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There should be more profit-refining rather than adding a new layer of overhead or technology. Sometimes, the basics are not addressed when looking to increase the company’s or individual agent’s net returns.

Managing properties can be an absolute nightmare or a huge profit source. It's your choice, based upon the amount of documentation and systems that you implement. Many top real estate agents also have a management division within their offices. This division is usually started and grows by helping investor clients, or it is necessary because of the properties that the real estate agents own themselves. At some point, many top real estate agents might actually leave the business to start their own management companies. Being an “insider” allows you to horizontally integrate your business.

If only I had been a student of God's word sooner.... The pain I could have avoided and the good I could have done! Now, in a position to coach some of the top agents and make presentations all over the world, I'm careful in what I endorse. Here are 15 changes that I would have made early in my career had I been a better student of the Bible...

We recently received a question from some of our favorite coaching clients. The Premier Team is lighting up the upper end, downtown, and historical St. Louis real estate markets. As coaching clients, they are challenging for me because they demand new value and service for their clients each week. In fact, Chris and Lisa know that to dominate an industry they need to have tools that the competition does not. They require tools that not only make the job easier, but also more profitable for their clients. Here is the result from a recent request from which we created a letter handout for the listing presentation and for advertisement in other media.

Frustration with internet buyer leads turning into closed business is increasing. With internet leads, you have people who just want to look around but have never really been “sold” on working with you. Once you have their email address, it is time to get these prospects to call you so you can close them into a relationship. Get them to answer some questions. Get them pre-approved. Get them to meet you in the office to sign a buyer-brokerage agreement. You will like them more and do a better job if you are more convinced that they will turn into a commission. This little drip system has been working to generate incoming phone calls from anonymous buyers. Try it!

Many times, new coaching clients don’t know what to ask for. They don’t get “turned on” until they hear what others are planning to get. Real estate sales is like a buffet -- almost anything you can imagine. My clients tweak lead generation, answer objections with value, speed up the process, and don’t get involved in bad deals or with low/no profit individuals. They start seeing their needs met and then seed capital for the future.

The information in my products is much easier to use if you understand the basic philosophy of high production real estate. 

In my real estate career, I soon found out that there were great ideas and average ideas. Concentrating on the great ideas made me wealthy. Usually the average stuff is promoted by speakers who have never sold much real estate or writers who have never sold any real estate.

Well, all the sellers are taking “happy pills.” There are more FSBOs, and they are tougher to talk to now. What are my coaching clients doing right now?

Getting a large group of homes from a builder can be massively profitable. How do you beat the competition? Well, one of my coaching clients asked that of me the other day, and I shared some of my secrets.