Below are the Show Highlights, click the more button to continue reading. You may also download the PDF of the highlights at the bottom of the page.

Host: Patrick Allman, President, Strategic Equity
Guest: Sandy Botkin , Founder, Tax Reduction Institute

Partnership vs. Corporations: The Pros and Cons

There comes a time in almost every Mortgage Planner’s life when he or
she considers going it alone. That can mean more independence and more
profit, but also more responsibility and liability. Sometimes success is as
much about how the new business is structured as how many loans are Continue reading ‘Sandy Botkin 6-20-07 Partnership vs. Corporations The Pros & Cons’

 

 Curtis Johnson: Play Now | Play in Popup | Download (265)

Curtis has been in the Real Estate business for eight years. His market is the Phoenix, Arizona area with offices in Chandler and Mesa, Arizona. The team’s average sale price is about $320,000 median is about $275,000.

Curtis increased his average commission from 2.5% to 3.45%. They are getting a higher commission than anyone else because they are getting better results than anyone else.

ASSISTANTS/TEAM

The Curtis Johnson team is a staff of three: Two listing and closing coordinators and one general manager. His wife handles the accounting and books.

There are 5 agents that have been with Curtis for several years and now he has 8 newer agents. Ninety-five percent of the team’s appointments are conducted in their office.

By using his DISC behavioral analysis, Curtis surrounds himself with strong people that fill in the gaps.

SYSTEMS

As a result of Curtis’ effective marketing, multiple systems have been created to capitalize on their steady stream of leads.

Curtis has been working with a former E-myth (Michael Gerber) trainer for the last year and a half to get his company totally systemized and efficient. He points out that he has ever seen a real estate company as dedicated to systems as they are, but it is still not enough. They have had days where they have more appointments in the office than they have agents to handle them.

He continually asks the question, “what is going to give the client (and co-workers) the best experience, and how do I go about creating systems to deliver that experience?”

MARKETING

The majority of leads come from TV and radio - a close second is that they advertise in five or six different local homes magazines with premium position. They have a large internet presence as well. His approach to marketing is to create a large number of buyer leads.

The message in television spots is that Curtis will sell their home in 27 days or they will pay no commission or Curtis will buy their property. This is an extremely strong performance guarantee and they stand behind it. There are no “fine print” exceptions. Most properties have sold within 27 days.

He observes that the television spots give them more credibility and increases the effectiveness of all of their other marketing and advertising.

Curtis has used Interactive Voice Response since he got in the business eight years ago to track what is working and what is not. He conducts some direct mail campaigns. Internet leads represent 25% of their leads.

KEY ELEMENT OF SUCCESS

Performance - “I think this is a marginal business. . .outperforming your competition 1% over time makes a big difference.” “Everyday I strive to outwork them by l%.”