Next Level Agents: The Kevin & Fred Show - Interviews with the best and brightest minds in the real estate industry

In today’s episode, we’re talking to Kenny Klaus, a successful real estate team owner, entrepreneur, and co-founder of iRealEstate Pro. After working at FedEx, he started his real estate career as a side-hustle and then levelled up to full-time. He started with the goal of getting out of debt, which he succeeded and exceeded by eventually starting his own highly successful team. With over 20 years in the industry, he’s an agent who has grown his business through solid business principles, kept consistent for a long period of time, and it has paid off. He has stayed really attached to his why, and doing that extra degree of work to move the needle. He is also passionate about arming agents with the tools to survive and thrive in iBuyer markets.    Kenny’s success is all about being consumer-centric and going back to the most important part of our job as real estate agents, which is being the best possible representative for our clients, and with the advent of iBuyers, that includes educating them about this new disruption. This has led him, along with Dan Noma, to create iRealEstatePro, a resource for real estate agents.    Many real estate agents are struggling in the world of iBuyers, and the bigger problem we’re facing is that we’re being left behind because we’re so divided in our industry, making it easier for disruptors to overtake us. If we unify in our message, and our goal to serve the clients and represent them at the highest level, we can thrive through the iBuyer revolution. It doesn’t matter what brand you’re with, we’re all Realtors and we need to get on the same page about how we’re messaging this new market we’re in. The truth is our customers want control certainty and convenience, sometimes even over equity, and if we present them with those options, we won’t just survive, we’ll thrive.    On this episode we discussed; 02:55 - Why many part-time agents fail to make the transition to full-time. 10:23 - Why drive and motivation need to be constant and consistent.  20:45 - iRealEstatePro and how it helps agents. 30:23 - How the real estate industry can unite in the face of iBuyers.     Guest Info   Kenny Klaus is the Team Leader at the Kenny Klaus Team Real Estate Solutions and co-founder of iRealEstate Pro. With 20 years in the industry, Kenny is recognized nationally for his excellent track record and expertise.   Website: irealestatepro.com use the code NLA2019  to get $100 of the course. 

Ok, so now I have my sphere, what the heck do I do with it? And more importantly, how do I grow it? I know this sounds crazy, because everyone things they’ve got it under control Yet… What I know from coaching agents from all over the country is that very few of us have an effective plan to 1. Communicate with them 2. Grow the number of them.. Listen to this quick episode for some tips on doing these two things with your sphere…

Appraisals may soon not be required on certain home sales of $400,000 and under. This change could have a sizable impact on the real estate market, as according to the OCC, the new rules would apply to approximately 40% of home sales. The average U.S. rate for a 30-year fixed mortgage fell to another three-year low this week, according to the latest Freddie Mac Primary Mortgage Market Survey. Freddie Mac Chief Economist Sam Khater said the drop in mortgage rates continues to stimulate the real estate market and the economy. President Trump took to Twitter in the last week asking for the Fed to cut rates by another 100 basis points…

Kash-Wayne Campbell On Turning His Real Estate Job Into a Thriving Business    Intro  On this episode, I talk to life-long entrepreneur, team leader and broker, Kash-Wayne Campbell. He is a seasoned real estate professional, who manages to not just balance a sales team and brokerage responsibilities, but to run all his businesses smoothly and efficiently. He achieved the amazing feat of starting a team in his second year in real estate, and now 7 years in, his business is booming, but he remains dedicated to training his agents and pouring into his people. Kash-Wayne knows what goes into successfully levelling up from having a job to running a thriving business, something many of us aspire to.    Kash Wayne is a team leader, and a broker at Fave Realty. He was bitten by the entrepreneurship bug early in his life and got his start in business in the entertainment industry. He went to the next level and joined the real estate industry, and his passion for the job and his drive to succeed saw him grow so rapidly that he soon needed to hire more agents. He made the transition from agent to business owner seamlessly and hasn’t looked back since.    In our industry, many agents are stuck on the transactional hamster wheel, and they never manage to turn the job into a business that can give them freedom. On the other hand, a lot of the people who do build a team fail because they didn’t do it at the right time. Before we grow a team, we have to grow as agents and then as leaders. We have to be highly knowledgeable about the business, so that we have something valuable to teach the people who are joining our teams. If we skip this step, our teams will fail to perform and eventually fall apart. “Become great as a real estate agent first, then bring on other people. Build yourself up first, then start to build the team.”    On this episode, we discussed; 02:27 - Kash-Wayne’s journey from club promoter to real estate agent and broker. 12:06 - How he balances a sales team, brokerage responsibilities and a family. 15:57 - Why coaching and training are a huge priority for Kash. 20:19 - Tips for growing a team successfully. 23:28 - The importance of creating room for people to grow in our teams.    Guest Info Kash-Wayne is a top producing real estate agent, investor and broker at FAVE Realty.    YouTube: https://www.youtube.com/channel/UCFeE0sBQy4ZcNIHwuXlzvxg Twitter: @KASHWAYNEGLOBAL  

❓How is your sphere of influence ? ❓Could it be better?  ✅ Maybe you’re like me and need some help This week’s business tip is part 1 of a 2 part focus on helping you to provide value to the people who know you best.

This week on Industry Headlines we cover:     Offerpad to finance Keller Williams' home-buying operation   kW and TPI Cloud Hosting  find themselves in a legal dispute   New iBuyer course aims to help agents navigate new terrain   One of the fastest-growing digital mortgage companies has closed on $160 million of Series C funding.

How Shelby DiBiase Took Her Repeat and Referral Business From 10% to 50% in 3 Years    About the Episode On today’s episode, I talk to Shelby DiBiase, a team leader who started her real estate career in 1997, and built on her foundation of high customer service skills from 7 years of waitressing. She actually got into real estate after being encouraged to do it by regular customers at the restaurant she worked.    She has thrived through the many phases of the real estate industry, including model home centers and REO. She once struggled to maintain both her database and her REO business, but she turned that around and now over half of her business comes from her sphere of influence. Shelby understands that the key to success in today’s real estate environment is growing and nurturing a database, and in just 3 years, she has been able to grow her repeat and referral business from 10% to 50%.    She has always had the perspective of putting excellent customer service first. Her team is built on administrative leverage because it ensures that her service is always consistent and strong. “If you don’t run smoothly, it doesn’t matter how many sales you do, you’re going to crash and burn.” Many agents focus too much on leveraging their sales and while this brings in new business, it doesn’t do anything for nurturing existing and past clients. Shelby employs the power of client appreciation events, newsletter and social media content and constantly improving her skills and knowledge. Her database-based business has quintupled because of it.    The biggest mistake many real estate agents is being too focused on the shiny new object in the form of a brand new client. But when we don’t pay attention to repeat and referral business, we leave money on the table and let future opportunities slip through our fingers. It’s important to build a business that can nurture our sphere of influence, because those people will become our raving fans who will bring us business for years to come.    The lesson we learn from Shelby is that we can boost our repeat and referral business, even if we’re building it back up from scratch. It’s possible for our repeat business to go from the recommended 15% to even more of that, and never have to worry about where the next deal is coming from ever again.    In Today’s Episode, We Talk About; 05:15 - How Shelby’s real estate career started in a mall 10:18 - Keeping up a Freddie Mac account and her real estate database  14:30 - Why Shelby has more admin staff than sales staff  17:22 - How to make sure we’re sending out great content to our sphere 23:58 - The value of having multiple pillars in our businesses   28:00 -  The value of being omnipresent  45:30 - How Shelby dresses for success  Guest Info   Shelby is an Associate Broker & Team leader of the DiBiase Team, specializing in Traditional Sales, REOs & short sales.   Twitter: https://twitter.com/dibiaseteam?lang=en LinkedIn: https://www.linkedin.com/in/thedibiaseteam/ Instagram: https://www.instagram.com/dibiaseteam/ YouTube: https://www.youtube.com/channel/UCQvrXmopmkDdYR-jGC--5Qw   Resources Mentioned   Go For No by Andrea Waltz and Richard Fenton   The Subtle Art of Not Giving a F*** by Mark Manson 

What are you committed to getting better at? If you’re going to move the needle in your business learning this is a must! I see so many agents who say things like- I want to take more listings - I want to sign more buyers - I want to start doing better at open houses The list goes on and on… And the one that actually get better do this one simple thing I discuss in this video….

Nevermind the rough start to our new series Industry Headlines with Kevin and Fred... After the first few minutes, we got into the groove of things... Topics covered this week: * Coldwell Banker's top agent is heading to Compass amid lawsuit between the two companies. * The sweep of massive profits from Fannie Mae and Freddie Mac to the US Treasury continue (but for how long) *Housing flipping startup Curbio lands an additional $7 million... WOW! *Zillow slows down Zillow Home Loans while Zillow Offers continues massive growth.

New Agent Builds Massive Business By Focusing On Her Niche  About the Episode On today’s episode, I talk to REALTOR, marketing strategist, philanthropist and Gig Harbor’s local connector and agent of choice, Paige Schulte. In just 2 years and 4 months, she went from new agent in a new area, to running a $3 million dollar business as a solo agent. She has developed really deep roots in the community, a very effective  social media marketing strategy and voice, and the ability to work in her “zone of happiness”.  Paige learned early on, by running her own company in California, the importance of creating a niche specifically tailored to her own personality. Seeing an opportunity for creating authentic and genuine marketing she set her focus on that. Paige employs the power of video because it lets you show up on a regular basis with the human touch. She uses Direct Messaging and Instagram stories which have resulted in her becoming a local celebrity. She shows up every day on Insta stories and people come to rely on it.  The biggest mistakes many agents make, especially when they are new to the game, is thinking that they should be everything to everyone, but the truth is, a brokerage for everybody is a brokerage for nobody. A scarcity mindset makes us feel like there isn’t enough business to go around, but if we drill down on our ideal client and area, we can build a business that truly makes us happy. We will also be able to create the kind of content people will want to have coffee with us over, and become a resource for what they care about. According to Paige, “getting focused on who I was showing up to serve helped create really deep roots quikly rather than trying to be everything to everyone.”    The lesson we learn from Paige is that we don’t just have the opportunity to build a business, we can design one to suit our lives and the things we care about. Paige’s goal is to eventually be so niched down to a micro-market that she serves her neighbourhood. We don’t have to serve huge cities and towns to make a good income and still balance that with everything else in our lives.  In Today’s Episode, We Talk About;   01:44 - How she dealt with the uphill battle of being a new agent and working in a new city.  03:56 - The importance of focus and niching down.  07:05 - Video content and why it’s still an open opportunity in our industry.  10:40 - How Paige’s business is set up with freelance and one-time employees.  13:42 - Why she chose to go deep, not wide on her social media platforms.  17:06 - Why Paige doesn’t go outside of her zone of happiness geographically.  23:27 - Referrals and why they are the best return on our time.  27:15 - Why Paige doesn’t have social links on her website.  Guest Info   Paige is a REALTOR, marketing strategist, philanthropist and Gig Harbor’s local connector.    Website https://paigeschulte.com/  Facebook: https://www.facebook.com/paigesgig Instagram: https://www.instagram.com/paigesgig/  LinkedIn: https://www.linkedin.com/in/paige-schulte-2068b26/.