Generate over 50 Transactions Per Year

The concepts of selling real estate, in any market, are simple to understand and are proven over time to work. Technology has allowed us to execute these concepts quicker, cheaper and easier than ever. It still takes discipline in your business and consistency to truly see the long-term benefits, and that is HARD!

Here is a concept that will generate a tremendous amount of business for you:

Step 1 – Identify and Schedule (Time – approx. 2 hours):

Go through your database and identify the Top 50 people you believe would give you a referral (buyer or seller) in the next 12 months. Get out your calendar and schedule a personal “touch” to each of these people on your list once a month for the next 12 months.

Step 2 – Call and Log to Top Producer (Time – approx. 4 ½ hours):

Capture the details of your call in Top Producer making sure to schedule the next months call right after you hang up. The content of the call doesn’t always have to be “salesy”, but a way to stay in touch with our people.

Step 3 – From Your Friends (Time – 15 mins, cost $45 per month):

Utilize our exclusive From Your Friends mailing program to mail a monthly “offering” to all of your Top 50, every month. This is providing value to them that is memorable.

Step 4 – Ask for the Business:

After you’ve had several touches with the contact, ask if you can “count on them for at least one referral this year”. Get them engaged in your business. Let them know that you will give the very best real estate experience to anyone the send to you.

Step 5 – Verify and Adjust:

Keep track of who send you referrals. If someone in your Top 50 doesn’t, replace them with someone else. Still stay in touch with them, just adjust to focus on those that end you the business.


The ideas for this post came from an article I read in RISMedia’s Real Estate magazine and was written by Terri Murphy.  Here is a link to the article.

Ninja Selling

Ninja Selling Logo

At Coldwell Banker Select, we brought renowned Ninja Selling instructor Peter Parnegg to Tulsa in October to teach Ninja Selling to our agents.  We had about 115 attendees and those agents are crushing it.  Sooo…….

We brought Peter back to teach Ninja Selling to those agents that couldn’t make it or were just too busy in October to attend.  This round, we have 85 agents that are learning the skills necessary to be a “Highly Trained NINJA”.  Congratulations to ALL who have graduated from an installation.  We are super excited to see what your business does in 2016 and beyond.

Here are a few of the stats the Peter recommends that everyone, who is serious about the business, knows off the top of their head when a client asks:

  • Population of Tulsa Area – 961,561 in Greater Tulsa Area (including Broken Arrow, Owasso, Jenks, Bixby, etc…)
  • Active Single Family Residences on the market in the 5-County MSA (Tulsa, Rogers, Creek, Wagoner, & Osage counties) – 3,897 Listings
  • Listings Sold in 2015 in the same 5-County MSA – 12,586 Listings Sold.
  • Population of the OKC Metropolitan Area – 1,252,987
  • Active Single Family Residences on the market in the Larger OKC Area – 5,978 (approx.)
  • Listings Sold in 2015- 21,031 Listings Sold


So there you go!  And I’ll leave you with what others try to do , who “think” they are Ninja’s, but haven’t been trained by Peter.



Remember, your feedback is ALWAYS welcome below.  Haiyah!!


BlueView 3D Experience

So, you may have heard me talk in the sales meetings about the BlueView 3D Experience that you can order for your listings.  Well, what is that exactly!???!???  In layman’s terms (if there is such a thing on this topic), it’s a 3D scan of your listing that enables a buyer to virtually walk through the home as if they were there.

The BlueView 3D Experience truly gives a potential buyer an virtual tour like no other.  Included with a BlueView 3D Experience is a top down floor plan of the home that looks like this:

BlueView Demo Floorplan

You also get what is called the “Dollhouse” view which makes the floorplan a 3D model and rotates it for that 3D feel.  It looks like this:

BlueView Demo Dollhouse

But, the WOW factor comes when they “dive” into the home and get to walk through it…….virtually.  Here’s what it looks like:

Click HERE to walk-through this home!!

Now, some of you may be thinking, “That’s Fantastic!!!  How do I get that on my listing???”  Well, I thought you’d never ask.  Here is a link to the BlueView 3D info and order form.  (Click Here for the forms)  Just fill it out and email it to and we will contact you to setup a scan of your listing.

After the scan is done, I’ll send you an email with the links to post to Facebook to pump up the exposure on your listing.  We also send out an email to all of the CB Select agents every week with the BlueView 3D Properties of the week.

Let me know if you have any questions.







Tip of the Week – Printing Flyers in IQOffice


Need a quick flyer for your listing? How about a flyer on another agents listing that you are holding open this weekend?

Check out the video above to see how to easily print out a flyer with your contact information on it.  All you need is an IQOffice login and an MLS Number.  We are always updating the templates in IQOffice, so let me know your feedback.

Tip of the Week – Mapping properties correctly


Have you ever had an issue with the way a listing maps on CBTulsa, Zillow or Trulia?

The video above explains how you can quickly change the mapping of a property in IQOffice and get the latitude and longitude coordinates of where you mapped it.  You can then send these coordinates to the help desk of Zillow and Trulia so they can map the property correctly.  It’s really easy and fast.

Take a look and let me know what you think.

Tip of the Week – How to look GREAT on Zillow


Did you know that you can add your past buyer and seller sales in Zillow?  Well you can!  It even makes you look really good to someone who is searching for an experienced agent to do business with.  Zillow has made it easy and you can add these sales in 3 easy steps:

Step 1:  Login in to Zillow, go to your Profile Page and click on the “Past Sales” link on the menu bar.

Step 2:  Type in the address, city and state of the property you represented and click “Find Homes”.

Step 3:  Edit the date sold, the sale price and side you represented, and click “Add to Profile”.

You can always go back in and edit the information at any time.

If you put your past sales in, they will show up by your name as “Recent Sales”.  This is hugely important for a lot of people who are looking for a top quality agent on Zillow to represent them.

Tip of the Week – Coaching


Coaching is a great way to increase your business year over year.  We’ve seen some tremendous results from those agents that commit to a coaching program and stick with it throughout the year.  Coaching can come in a variety of forms, but look generally like this:

  • Meeting with coach on some regular basis (monthly or bi-weekly)
  • Go over the items that you committed to doing the previous time you met.
  • Talk about the results of those activities. What worked, what didn’t and what to improve on.
  • Discuss different ideas on how to increase your business. Your managers are REALLY good at this.
  • Help track your results toward your business goals.
  • Talk about life and things that you need to do to create balance.

See, it’s really not all that bad.  AND, we won’t use the word “accountability” either. 😉  It’s coaching!

Video Tip of the Week



I get asked all the time, “How do I use Facebook to generate dollars in my real estate business?”.  Well, here’s an idea that is sure to get you some results. Send a personal message to 5 of your “Friends” on Facebook everyday until you’ve gone through all of them.  These “Friends” are people that know you and you would consider part of your COI.  Type a message that goes something like this:

“Hi, sorry I haven’t been in touch with you lately.  I am wanting to grow my real estate business this year and I was wondering if you knew anyone who is looking to buy or sell a home this year? Thanks”

You can copy and paste this message to make it easy on yourself.  Remember to send this as a personal message and NOT a post on someone’s wall.

Let me know in the comments below what you think of this idea, or if you try it and the results.

What experience do you give?

How big of a deal is the experience we give our clients? Yep, it’s a REALLY BIG DEAL! Well, how about the experience that we give the agent that’s on the other side of a transaction that we are working? I would argue that that is a REALLY BIG DEAL also.

I recently was on vacation with my wife (5 days with NO KIDS, that’s huge because we have 6 of them) and I received a call on Sunday evening around 6:30pm from an agent that sold one of my listings. OK, it was really my only listing, but that’s another story.  Our closing date was a couple of weeks out, but this agent was inquiring as to when my sellers would be moving the remaining items out of the garage.  So I think to myself, self? What’s the big deal, we have 2 more weeks before closing!?! What came out was, “well probably sometime later this week”. And then it happened, the dramatic pause in our conversation. The agent said, “I guess my closer hasn’t contacted you, because we are scheduled to close tomorrow at 3pm”.  This single statement by this agent caused my experience level to plummet at a rapid pace.  My first thoughts were: When was I going to be notified by YOU, not your closer? Why didn’t my closer know about it? Did you know that not all of the repairs were completed yet because we still have 2 weeks to go? Did anyone ask if it was OK with my sellers, it’s still their house the last time I checked? (done venting).  Needless to say, I had quite a bit of work to do that evening and the next morning to (1) Get the OK from my Sellers to close it – they were actually thrilled about it, (2) hope that they could clear out the garage by the closing time – which they did, (3) Contact Beck Mechanical to service the HVAC system and Carpenter Home Repair to finish up the other repairs on VERY short notice – these guys rock, (4) bring my closer, Charissa Taylor at Executives Title & Escrow up to speed so she can prepare everything – she is incredible and did it all with a smile, and (5) shuffle all of the repair receipts, payments, etc… so we could actually close and do it all this while I’m in a different state (Did I mention that I love my iPad?).

The EXPERIENCE for my CLIENT:  They got everything moved out, signed the closing documents early (thank you Charissa) and walked away with a little more than they thought because of the early closing. My sellers think I can move mountains for my clients (Ok, small hills.)

My EXPERIENCE:  Even though it turned out OK, I thought it was handled poorly.  There were way too many assumptions made by the other agent and their closer with absolutely NO communication at all.  It made me feel like this was their first real estate transaction (which it wasn’t).

Now I’m sure that the other agents clients had a great experience and that any of the issues that came up were pushed on me as not being prepared (I can’t be positive about this, but it’s possible).  It’s easier for us to give our clients a great experience, even when we drop the ball, because we can push the responsibility and the blame to the other agent, because our clients don’t know any different. But what does that do for our reputation in the real estate industry?

HERE’s THE DEAL – At Coldwell Banker Select, we have partnerships with Executive’s Title & Escrow, Mortgage Closing Services, and AMC Mortgage for a reason, to give our clients the absolute BEST EXPERIENCE they can possibly have when either buying or selling a home.  We have more control when these companies are utilized and we have ZERO control when an outside company is used.  These partnerships also help us look and perform more professional to our counterparts on a transaction.

So when you think about how you are going to provide the very BEST EXPERIENCE to your clients AND to the other agents that you are working with (because both are a BIG DEAL), make sure you have partnerships with companies that can get it done for you EVERY TIME!

Feel free to leave a comment or 3 or 4 on any other similar stories that you may have had (Good or Bad).