Top Producer, Coach and Author, David Kurz, sits down (virtually) with Rich to share his thoughts on why purpose is so important to igniting your drive and why it isn’t a ‘set it and forget it’ part of your business plan. He walks through his method of defining your purpose as well as offers tactical real estate tips like his A-Z exercise that you can do today to grow your business. David discusses the value of coaching and mentorship and how success is a mind game that requires you to readjust your mindset to win. 

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Show Notes

[02:32] About David

[10:03] The value purpose plays in your drive and why it isn’t ‘set it and forget it’

[13:54] David’s method for refining his purpose using an organizational chart

[18:50] 5 musts for a real estate agent to achieve their version of success

[23:08] Defining money making activities and the A-Z exercise you can do today

[26:58] The gap people fall in that keeps them from doing what is necessary 

[28:26] Fear of rejection and the benefit of habits as a means for overcoming it

[35:32] Sage advice for a new agent

[38:51] Success as a head game and why mentors and coaches are so important

[43:08] The business book that David is digging right now

[44:02] How to get in touch with David

Contact David

Phone: 786-529-5273

Website: www.davidadamkurz.com 

E-mail: David@TheKurzTeam.com

Instagram: @davidadamkurz

About David

David Adam Kurz is a successful real estate professional out of Southeast Florida, boasting impressive sales with his teams and brokerages of over $500 million over more than a decade. Beyond real estate sales, David has coached hundreds of agents in the real estate industry and hosts an annual real estate and business conference. Additionally, David has authored two books.

To kick off season 2 of the podcast, Rich sits down with Mara Flash Blum, one of New York City’s top agents and a Sotheby’s International Realty top producer since 2009. Mara shares why she thinks losing is such a vital part of winning and how she learned that lesson as an actress prior to starting  her career in real estate. Together, Rich and Mara delve into why so many agents are ‘one hit wonders’ and what steps you can take in the next 18 months to create outstanding success in your own business. She offers practical tips on asking unabashedly for business and nurturing those relationships through the life cycle of a client. Don’t miss the conversation filled with wisdom, practical tips and humour.

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Show Notes

[04:s0] About Mara

[13:04] Why losing is such a vital part of winning

[14:20] Creating her own earning power in a time of a male dominated business

[20:05] Finding drive through being proactive and running towards connection

[25:46] How Mara nurtures a relationship through the life cycle of a client

[28:55] The evolution of Mara’s Daily method and the value of letting go 

[31:43] What the ‘one hit wonder’ agent is missing in their business

[36:41] Why adaptability and continuous learning is no longer a choice

[41:00] Aligning yourself with givers and how to treat those business partners

[43:13] Mara’s success tips to make your next 18 months outstanding

[50:06] The key to focusing on clients who are ready to make a commitment

Contact Mara

Phone: 917-607-7456

Website: www.maraflashblum.com

E-mail: maraflash.blum@sothebyshomes.com

About Mara

Mara Flash Blum is an Associate Broker & Senior Global Real Estate Advisor from New York, NY who has consistently ranked among Sotheby’s International Realty top producers, since rankings began in 2009, as well as The Wall Street Journal/Real Trends annual report. Prior to jumping into real estate, Mara earned a Bachelor of Fine Arts from Boston University, School of the Arts and is a former actress. Mara has been featured in BBC's “Super Homes”, a documentary film about buying and selling Manhattan real estate. Additionally, she has appeared as guest broker on Good Morning New York and Urban Digs.

Rich gets a lesson in grit and determination from powerhouse couple Todd & Cindy Su, Realtors® and entrepreneurs based out of California, who as a team run a brokerage that closes 700-1000 transactions a year, as well as running 7 other businesses. Todd and Cindy talk about childhood hardships that have given them a drive and motivation to not only attain success, but to help others on their team and in their community. They share 2 mistakes that may be keeping you from winning in real estate, a 15 minute tip to help you get past those dreaded tasks and 6 must-read books to put on your nightstand.

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Show Notes

[02:05] About Todd & Cindy Su

[06:41] Cindy shares her amazing start in entrepreneurship in Vietnam

[12:30] How hardship and the drive to not repeat that keeps these two motivated

[17:00] 3 traits Cindy always looks for when hiring new agents

[20:26] How Todd avoids distraction and stays laser focused

[25:16] The 2 mistakes that might be keeping your from winning in real estate

[31:10] Todd & Cindy’s 7 (yes, 7) other businesses 

[35:36] Keeping a core of gratitude and giving back to the community

[39:40] Why the first step is the hardest and how to get past it

[40:48] 2 dynamite pieces of advice for a new agent

[44:59] 6 books to put on your nightstand today

[46:07] How to get in touch with Todd & Cindy

Contact Todd & Cindy

Phone: 408-297-8754

Website: www.toddsu.com

About Todd & Cindy

Todd & Cindy Su are award-winning entrepreneurs and Realtors®, with business ventures in the modular home, real estate, commercial, business, hotel and mortgage financing industries. Todd has been ranked a RealTrends Top 10 Realtor in California for the last 5 years, and together with his wife, Cindy, they run their own brokerage, Realty World Todd Su and Company with a team that closes 700-1000 transactions per year. As a couple, Todd & Cindy are committed to giving back to their community and actively participate in and contribute to causes such as housing for families in need, down payment assistance for U.S. Military Veterans, funding orphanages in Vietnam, building schools and more.

Rich sits down with Jas Takhar, Managing Partner of REC Canada, Royal LePage’s #1 Team in Canada, completing nearly 700 transactions in 2019! Jas shares how making a firm decision about what he wanted was a game changer for his business and the importance of focusing on your ‘what’ and your ‘why’ vs the ‘how’. He explains how to start getting content out to potential clients in an authentic way  and offers tips on how to choose the right team in this competitive business. You won’t want to this one!

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Show Notes

[02:09] About Jas

[03:41] How focusing on what he was good at gave rise to REC Canada 

[05:53] Leveraging people’s network of 200 friends and building relationships

[09:01] Why Jas puts out 20 pieces of content a day and how you can start

[11:45] How reverse engineering what people want keeps Jas’ team engaged

[15:10] Being okay with leaving money on the table to find joy in business

[20:05] The ‘how’ is not important, put your energy on the ‘why’ and the ‘what’

[23:16] How making a firm decision and being authentic was a game changer

[29:00] Tips to find the right team

[32:59] How to get in touch with Jas

Contact Jas

Email: jas@reccanada.com

Phone: 1-833-JOIN-REC

Website: www.jastakhar.ca

About Jas

Jas Takhar has been in the sales and service industry for over 25 years. Soon after deciding to try his hand in real estate, he co-founded the REC, and in the course of 15 years, has successfully propelled his team to the 1st place position in Canada under Royal LePage, assisting nearly 700 clients in 2019 alone.  Beyond REC Canada, Jas hosts one of the top business podcasts in the country, the REC Experience where he interviews guests who share their success stories on real estate investing, entrepreneurship and leadership.  

In this episode, Rich interviews Calla Ricciardi of Century 21 Affiliated in Kenosha, Wisconsin, a Century 21 Double Centurion and/or Grand Producer since 2002!  Calla shares her ‘old school’ methods for creating listings, along with her daily method of operation, including the exact amount of prospecting time. She explains why she doesn’t think a team is profitable, the main money mistake most agents make and why having a coach for two decades has kept her reaching her goals, year after year.

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Show Notes

[02:30] About Calla

[04:55] Calla’s ‘old school’ method for creating listings

[06:38] How coaching and goal setting helps Calla stay mentally on her game

[11:50] Increasing revenue by keeping costs low (and not paying for leads)

[15:01] Why you need to stop caring what people think and just make the call

[16:29] Calla’s daily method of operation, including exact prospecting time

[17:10] Why Calla believes building a team isn’t profitable

[21:58] The money fail most agents make

[27:00] Avoiding pain drove her to real estate, but being coachable kept her in it

[30:22] The systems that allowed Calla to balance work and family

[34:00] How getting burned once taught Calla a lesson all agents need to know

Contact Calla

Email: calla@callcalla.com

Phone: 262-945-0213

Website: www.callcalla.com

About Calla

Calla Ricciardi has built an enviable career as a Realtor® in Kenosha, Wisconsin since 1983, helping over 2800 families buy or sell real estate. During that time, Calla has accumulated many prestigious awards, including the Century 21 Double Centurion awards, the Grand Centurion award and more, selling more than 100 homes a year for 2019 and beyond. In addition to her accolades, Calla holds the professional designations of Accredited Buyer Representative and Certified Residential Specialist.

Rich chats with veteran agent, John Farrell from Broome County NY, about his incredible career, selling over 4,000 properties, running a brokerage and holding the title of his market’s Top Producer for over 25 years. John shares how the market has changed, but how the need for consistency has remained the same, in whatever strategy you employ to generate business. He shares his pillars of success that anyone can use to get started in real estate and 3 must-read books that will set you on the path to business mastery.

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Show Notes

[02:27] About John

[04:47] Defining events that led to an entrepreneurial spirit and a servant’s heart

[09:04] Why the purpose of advertising is to generate credibility 

[12:02] Any system works if YOU work the system

[16:36] John shares his thoughts on teams and how to decide if it is right for you

[18:09] The pillars of getting a successful start in the real estate industry

[20:03] Selling our wisdom will keep the industry alive despite the competition

[24:54] The 3 factors that John attributes to the Covid market boom

[27:58] Drilling down on the direct sales brokerage model and it’s benefits

[33:47] John’s 3 must-read books to kick start your business

[35:51] How to get in touch with John

Contact John

Email: john@exitnys.com

Phone: 607-760-5000

Website: www.johnfarrellre.com

About John

Based out of Broome County, NY, John Farrell has been in the real estate business for more than 25 years, completing 4,000+ transactions in his career. This level of productivity has earned him Exit Realty’s Tri-Real-a-thon Award three times, as well as being recognized as Broome County’s Highest performer, 25 years running. Beyond real estate, John is an active participant in his community serving on the Broome County Board of Realtors and in his church leadership.

Joel Elgee, a Coldwell Banker Top Producer Award Recipient since 2008, marked 2019 with a whopping 140 transactions and is aiming to crack 200 during a pandemic year! He sits down with Rich to chat about his unique approach to business that bucks the trends of social media, lead gen companies and paid advertising. He discusses the power of an empathetic mindset over the traditional real estate razzle dazzle, why he focuses on the end goal and staying in gratitude, and how fear works as a driving force in his business. He’ll share details of his business, like number of client touches, as well as his success prescription for new agents that 80% of people will ignore.

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Show Notes

[02:22] About Joel

[04:53] The power of an empathetic mindset over razzle dazzle

[08:00] Joel’s numbers of client touches

[09:43] How a shift in admin staff was a tipping point for growth

[15:14] Joel’s success prescription for a new agent that 80% will ignore

[22:04] The role fear plays in Joel’s business

[28:00] Why focusing on the end goal and staying in gratitude is vital

[31:09] How to evaluate the value proposition of joining a team as a new agent

[36:05] Simple advice for success that most people are overlooking

[41:13] How to get in touch with Joel

Contact Joel

Email: joel@joelelgee.com

Phone: 509-868-5264

Website: www.joelelgee.com

About Joel

Serving the Idaho, Montana and Washington real estate markets for 17+ years, Joel Elgee has consistently earned the Coldwell Banker Top Producer Award since 2008. In 2019 Joel sold 140 properties by employing his motto, “real estate made simple through hard work & good communication”.

In this episode, Rich chats with Edna Kimble, the #1 Century 21 Agent in Oklahoma, selling a home every 2.1 days. Edna discusses how a devastating financial loss was a catalyst for her success and what allows her to maintain that drive when that impetus is gone. She shares her very specific morning routine that sets her up for a productive day, as well as practical advice on getting into real estate with no spend. Make sure you stick around for Edna’s must-read book pick and her parting advice on truly connecting with your clients.

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Show Notes

[03:20] About Edna

[04:15] Using a devastating financial loss as a catalyst for growth

[06:10] How using open houses to grow her brand changed from then to now

[10:42] The value in making a commitment to ramp up the drive for success

[12:46] Lead generation for a top producer

[15:16] Why low cost to entry has some agents treating real estate like a hobby

[16:52] Using systems to scale and why coaching is so imperative to growth

[22:32] Why Edna believes you don’t need money to grow in real estate

[23:42] Edna’s morning routine for success, starting at 4:28am

[30:00] A must-read on Edna’s book list

[31:08] One last piece of advice for connecting with clients

Contact Edna

Email: ednakimble@gmail.com

Phone: 918-931-8413

Website: www.ednakimble.com

About Edna

Edna Kimble is the #1 real estate agent for Century 21 in Oklahoma, selling a home every 2.1 days. During Edna’s 15+ year career, Edna has accumulated 30 million+ in closed transactions and become the local real estate expert, being voted Tahlequah’s Best Realtor® for 2018 & 2019.