Our fourth episode in 2015 of Keeping it Real is "How Tom Nickley Will Go From 60 to 120 Deals in 2015" with special guest Greg Harrelson.

Orlando real estate agent Tom Nickley sold 62 properties in 2014 his first year in the business. Tom shares what he is implementing to sell 150 properties in 2015, his second year in the business. Greg Harrelson, Myrtle Beach real estate broker, joined as well to share some insight and business ideas on how Tom can continue to grow his real estate business.

Below is a full on-demand replay of the live Google Hangout On Air event.



Here's what we covered with timestamps, so you can jump to the section that most interests you:

(3:45) How Tom Nickley converted 4.6% of his leads into sales using the Real Geeks platform.
(10:00) The strategies is Tom implementing to improve his listing lead generation.
(15:58) How many pending and closed sales does Tom have year-to-date?
(20:16) Strategies for prospecting. How generating listings helps the buyer side of the business.
(23:25) How to find business with a limited database. The key to setting more appointments.
(28:33) The value of working expireds, and how to expand your reach by using strategic mailers.
(32:42) How to develop your prospectors who transfer leads to listing agents.
(39:00) How do new agents get listings? How Greg Harrelson motivates his prospectors.
(41:59) What are Tom's biggest challenges right now?
(50:56) What does Tom pay his buyer's agents?
(52:10) What are Tom's other business expenses?
(52:26) How many letters does he send to get a listing appointment?
(54:10) What do you say on follow-up calls after you've already called an expired five or more times?
(56:56) Do most of Greg's agents focus on buyers and sellers alike, or are they more specialized?

We'd like to thank Tom Nickley for joining us on this episode and sharing what he is doing to double his transactions this year. I also want to thank Greg Harrelson for being on the hangout to provide some one-on-one coaching to Tom. 

These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks, in partnership with Frank Klesitz, CEO of Vyral Marketing.

You can visit our Real Geeks YouTube Channel to watch all past recordings.

Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events:

You can watch all past episodes of Keeping it Real and OPT In to get get invited to upcoming episodes here: http://www.keepingitreal.com - you can also see additional free online real estate training and coaching videos on our webinars page.

Published on Mar 27, 2015 under


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Coaching Keeping It Real

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success



In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

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Transforming Your Success into Their Success

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Creating a Schedule

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Buying this Year vs Next Year

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Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

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Agent Utility Belt


This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!

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