92 episodes

ClubWealth TV helps driven, successful and BUSY real estate agents like you, double your business while building a strong, balanced home life. Join us each week as high producing agents and team leaders share their stories, and unpack the principle and systems they've used to double, triple and even quadruple their business while enjoying greater quality of life.

Club Wealth TV Michael Hellickson - Real Estate Coach & Consultant, Former #1 Real Estate Agent Nationwide

    • Business

ClubWealth TV helps driven, successful and BUSY real estate agents like you, double your business while building a strong, balanced home life. Join us each week as high producing agents and team leaders share their stories, and unpack the principle and systems they've used to double, triple and even quadruple their business while enjoying greater quality of life.

    The Agents Who Have Tough Conversations WIN w/Matt Johnson and Greg McDaniel

    The Agents Who Have Tough Conversations WIN w/Matt Johnson and Greg McDaniel

    Technology and social norms have given us an opt-out of difficult conversations, and most agents jump at the chance to avoid uncomfortable topics. However, if we want to maximize our results, we have to be willing to dive into unsettling discussions. 
     
    As more people lean into text messages to convey tough realities, communicating in-person has become an art form. We have to master the art of talking about potential challenges with our clients, face to face.
     
    Still, a lot of us simply lack confidence. How can we become more comfortable with having uncomfortable conversations? Does sharing hard truths with our clients make us more likely to fail or succeed?
     
    In this crossover episode, Co-Hosts of the Real Estate Uncensored podcast, Matt Johnson and Greg McDaniel join me to discuss how to approach tough topics. 

    Three Things You’ll Learn In This Episode 
     
    How to make difficult conversations less awkward for everyone involved:
    Simply not making eye contact is a great way to ease the pressure of an uncomfortable situation. Create a matter-of-fact dialogue with minimal eye contact to avoid embarrassment all-round. 
     
    Why we need to stop fearing fallout from hard truths:
    Our clients are happiest when they get what they want, so don’t be afraid to tell them about anything standing in their way. It’s easier to engineer a solution when all the cards are on the table.
     
    How honesty helps build trust from our earliest interactions:
    Cliche as it may sound, honesty is the best policy. Being upfront with our clients from day one shows them we have their best interests at heart. 

    • 17 min
    What Agents Should Be Doing Right Now

    What Agents Should Be Doing Right Now

    When covid first hit, there was massive panic and fear about what it meant for real estate. Ultimately, because real estate was deemed an essential, most agents were not affected. In fact, many agents actually saw success like never before. 
     
    The problem is, we’re not quite out of the woods yet. We’ve been lulled into a false sense of security. This is a temporary state, and many agents who have responded by relaxing are making a huge mistake. 
     
    What are some of the fatal errors people in our industries are making? What are the things we should be focusing on right now, and how will they pay off in a huge way in the near future? 
     
    In this episode, we’re joined by Real Estate Uncensored co-hosts, Greg McDaniel and Matt Johnson. We talk about the actions agents should be taking right now to have stability and growth when the market inevitably shifts. 
     

    The biggest threat to agents and brokers right now is complacency. -Michael Hellickson 
     
    Three Things You’ll Learn In This Episode 
     
    How financial stability makes us more innovative:
    Stockpiling cash isn’t just for us to deploy to grow our businesses. It also gives us the freedom, mental space, and stability to be creative and aggressively go after new opportunities. That level of creative thinking doesn’t take place when we’re worried about our next paycheck. 
     
    Why this is a great time to bring talent into our organizations:
    We have the opportunity to attract top talent now more than ever before because so many people lost their jobs. However, it’s impossible to take advantage of this newly emerged high-level workforce if we don’t have the cash or resources for it. 
     
    The biggest mistake agents make in a crisis:
    When cash becomes tight, many agents who are struggling will stop paying for lead sources and bail on their zip codes. The problem is, this will ultimately lead to the loss of our pipeline, the loss of future income, and the loss of real estate agents who expect us to provide leads.

    • 17 min
    Rocket Fuel Your Follow Up w/Brian Charlesworth

    Rocket Fuel Your Follow Up w/Brian Charlesworth

    Agents are notoriously bad at generating leads, but we’re even worse at following up with them. If we want to boost our chances of success, we have to change that.
     
    We have to stop giving up so easily. A lead not answering our calls isn’t a sign they aren’t interested, it’s a sign we need to follow up tenaciously until we get a response!
     
    How can we follow up when a lead doesn’t respond right away, and where can we contact them outside of the traditional phone call? How can we make sure we stay in front of our leads no matter what platform of communication they prefer?
     
    In this episode, CEO of Sisu, Brian Charlesworth and I discuss how to improve our follow up game and how that will impact the business. 
     

     
    Want to make money? Learn how to generate leads and follow up at a high level. -Michael Hellickson
     
    Three Things You’ll Learn In This Episode 
     

    How to expand our net of communicationStop relying on phone calls and emails alone to communicate with leads. Phone, email, text, video text, video email, and Facebook stalk them; we have to ensure we’re available on every platform they use. 
    How to use the Club Wealth Rule of 3Systematize follow ups for a better chance of success. Reach out to leads 3 times a day for the first 3 days, 3 times a week for the next 3 weeks, and 3 times a month for the next 3 months. 
    Why upping our follow up game is non-negotiableMany of us may think we have exclusive leads, but with consumers sharing their information on so many platforms, it’s simply not possible. If we want to beat our competitors, we have to be the first and only option our potential clients see.

    Guest Bio
     
    Brian Charlesworth is the host of GRIT: The Real Estate Growth Mindset podcast. He is also the CEO of Sisu, the world’s first Growth Automation Software for the real estate industry.
     
    To find out more about Brian and to listen to the podcast, head to:
    https://www.linkedin.com/in/briancharlesworth
    https://sisu.co
    https://podcast.sisu.co/
     
    Books and offers mentioned in this episode: 
    The Richest Man in Babylon by George Clason https://www.amazon.com/Richest-Man-Babylon-George-Clason/dp/1505339111
    Rich Dad Poor Dad by Robert Kiyosaki https://www.amazon.com/Rich-Dad-Poor-Teach-Middle/dp/1612680194
    World Class Buyer Agent by Club Wealth https://www.amazon.com/World-Class-Buyer-Agent-Wealth-ebook/dp/B07KCR7BXF
    Text 727 287 5993 ‘Club Wealth’ for 17 best lead sources

    • 51 min
    Why Teams Are Ideal for a Stellar Client Experience w/Justin Stoddart

    Why Teams Are Ideal for a Stellar Client Experience w/Justin Stoddart

    A turbulent market brings forth opportunities for real estate agents who have the right systems set up in advance. The 2008 crash created the REO and short sale opportunity, and we’re anticipating the same trend with the coronavirus crash. 
     
    The people who will capture this opportunity are already focusing on the right activities. If we don’t have our businesses set up correctly, we’ll miss it. 
     
    At a time like this, agents who run teams are better suited to provide the kind of client service required. Running a team doesn’t have to mean a lot more work. In fact, it can make things run more smoothly and provide a better experience for clients. 
     
    Why are we better positioned to serve the client within a team structure? How do we find the opportunity in short sales? 
     
    In this episode, I’m speaking with the host of the Think Bigger Real Estate Show, Justin Stoddart. We discuss how to do high volume on a small team, segmented workflows, and what we can expect with short sales. 
     

     
    It doesn’t take a lot of time to lead your team, you just have to do it well during the time that you have. -Michael Hellickson 
     
    Three Things You’ll Learn In This Episode 
     

    How teams provide a better experience than a solo agent A solo agent can’t be in two places at once, and they can’t be available to fill all the roles required to deliver a solid customer experience. With a team, there’s systems and leverage so there’s never delay or drop in the quality and consistency of the communication. 
    How to step away from production and still generate leadsSo many agents are too anxious to get out of production, but the decision is usually driven by ego or the wrong idea of running the team. Once we get out of production, the work doesn’t stop. Our new lead generation becomes recruiting, and we need to approach it the same way we approach lead generation.  
    How to prepare for short sale opportunities There is an opportunity for short sales in this current market. There are people who recently bought their homes and haven’t built up enough equity yet. Short sale opportunities come to us the same way every other lead does, by generating leads, having conversations, and following up. 

     
    Guest Bio
    Justin is a Title and Escrow Industry Challenger at Old Republic and the host of the Think Bigger Real Estate Show. He is also the author of the upcoming book, The Upstream Model: The New Rules For Growing a Professional’s Business Margins and Identity. For more information, visit https://justinstoddart.com/ and follow on @justinstoddart. 

    • 29 min
    5 Key Habits of Successful Real Estate Agents

    5 Key Habits of Successful Real Estate Agents

    We’re in the midst of an economic shift, but that doesn’t necessarily spell disaster. If we can follow in the footsteps of top producers, we’ll see great results regardless of the state of the market. 
     
    Top agents understand that their habits during economic declines shouldn’t be too different from what they do in economic upswings. It all comes down to cultivating effective habits.
     
    Which habits do we need to bring into our business routines, and how can we adapt them for maximum results? 
     
    In this episode I’m joining Jeff Pfitzer, General Manager at USA Mortgage and host of the Lab Coat Agents Podcast, to discuss the habits that keep top producers successful in any market. 


    Whether we’re successful or not all comes down to one thing, habits. -Michael Hellickson
     
     
    Three Things You’ll Learn In This Episode 
     

    Why top producers don’t rely on one lead generation sourceOver the past few years, referrals have not been contributing as much towards the average agent’s business. This trend will only continue as we head into a down market. We have to adapt to the changes and diversify our lead flows. 
    How successful agents eliminate competition during follow-upStand out to consumers by being the first and only agent they speak to. Follow up with leads within 20 seconds and keep them on the line for at least 5 minutes. Once we’ve used that time to build rapport, most leads won’t contact other agents, and most agents won’t try follow up. 
    How being considerate helps us convertA lot of agents make the mistake of having buyers be pre-approved, because that makes our lives easier. Newsflash: We should be making their lives easier. Take clients on one appointment before asking for pre-approval or pre-qualification.

     
    Guest Bio
     
    Jeff Pfitzer is the General Manager at USA Mortgage over the areas of St Louis and other Midwest markets. Jeff is also the host of the Lab Coat Agents Podcast. 
     
    To find out more, head to:
    https://www.labcoatagents.com/speakers/jeff-pfitzer/
    https://pfitzermortgageteam.com/loan-officers/jeff-pfitzer/
     
    To get 17 of Club Wealth’s best lead sources, text ‘Club Wealth’ to 727 287 5993 
     
    And to join our Mastermind group, head to: https://www.facebook.com/groups/ClubWealth/

    • 49 min
    How Top Producers Pandemic-Proofed Their Businesses

    How Top Producers Pandemic-Proofed Their Businesses

    When we’re experiencing an interruption of our daily practices as we are right now, even the top producers can get challenged. What separates them from other agents is how they set up their businesses in advance so that the pandemic doesn’t stop their growth.  
     
    There are certain activities that are not only critical, but non-negotiable. These pillars of business will never change, even in a pandemic. 
     
    Instead of making major changes in response to this crisis, we need to keep doing the activities we’ve always done. We just have to change the way we’re doing them.
     
    What are the core pillars that will pandemic-proof our real estate businesses? How do we make sure our businesses deliver on emerging consumer demands?  What do we need to change in our business models?
     
    In this episode, I’m joining Century21 The Harrelson Group’s Greg Harrelson and Brendon Payne to discuss how to respond to this market. 
     
     
    Keep doing all the activities you used to do, but do them differently. -Michael Hellickson
     
     
    Three Things You’ll Learn In This Episode  
     
    The one activity that will always be necessary in our business 
    Lead generation is non-negotiable for business owners, no matter which industry they’re in. If we don’t generate new leads regularly, we’ll be out of business before we’ve even started. Generate leads every single day, and look into new lead sources every quarter. 
     
    Why we need to speed up our follow up 
    Following up with leads is a vital step, and we must increase our speed to leads. Get in contact with potential clients in 30 seconds or less. Anything longer is too long. 
     
    Why we need to put our clients first 
    Far too often as agents we speed through transactions, but we shouldn’t. Instead of rushing things for our own benefit, we have to keep the client in mind and take every part of the process one step at a time. 
     
    Guest Bio- 
    Greg is a coach and Owner of Century 21 The Harrelson Group and Brendon is an agent and Partner at Century 21 The Harrelson Group. Visit https://www.c21theharrelsongroup.com/ for more information.

    • 47 min

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