How They Won: Secrets of Winning Real Estate Pros

I went a little outside of the box for this week’s interview. I have been hearing reports from the folks that I coach and other successful agents that they have been successful re-implementing telephone prospecting into their weekly routines. With the light at the end of the COVID-19 tunnel getting larger and larger, I thought that this best-practice would be good to share with all of you as soon as possible.

As I was thinking about this, the perfect guest popped into my mind – Tyler Steenken with Cole Information. Tyler has been steeping himself in the discipline of telephone prospecting every single day for the past 15 years of his career, and he had a TON wisdom and best-practices to share during our conversation.

Today’s guest is the founding partner of Cain Watters and Associates. CWA was founded in 1984, with a primary focus of advising and supporting small business owners in the dental field. Over the last 36 years, Cain Watters and Associates has grown to become a large and diverse financial institution with 11 partners and more than 130 employees. You can learn more about CWA and access a TON of great resources pertaining to COVID-19 at cainwatters.com.

This discussion is for informational purposes only. Please don’t take of this as legal, tax, investment, financial, or other advice. Also, nothing in this podcast constitutes a solicitation, recommendation, endorsement, or otherwise of any nature.

Everything we discuss here is general in nature and does not address the circumstances of any particular individual. Please talk to your personal financial consultant for advice specific to your personal situation.

I’ve got another timely interview to help get through the COVID-19 crisis. This week, I interviewed Ted Jeschke with PenFed Credit Union.

Ted is a 20+ year veteran of the mortgage industry, and I am so grateful that he was able to share his insight and experience with us. Ted and I discussed:

• A big picture view of the current state of the mortgage industry.
• Tips for real estate agents on interviewing the “right” lender for the current situation
• RON – remote online notarization and whether it is here to stay
• And several other timely and important topics relevant to doing business in the COVID-19 environment

You can learn more about PenFed Credit Union at penfed.org.

I’m speaking with financial advisor and founder of Twin Cities Wealth Strategies, Dana Menard.

Dana and I discussed financial strategies for independent contractors during the COVID-19 pandemic. I learned a lot and I hope you will too!

Disclaimer:

This discussion is for informational purposes only. Please don’t take of this as legal, tax, investment, financial, or other advice. Also, nothing in this podcast constitutes a solicitation, recommendation, endorsement, or otherwise of any nature.

Everything we discuss here is general in nature and does not address the circumstances of any particular individual. Please talk to your personal financial consultant for advice specific to your personal situation.

This week, we’re doing something a little different. Last week, I was invited to appear on the Real Estate World podcast with Scot Pekarek. Scot is an old friend and we had a great conversation.

If you want to learn more about Scot and listen to the Real Estate World podcast,  head over to RealEstateWorld.tv.

With the current COVID-19 Pandemic, I wanted to have a conversation about the baseline economic factors that are at play. I am lucky to have a friend who is both an economist and real estate professional, so I invited her on the show.

Meghan O’Brien is a top-producing real estate salesperson with RE/Max Concepts in Des Moines, Iowa and Professor of Economics with Des Moines Area Community College.

During our conversation, Meghan and I discussed:

• The underlying economic factors that drive real estate, no matter the market
• Good sources of data to help you make your own decisions about COVID-19’s effect on your local real estate market
• The data points that are perhaps given too much weight in the overall economic conversation
• What Meghan is doing differently in her business during the pandemic
• Along with several other timely and impactful thoughts for real estate professionals

Remember to take care of yourself so you can take care of others. Stay informed, not inflamed, and put the energy out into the world that you would like to receive back.

Today’s interview is a first for How They Won. I am interviewing a guest for a second time.

In mid-February of 2020, I posted an interview with my friend Andrea Geller from Chicago. Andrea shared 20+ years of knowledge and insights aimed primarily at real estate industry veterans. It was a pretty wide-ranging conversation with lots of great take-aways.

Shortly after that interview, Andrea made a big change in her business and ended up affiliating with a different brokerage. There’s not a lot of information and guidance out there on how to change brokerage companies (other than my interview with Brian Carothers from Pittsburgh. If you’re listening to this episode, you might want to go back and listen to that one too.)

Anyhow, with such limited information out there, Andrea kind of had to blaze her own trail. I thought it would be valuable to talk about what that was like while that experience is still fresh in her mind.

Andrea has been a VERY successful real estate agent for a very long time. Moving her business from one brokerage to another was a big deal for her and I am so grateful that she is willing to share what she learned during that process with everyone listening!

I work really hard to keep episodes of How They Won timeless, rather than timely. Be that as it may, I thought it was important to touch on the current state of affairs in the world that we are all going through together – namely, the COVID-19 pandemic. During my conversation with Andrea, we touched on some of the things that she is doing to keep her real estate business moving forward at the moment the episode was recorded. As you can imagine, the situation and best practices are fluid and change not on a weekly, or daily basis, but hour by hour and minute by minute. From me to you, I wish you good health and all the best during this crisis. We’ll get through this like we always do – together. I’m going to leave my comments at that for now, but I have been and will continue to share more timely thoughts and ideas on social media if you care to follow along and join in the conversation.

My guest today is doing the same thing with the real estate business. He has found a way to combine the world of real estate investments and residential owner-occupied real estate into a new approach to the business that allows residential real estate agents to offer something new to their clients.

I am proud to be working with this individual to help bring his idea to the broader real estate industry.

Craig O’Rourke has been in the real estate business for 25 years. He has worked as a sales associate, investor, manager, and is the author of the book “Destination Perpetuity - The Real Estate Investor’s Road Map to Financial Freedom.”

In his various roles, Craig has overseen in excess of $1 billion in transactions. His latest endeavor is a company called the Real Estate Success Series.

Learn more at https://www.learnitlistitsellit.com/

I think you’re really going to enjoy this conversation! I am speaking with Heather and Steve Ostrom with Coldwell Banker Realty in Roseville and Rocklin, California.

Heather and Steve run one of the most efficient and effective husband and wife teams I’ve come across in the real estate business. Each of them has a well-defined job that they do for the team and each of them are best-in-class at what they do.

During our conversation, Heather and Steve discussed the evolution of their team, how they manage their systems and processes, their marketing and lead conversion strategy, and more.

This week, I had the opportunity to interview one of the best salespeople I know – Jeremy Bowers, CEO and Team Leader for Keller Williams Philly.

Jeremy and I had a wide-ranging discussion about several important topics in the real estate business and frankly, business in general. We talked about influence and persuasion as both a talent and skill, his method of “working backwards” like a golfer to develop his skillset in business, how having the right intent for sales outcomes clarifies the reasons for developing your skillset, and a whole host of other really important keys to achieving your full potential as a real estate professional.

I came away from this conversation totally pumped and ready to do whatever it takes to reach my goals, and I think you will too!