott is our guest on the show today and shares with us some tricks of the trade.

We get into picking the right venue, budget, sponsors, and more. Not only are Scott’s events an engine for creating and maintaining clients, but he even makes a profit off of them.

Scott is also a pro at “micro” events. His “50 first dates” model is going to revolutionize the way you think about developing your relationship database.

From his signature hats to his unstoppable drive to improve lives, Scott is a force to behold. We’d all be wise to learn from him.

Resources:

• Get the 411, GPS, and other free business planning tools
• Read “The 5 Voices: How to Communicate Effectively with Everyone You Lead”
• Read “The Snowball: Warren Buffett and the Business of Life”
• Order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA Media

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

Today, we’re joined by the wonderful ladies of our sister podcast, “Empire Building” Seychelle Van Poole, Sarah Reynolds, Kymber Lovett-Menkiti, and Tiffany Fykes are here to discuss the best way to construct a business plan for the new year.

We review the importance of preparation and how to “check yourself before you goal yourself.” We differentiate between leading indicators vs. lagging indicators. We also discuss the importance of progress over perfection. And, of course, we get into the cold, hard numbers.

These women are master strategists and tacticians. They share with us the exact tools they use to keep business plans thriving as living, breathing documents throughout the year. Do yourself a favor and listen to this episode as you prepare for your annual business planning meeting.

Resources:

• Listen to the “Empire Building” podcast
• Visit HerBestLife.com
• Connect with the Empire Building hosts on Instagram: @seychellevp, @sarahreynoldsoji, @wendypapasan, @kymbermenkiti, @tiffanyfykes
• Read “The Road to Less Stupid”
• Read “The Gap and the Gain”
• Check out the 411 and GPS tools
• Listen to Episode 34. Living a Life by Design With Tiffany Fykes
• Listen to Episode 55. Foolproof Math for Your Business Plan with David Huffaker
• Order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA Media

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

If you think you’ve heard everything there is to hear about annual business planning, think again. David Huffaker’s team makes north of $500 million in annual sales. That’s not by accident. David is our guest on the show today and he’s here to teach us his business plan models and formulas.

We go over the PACE planning (Primary, Alternate, Contingency, and Emergency Plan) and the LIVE budgeting model (Luxury, Investments, Vacations, Enough). Then, we cover how to set targets and caps for profit margins, expenses, cost of sale, and number of agreements. David even shares his math model around where leads come from and how those leads are distributed across Q1-Q4.

David is a math guy, but you don’t have to be. He explains his models in a down-to-earth way so you can directly apply them to your business plan. So listen up, and then go out and do the good work you do!

Resources:

• Listen to Episode 40. Creating a Luxury Experience at Any Price Level With Lysi Bishop
• Listen to Episode 07. Breaking Ceilings: Sarah Reynolds' Unconventional Real Estate Journey
• Order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA Media

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

Taylor Swift has superfans all over the globe. So does Justin Bieber and Katy Perry. Do you know who helped them get those superfans? Brittany Hodak. Brittany is our guest on the podcast today.

Just like music stars, real estate professionals need superfans. It is not enough to get a repeat client or have a database full of contacts. You need people who are going to go out there and evangelize for you. Brittany’s new book “Creating Superfans” explains exactly how to make this happen.

On today’s show, Brittany walks us through the basics: Start with your story, understand your customer’s story, personalize everything, exceed expectations, and repeat.

Be sure to check out Brittany’s book, and the next time you see Taylor Swift, remember you can create superfans, too.

Resources:

• Read “Creating Superfans”
• Learn more at BrittanyHodak.com
• Subscribe to Brittany’s YouTube Channel
• Connect with Brittany on LinkedIn
• Follow Brittany on Instagram: @BrittanyHodak
• Connect with Brittany on Facebook
• Listen to Episode 29. Building Your Personal Brand With Rory Vaden
• Read “The Power of Moments”
• Read “The Platinum Rule”
• Read “The ONE Thing”
• Order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA Media

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

Richard Schulman has something he calls the “Trader Joe’s rule.” It means that if he were to bump into any person in his database at Trader Joe’s, he’d be able to remember who they are, what kind of real estate they are interested in, and any past conversations they’ve had. That rule has led him to do $165 million in sales perennially, 100% based on referrals and relationships.

Richard joins the show today to share the system behind the rule and his dogged persistence in building relationships with his database.

We talk about spending time on relationship-building rather than money on marketing. Richard explains the power of a quick coffee with someone to become their friend and emphasizes the importance of providing value over making sales pitches.

People like to work with a friend they can trust. Richard gives us a masterclass on how to become that friend.

Resources:

• Learn more about The Promise Script by Mike Hicks
• Learn more about 10 Days of Pain by Ben Kinney
• Listen to Episode 25. Ben Kinney’s Three Real Estate Success Principles
• Submit your questions at MREAnotes.com
• Order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA Media

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

Over the years, David Greene has perfected an incredibly efficient, innovative real estate investment system. Today, his team makes $250 million every year with it. David joins the show today to teach us his BRRRR system.

BRRRR stands for Buy, Renovate, Rent, Refinance, Repeat. David walks through each step, emphasizing concepts like target-rich environments, the 1% rent rule, cash-out refinance, ARV, and inflation-protected assets.

The episode is loaded with invaluable information from a guy who has seen and done it all in real estate investing. Take a listen, buy his book, and go build your own highly efficient system.

Resources:

• Listen to The David Greene Show
• Read “Buy, Rehab, Rent, Refinance, Repeat: The BRRR Rental Property Investment Strategy Made Simple” by David Greene
• Read “Long-Distance Real Estate Investing” by David Greene
• Learn more at DavidGreene24.com
• Read “Pitch Anything” by Oren Klaff
• Pre-order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA Media

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.