Having a Guaranteed Sale Program (learn more about guaranteed sale programs on our Club Wealth blog and video, “Guaranteed Sale and Other U.S.P.s“) is the most effective way of converting a lead to your side. The principle associated with Guaranteed Sale programs is Risk Reversal. By taking out any risk that hinders your lead from choosing you, pressure is removed from the lead and will help you convert most sellers into clients!

For example, one of the Guaranteed Sale Programs Michael Hellickson suggests is “If I can’t sell your home in 30 days or less, I’ll buy it!” You have to be able to stand behind that guarantee, but assuming you can, it is an excellent way to gain the trust of your clients. Other possible GSP strategies are listed on the downloadable checklist!

Setting Appointments

Real Estate is a service, a sales and relationship style of business. Don’t over-analyze what you list or whether or not the client is a a five star lead, because ultimately a sign in the yard is better than in your car. Think back to the formula for success in Part 1: your ultimate goal is to get that listing posted, no matter the circumstance.

The more signs you have out in the field, the more leads you’ll get through passive lead collection. More leads means more sales, more sales lead to new relationships, and naturally, new relationships means more sales!

What do I need?

You need to be ready to list that home on the FIRST APPOINTMENT. Make sure that you bring the basics, including but not limited to a listing agreement, a key box, and a camera. In addition, you will need your own 44 Point Checklist, which is essential to holding a successful listing appointment. Showing up prepared and confident will inspire the same feelings in your client and assure them that you are here to get the job done!

W.I.I.F.M. – Nobody Cares!

The golden rule of selling anything: What’s In It For Me? Your clients don’t care if you have fifteen awards, or how many homes you’ve sold in the past. The ONLY thing that should matter is giving the customer what they want.
You get exactly ONE sentence to tell the seller what makes you different from your competitors, make it count!
While touring the home we recommend B.R.O.T. (Build Relationships On Trust)!
This will enable you to connect with the clients at a deeper level, and ensure a smarter conversion to a signed listing.
As you preview the home with the client, use the F.O.R.D. technique to Build Relationships On Trust. Lead the conversation through open-ended questions about their:
  • Family
  • Occupation
  • ​Recreation
  • Dreams
Before you sit down to go over the paperwork, you’ll be chatting like old friends!

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September 8th, 2022
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7 Listings or Pendings in 30 Days: Lead Conversion!

Join Club Wealth's C.E.O., Michael Hellickson sharing his top performing systems for real estate agents. Learn how to nurture and develop your techniques to turn your leads into actual sales during this FREE online event!

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During this free three-hour conference, you'll get to hear from multiple real estate experts and guest speakers share their tips on how to generate more leads and discover your unique leverage. Sign up now while you still can!
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Michael Hellickson

I listed and sold over 100 homes/month during my 20 years as a real estate agent. My success in real estate brought me to my current career in real estate coaching. Coaching real estate is my passion; I was born to change lives. In 2001 we started Club Wealth Coaching and Consulting, and in 2015 we decided to reinvent from the ground up. Now, we are growing and changing more people’s lives than ever before, which I love. Club Wealth® offers performance-based training and coaching for real estate agents, brokers, and team leaders. World-Class Coaching. World-Class Results.

Club Wealth Coaches Speaking:

Kelly Jackson

I have been a full-time professional for over 19 years and absolutely love this business. Prior to real estate, I was a Nurse Administrator (1 year). Faith, family and real estate are important to me. Since joining Club Wealth, I went from a solo agent to running a profitable team, in not one, but 2 major cities in the US.

Mark Benefiel

Currently Living in Augusta, Kansas (Wichita) I am an Owner and Team leader at the Boulevard Group with EXP Realty. My partners and I started this firm 1.5 years ago, after having successfully ran and managed a Large Independent brokerage selling over 1100 a year. I cut my teeth in Real Estate as part of a large team that focused on growing relationships through large data base management and the use of ISA (Inside Sales Agents) to build a very mature healthy pipeline. We have taken those skill sets, processes and systems into our new firm very successfully.

Nicole Gaudet

I am a proud veteran of the United States Army. I was originally licensed in Texas in 2003 and mostly did Multi Family. I moved to Louisiana in 2015 and obtained my license in August of 2017.
In 2018, my first full year as a licensed agent I won rookie of the year and was in the top 5% of my market center. I joined Club Wealth in Feb of 2019 and began to grow my team. Within 6 months we grew to a team of 12 agents and closed over 80 units! We are projected to close over 250 deals in 2020.
My passion is training and developing my team members and coaching clients by helping them to think outside the box, analyzing and implementing new ideas, team development and being a strong support system for them to strategize with.

Liz McDonald

Liz was born and raised in Minneapolis MN and relocated to the East Coast for college. She got her real estate license to build a property management company in 2010 and grew that to 300 units before selling to her business partner and spinning off the sales team into a new boutique brokerage in 2018. She is now based in Virginia, West Virginia and Maryland, outside of Washington, DC and has grown that company 35+% year over year, consistently. She and her life partner, Roger, have a dog and a happy life.
Currently, a broker/owner who is in production, I list 85-100 homes per year while growing listing agents and buyers agents on her team. Additionally, I have had a coach for most of my business life and I know how important an outside, professional, experienced coach can be in my business. I love being that for someone else.  

Brian Beatty

Brian owns and operates one of the most successful real estate Teams in the Carolinas, hosts the #1 real estate radio show in the Carolinas, invests regularly in real estate (flips, rentlas, private money loans) and is a real estate coach for Club Wealth.
Over the course of his career, Brian has represented over 1,000 homeowners and over $500,000,000 in real estate volume. As of 2020, Brian’s listings go under contract in just 7 days and sell for 99% of asking price. (Source – CTARMLS)! This helps Brian and his Team bring a level of experience, service, and results to your transaction that very few Agents in all of Charleston can match.

Austin Hellickson

Austin Hellickson is a real estate broker in WA state. Austin has been a broker for 8 months full time and has listed about 50 properties year to date. He enjoys the outdoors, fishing, and spending time with his parents 


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