Top Producer – JP & Associates REALTORS®
Episode 88: Lacy Rushin – The “3 Basics”

Episode 88: Lacy Rushin – The “3 Basics”

In this episode of Success Superstars, Lacy Rushin shares how the organizational skills she learned while teaching proved to be practical in her transition of running a real estate practice.

Lacy explains how mastering emotional intelligence sets the tone for the client relationship and avoids unnecessary tensions. Lacy also lays out how her first year was all about self-empowerment and setting up “3 basics” for her business.

“My leadership approach is modeling and inviting my clients to have this experience with me. It’s all about the client experience. ~ Lacy Rushin, JP and Associates REALTORS®

Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success Superstars’ anywhere you listen to your favorite podcasts.

Episode 86: Edith Melendez – How to Sell to a Millenial and The Power of Tools

Episode 86: Edith Melendez – How to Sell to a Millenial and The Power of Tools

In this episode of Success Superstars, Edith Melendez sits down with Mark Johnson to discuss how to leverage any skillset into Real Estate.

Having worked in banking for years, Edith has been able to provide buyers and sellers with ‘behind-the-scenes’ expertise and detailed explanations of the whole process that most professionals in the industry can’t match. She felt inspired by being able to take control of her own professional success and to give back in ways that a corporate job wouldn’t have allowed her to. Edith talks about how to sell to millennials and the power of tools like owning targeted landing pages and Facebook Pixels.

” The best things in life don’t come easy. It’s all mind, it’s not so much the physical or sweat equity. Stop thinking poor or otherwise, you’ll be poor. If you want to get to certain places in life, you have to put in that work, no matter what’s going on on your personal life.” – Edith Melendez, JP and Associates REALTORS®

Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success Superstars’ anywhere you listen to your favorite podcasts.

Persistence – All The Reward Is In The Follow Up!

Persistence – All The Reward Is In The Follow Up!

These statistics will shock and surprise you. So, get ready. We recently did a blind study on incoming leads. 85% of the new leads received a follow-up, 15% got crickets. 

So what is the psychology of the 15% of sales professionals that never follow up on a new lead? Even more shocking is we found that of the 85% that did make the initial follow up, only 25% made a second attempt! And of that 25%, only 12% made a third attempt. So what’s going on here? 

It’s the voice inside your head. It’s a growth vs. fixed mindset. 

  • 2% of sales are made on the first contact
  • 5% of sales are made on the third contact
  • 10% of sales are made on the fourth contact
  • 80% of sales are made on the fifth to twelfth contact

Persistence is the key to your success. In a study specifically related to real estate sales, sales professionals that made three attempts vs. those that made five or more attempts had more than a $100K difference in annual income. 

Today we are bombarded with information. We are in information overwhelm. But that does not mean someone doesn’t want to buy, sell or invest. It might be, like me, right now, it isn’t a high priority. 

Staying connected is the key. Using content from tools like Keeping Current Matters can help, yet so can a casual check-in call, text, or video chat. It’s you vs. your baby, and nothing is in your way except for your growth vs. fixed mindset. 

 

Episode 85: Steve Harney – Keeping Current Matters

Episode 85: Steve Harney – Keeping Current Matters

Steve Harney Founder of Keeping Current Matters is a residential Real Estate expert who specializes in market trends and this week he joins Mark for a conversation about how to win in any market.

As a professional who’s been in the industry for over 25 years, Steve talks about how keeping current in today’s confusing market can make the difference between winning and losing in this business.

“As an agent, the winning formula is to worry more about that family sitting in front of you more than you worry about your commission. The way to guarantee that you get your commission is to make sure that they understand you’re worried about them.” – Steve Harney

Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success Superstars’ anywhere you listen to your favorite podcasts.

 

Episode 84 : Kevin Marks – Knowing The Right Platforms For Your Business

Episode 84 : Kevin Marks – Knowing The Right Platforms For Your Business

In this episode of Success Superstars, Kevin Marks explains his path to success with JP and Associates REALTORS®.

Kevin talks about the importance of testing the right platforms for his business, training and prospecting in his first year of Real Estate. Kevin has doubled what most agents achieve in their first year at JPAR and he achieved so by seeking out a mentor right from the get-go!

Mailouts and business cards make up almost 25% of his business, which Kevin works hard at, every single day. He also adds that having a tracker and staying organized and on schedule is the key factor in staying successful in business long-term.

“For anyone starting, I’d say take advantage of the mentor program, make the meetings and do as they say. Recognize that you don’t know a lot about the business and apply it (the learnings).” – Kevin Marks, JP and Associates REALTORS®

Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success Superstars’ anywhere you listen to your favorite podcasts.

 

Episode 83: Jason Ahlers – How To Stay Afloat And Thrive In A Less Favorable Economy

Episode 83: Jason Ahlers – How To Stay Afloat And Thrive In A Less Favorable Economy

Jason Ahlers was a full-time railroad worker before Real Estate came in the picture. In today’s episode, Jason explains how working in that field provided him with very accurate insights into the state of the US economy. Jason was able to take his learnings and understand the Real Estate market’s downturns and how to successfully shift his strategy to not only stay afloat but thrive in a less favorable economy.

Jason delves into the specifics of his market and how he’s being very successful at generating leads through highly-targeted campaigns through Facebook.

Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success Superstars’ anywhere you listen to your favorite podcasts.

“While the economy may have had a bad year, I never had a bad year. It all depends on how you position yourself into the situation: if you go into it being realistic and you have a good client base before we get into that market, you’re not going to have a problem” – Jason Ahlers, JP and Associates REALTORS®

 

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