In the last month I’ve personally met with and started working with Katrina Campins, Fredrik Eklund, Josh Flagg, Christophe Choo, Herman Chan and Josh Altman. These brokers have sold 10s of billions of combined dollars in real estate. They are some of the top real estate brokers in the nation.
As I’ve met and spoken with each of the high-level players, I’ve listened intently for the commonalities they share. Everyone is always looking for magic bullets. I’m always looking for proven methods. While the average person uses an agent’s time to sell themselves, I use a broker’s time to learn what made them successful. I’ve carefully considered each strategy, tactic and method these agents use. I’ve asked all the right questions and received answers wether it’s the one I was looking for or not. I can tell you there are three, distinct, characteristics that separate a billion dollar producer from a million dollar producer.
Let me break them down for you.
The first thing I’ve noticed among ALL of these POWER BROKERS is that they DO NOT miss calls. I’ve sat in business meetings with all of these agents in person. I can tell you they all stop what they are doing for their clients. We could be in the middle of a fifty thousand dollar commission negotiation and if one of their clients call, they stop and take the phone. For example, when I was just in Beverly Hills with Josh Flagg, we did a tour of luxury homes with 14 or so agents from around the world. Despite being on a tour bus in the middle of LA, Josh still had us stop twice to help his client negotiate on a $14MM property. When I met in Josh Altman’s office, he took 3 phone calls that were his investors looking to buy property. Hell, Christophe Choo left having a blast with me at Villa Blanca to go show at $65MM property. If he hadn’t answered the phone, he would have missed out. We were having a good time too, but he puts business first and that’s why he sells as much as he does.
Let me ask you this; If you can’t answer the phone for your 150k buyers how in the fuck are you going to present yourself as “on top of it” to million dollar buyers?
The second trait that they all have in common is their branding. You can’t catch a whale using the same bait you go fishing for minnows with. If you wear jeans and a t-shirt to appointments you’re not going to attract the Lawyer with a $100MM net worth (unless you’re me). All of these big-time agents live out their brands. It’s not just a work brand, it’s a life brand. When I met Katrina Campins inside some swanky recording studio with more platinum CD’s on the wall than I could count, she looked exactly like her facebook and website photos. When Fredrik Eklund and I created his web pages for the mastermind, his biggest concern was what images and styles we used. He told us “I’m a brand, and I will only put stuff out the public that lines up with my branding” Josh Flagg wears fancy slippers. Fredrik has funny socks. They all have something that is sneak peak at who they really are, but their brand is what comes first. Herman’s brand is all about his personality. He knows that his rich, techy, clients appreciate a good laugh and entertaining time.
Let me ask you this; If I saw your ad somewhere, would I think you could handle my $10MM home or would I think you belong selling section 8 in south Dallas?
The third thing these closers all have in common is they take massive action. I’ve asked each and every one of these fine folks to tell me their story. They are almost ALL identical. They had a dream, took action on it, and stuck with it until they got what they wanted. The relentlessness of their hustle is amazing. While the average person is trying to put together a plan and then execute it, these bad asses took action and made up the plan as things happened for them. Josh Flagg told me about how he knocked on all of his grandma’s neighbor’s doors to get business. Fredrik told me a story about how he called developers every day for 4 years before breaking into the market. Herman made hours of video before he caught on. Whether it be embracing new technology, knocking on doors or calling your ass off, they all took massive action over and over again until they got what they wanted. They never gave up because they knew that their competition would give up and eventually they would win. And they were all right!
Let me ask you this; Why write a business plan when you can live one? Sure it’s ok to put a plan on paper but only putting a plan into action will get you results.
Next time you wonder why these guys all have million dollar listings and you can’t score one to save your life, look at these 3 traits and ask yourself if you’re really committed. The facts never lie. They may not reveal what you want, but they won’t lie to you. I’ve presented you with the facts, it’s up to you to do the acts.