8: A Managing Broker’s View On Succeeding In Real Estate – Kyle Rank

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Kyle Rank Real estateKyle Rank is a managing broker over about 75 agents.  Learn what he thinks regarding utilizing technology in real estate, where he sees other agents succeed and have troubles, and what it takes to make it in the world of real estate today.


Manager:  Kyle Rank  

Market: Hudson Valley, New York

Steal His Ideas:

  • A successful agent is summed up as:  hard working, dedicated, committed
  • The biggest opportunity for real estate agents is in following up more efficiently
  • Operate like you own a business
  • If you need help starting with technology, remember to keep it simple and not be overwhelmed
  • Love all your little successes


As a manager, Kyle sees successful agents as well as agents that are having some troubles.  The most successful ones see what they do as a business.  They have a plan and stick to it.

They work every single day to grow their business.  No matter what they do or how they do it, they are generating leads every day.

Successful agents are also awesome at following up.  They keep in touch with friends, family, prospects, and others continually.

Kyle loves technology and feels that implementing it in the right way can be hugely beneficial to agents.  For those that aren’t super technical, he suggests simplifying and not getting overwhelmed with a ton of new tools all at once.  Find a tool that you think can help you, try it out, and then try more tools as you get more comfortable in mastering those that you’ve already implemented.

Consumers are researching agents more and more and “social media” is important because it gives consumers a way to “get to know you” and see if you might be a fit for them.

A more specific use of social media is Facebook and keeping in touch with a lot of people at once.  For example, Kyle isn’t even an agent anymore and he still gets a handful of very serious leads every year just from his network of 1000 people who connect with him there.  He suggests posting a combination of personal and work items.

In his office, he’s seen a lot of success recently with agents partnering together.  A few agents have partnered together and others have hired outside help.  By them working together, he’s seen everyone grow bigger and faster.

For newer agents in his office, their training is more than just a mentorship with one agent.  Instead, a group of agents all volunteer to show a new agent what they do and how they do it.  This way, the newer person has a better chance to connect with at least one experienced agent who they match best with.

Never quit.  As a new agent, you should expect that it’s going to take 4-6 months to get some success.  Don’t slow down after just 60 or 90 days.  Keep at it and your career will work out.

Lightning Round

rank kyle coverWhat’s the worst marketing you’ve done that others should avoid:  Print advertising (newspapers, magazines, etc)

What keeps you motivated:  All the little successes you can have in real estate.  You have to love this to be successful at it.

You’ve got 30 days and $1000, what do you do:  Create your sphere and keep in contact with them.  Don’t forget the fundamentals of generating leads and following up.  Next step, research an active geographic area where people buy and sell and start a farm, such as using direct mail.

How You Can Do What He’s  Done

Kyle started out doing the fundamentals of FSBOs and expireds.  After showing success as an agent, he made his way to being a managing broker with his ability to manage, sell, train, and keep pace with technology.

Work hard, dedicate yourself to learning, and commit to serving your clients.


Kyle’s Website

Open Home Pro App

Smart Zip

7: [TOOLBOX] My Favorite Open House Visitor Gift Idea

charles shaw two buck chuckWhat do you think is the best open house gift idea?

When you do open houses, what do you do to welcome visitors and encourage them to stay?  What do you do to sell yourself and to make home buyers feel comfortable in the home?

For example, here are the more popular ideas that I typically encounter:

  • cookies or other treats to give out
  • adjusting the temperature to a very cool setting on super-hot days
  • small sandwiches from the local sub shop
  • canned drinks
  • branded marketing materials like pens, note pads, etc.
  • salads, pastas, or finger foods from the local deli or caterer
  • running contests or drawings to win a prize

These are all fine and good.  But the one that I’ve had the most overall success is…

A Free Bottle Of Wine.  Specifically, Trader Joe’s Charles Shaw variety (commonly referred to as “Two-Buck Chuck”).

Now, am I the only real estate agent in the history of the world to offer a free bottle of wine?  Of course not.  And I’m not saying it’s any better or worse than any of the ideas I’ve mentioned above.

But here’s why I love using this as my go-to open house gift strategy.

It Impresses People

You want to make a great impression as a real estate agent, right?  Sure you do.  So, what makes a better impression: a can of pop or a bottle of wine?  A plate of pasta salad or a bottle of wine?  A one-out-of-15 chance to win a $10 Starbucks gift card or a guaranteed bottle of wine?

Again, I have nothing against these other ideas I’m comparing to.  It’s just that I’ve found that the free bottle of wine make people think “wow, this is pretty nice” more than those other items.

Proof:  it’s common for people to give me a questioning look when I give them their free bottle.  It’s common for people to say something to the effect of “really?  I can take this?”  or “no thanks, I couldn’t possibly take this as I’m not a serious buyer right now” or “thank you very much.”

It’s Cheap…And Good

Am I a total wine snob?  Nope.  I really couldn’t tell you the difference between this wine and a $40 bottle of something else.  Luckily, most of your buyers also couldn’t tell the difference.  So, this one, in my humble opinion, certainly tastes good enough to hand out to people and be confident that they’ll actually like it.

I personally think these bottles taste just fine.  Even pretty dang good, especially considering the price.  Further, this line has garnered a few wine awards, so there are at least a few fancy-pants wine people that like it, too.  And, with 800 million bottles sold, there’s some social proof that it’s good stuff.

And, like I said, this stuff is cheap.  Like, $3 cheap.  Roll out of your local Trader Joe’s with a case for about $40 including tax.  That’s a pretty good value.

It’s Reusable

When your open house is over, what do you do with all those extra cookies left over?  Or the pasta salad?  Or the sandwiches?  They probably go into the garbage if they’ve been sitting out or you can’t find enough mouths to feed them to.

But with an unopened bottle of wine, just pack it back up and store it until the next open house.

If 10 people come, it’s cost you about $30 (10 X $3/bottle) to do that open house.  And, if no one comes, your open house was free.  You didn’t have to spend and waste money on food that no one came and ate.

It’s A Marketing Tool

Attach your business card to the bottle so when people go to open it later on, they’ll see your name…again.

Let People Leave On A High Note

Don’t mention the free bottle until they are about to leave.  If they liked the house, it’s a great extra add-on to their positive experience.  If they didn’t like the house, it’s a great lasting impression for you.

Where You Can Get Two-Buck Chuck

You can get Charles Shaw wine at any Trader Joe’s location.

My personal favorites are the Merlot and Shiraz varieties.

What else do you do for your open house guests?  Leave us a comment below.

6: The Plan For Zero To $70 Million In 2 Years: Robert Gawel

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“Show up.”  That’s the summary for how to succeed in real estate, according to Robert.  His approach is simple, straightforward, and it works.  Going from zero to $70 million in sales in 2 years is pretty good proof that what he does can have a major impact on a person’s success.

Robert Gawel, real estate agentProfile

Agent:  Robert Gawel

Market: Clearwater, Florida

Steal His Ideas:

  • “Show up”
  • Be coachable and get with a good mentor
  • Be willing to do the work
  • Invest in yourself
  • Be on the phones by 9am
  • Don’t call FSBOs to get listings; call them to get to first base (see below for explanation)
  • Don’t hit the snooze button – you’ll be denying yourself of the time you’ve been given
  • The fastest way to get people to trust you is to add value to their lives.  Mathematically, show people how you can save them money.


Robert has had the opportunity to be an agent, manager, trainer, mentor, and business owner.  He currently owns his own brokerage as well as his own coaching and training program, the Real Estate Academi.

He feels that getting professional coaching right away can make a huge difference in your career both short and long-term.  Plus, once you have the knowledge of what to do, then you have to go and do it!

At the foundation of everything is a plan of attack with very specific systems.  Like any business, your real estate business must have systems in place and a schedule.

A schedule is important because we all have the same amount of time and you need to maximize every second.  Time-block appointments and activities so that you can do the same things at the same times every day and week.

On Mondays, he calls For-sale-by-owners from about 9am to 10am.  And, out of the “top 10” FSBOs he contacts, about half answer the phone and half of those turn into in-person appointments.  So, by the first hour of the week, Robert has at least a handful of “listing” appointments to go on already for that week.

During these appointments, his goal is not necessarily to turn them into clients on the first visit.  Although that would be nice, his first step is simply to get to first base and have a meaningful conversation.

In other words,  take the “Money Ball Approach:”

  • First base = Know you
  • Second base = Like you
  • Third base = Trust you
  • Home Base = Do business with you

Here are the three things you want when visiting a FSBO:

  1. First and last name of owner
  2. Their phone #
  3. Their email address
  4. (and you already have their property address)

From here, you can stay in contact with people after building rapport utilizing the FROG acronym:  family, recreation, occupation, goals.

Lightning Round

What’s the worst marketing you’ve done that others should avoid:  “Image ads” in various types of print media.

What keeps you motivated:   All the opportunities that are around you.

You’ve got 30 days and $1000, what do you do:  Get an expired/fsbo service with quality leads.  Then, go out and meet people.

How You Can Do What He’s Done

Be on a mission to solve other peoples’ problems and add value to their lives.  By doing so, your life will get better.  This is a business where you learn by doing.  Just show up, do something, and keep learning as you go.


Robert’s brokerage, Alexa Realty

Real Estate Academi

The RedX FSBO Leads


5: How To Sell $100’s of Millions In Real Estate With 5 Calls A Day – Anthony Marguleas


Anthony Marguleas real estate agentListen to today’s episode to learn how Anthony Marguleas has sold over $600 million in real estate and become one of the top agents in the country partially by making an effort to call and connect with 5 people a day.


Agent:  Anthony Marguleas

Market: Pacific Palisades area, California

Steal His Ideas:

  • Hire an assistant right away
  • Do the money-making activities yourself and delegate the rest
  • Avoid “image advertising” that doesn’t get results
  • Be the expert in your local paper and news media outlets
  • Call 3-5 people a day and reinforce the relationships you’ve made
  • Love your job


Anthony works a high-dollar market in California.  None-the-less, you can’t be one of the top agents and sell hundreds of millions in real estate without working hard and working strategically.

He got an assistant right away.  In fact, within a month of becoming an agent, he had hired someone to help him with the administrative work.  He says that you, as the agent, need to concentrate on the tasks that make you money.  Delegate any work that isn’t worth the value of your time.

Anthony has admittedly spent “a lot” of money on marketing.  Specifically, he’s done a lot of “image ads” with local papers, major real estate portals, and other places.  He feels that the return has not been worth it.  In fact, just recently, he’s scaled those marketing dollars back dramatically.  Although those dollars might produce a sale or two, there hasn’t been a consistent return for him.

He does make an effort to remain in the public eye with articles he writes for both local and national media outlets.  This helps continue to show his knowledge of the real estate market.  It promotes his name plus gives the public valuable information.  It also fills space in the newspapers he writes for, which are always hungry for new content.

To create business, Anthony works on making just 3 to 5 phone calls a day to people who he’s done business with or are in his sphere.  He genuinely cares about what he does and who he works with.  Making contact with these people naturally leads to referrals and reinforcement of that relationship.  As a result of this, he often gets 1-3 referrals a week.

Activity in the community is also important.  Aside from joining various networking groups, he also gives back to the community by donating to charity.

In creating solid relationships with clients, he and his team are proponents of using technology to make for seamless transactions.  From cloud-based tools to electronic signature systems, technology keeps his clients informed and helps with making transactions quick and efficient.

Lightning Round

What’s the worst marketing you’ve done that others should avoid:  “Image advertising” that doesn’t have a call-to-action

What keeps you motivated:  Every day is different, a positive attitude, and loving the job

You’ve got 30 days and $1000, what do you do:  Forget all the fancy marketing.  Go do open houses, connect with your sphere’s “connectors” to get you connected to other people, and meet up with people to build relationships.

How You Can Do What He’s Done

To sell hundreds of millions, you’re probably first gonna have to be in a market where the average sale is in the $1 million to $5 million range.  But, to be successful no matter where you are, just work the basics; meet people and commit to building relationships and staying in touch.


Anthony Marguleas Real Estate Site

Zip Forms


4: This Is How You Sell $1.5 Billion In Real Estate – Michael Edlen


michael edlen, real estate agentWhat does it take to sell $1.5 Billion in real estate?  Well, Michael Edlen spills the beans on how he’s done it.


Agent:  Michael Edlen

Market: Western Los Angeles, California

Steal His Ideas:

  • Open houses
  • Continual follow up and prospecting
  • Hiring a team of specialists
  • Complete 5 important tasks a day
  • Advertising of your listings and your business
  • Offering amazing service
  • Energetically look for and claim opportunities
  • Assume to have abundance in all areas of your life


Sure, it helps a bunch to get to $1.5 billion in real estate sales if you live in a higher-end market.  But, no matter the price point, you don’t get there without dedication, focus, a business-owner mentality, and loving your job and looking at it as “play” instead of “work.”

Before Michael was selling gazillions worth of homes, he started out simple…and continues a lot of that simplicity in his business today.  One of his favorite strategies he started with back in 1986 (and still does today) is open houses.

His focus was and is on providing amazing service and being truly interested in the client and not the potential outcome of the deal.

Although he doesn’t time-block parts of his day, he does plan the prior evening to complete 5 essential tasks the following day.  He feels that being extremely focused is a key to getting a lot done in a little time.

Another key area where he accomplished a lot is simply by having a team of 6 people that help him.  Each person has a designated job to do.  Michael treats his business as a company with employees that each have specific roles.  So, he doesn’t do paperwork or marketing activities. He focuses on the high-value activities of prospecting, listings, and negotiations.

On the seller side, they put a lot of time into marketing listings not only for the benefit of selling the house, but also for brand exposure for his services.

On the buyer side of the business, Michael has online lead generation sources like Zillow and Tigerleads to bring in various levels of quality leads.  One thing he says he’d do differently if he had it to do over would be to make more systems and processes to create more accountability in how those leads are followed up on.

Lightning Round

What’s the worst marketing you’ve done that others should avoid:  Committing to a new type of advertising without much proof of its success.  He encourages a free trial or limited paid trial before committing too many dollars to something that may not work.

What keeps you motivated:  Enthusiasm to be of service to people.

You’ve got 30 days and $1000, what do you do:  Get 10 personalized open house signs and work open houses like crazy.  He feels that this is least costly way to effectively meet people and start building a database.

How You Can Do What He’s Done

Start with open houses.  Build your database person by person.  Extend your team by hiring people with specific duties.  Branch into paid advertising for your listings as well as buyer leads, but always be cautious about how much you’re spending and evaluate the return.


Michael Edlen Real Estate




3: Goal Achieved, How This Agent Made The 30 Under 30 List: Casselyn Feinstein

Casselyn Feinstein real estate agentSummary

Casselyn Feinstein started in real estate at age 23.  At the time, she put a “30 Under 30” article on her fridge and set a goal to someday be on that list.  Well, she made it with time to spare.  Learn how she attained her level of success at such a young age.


Agent:  Casselyn Feinstein

Market: Southwest Chicago suburbs

Steal Her Ideas:

  • Use listings to get new buyers
  • Utilize floor time
  • Facebook page to create engagement
  • Advertise in local community media


Casselyn is a great example of someone who committed to real estate from day one.  She was willing to work hard and take the business no one else wanted so that she could learn and get any experience she could.

She says she was known around her agency as the person who would close down the office and open it back up because she was so willing to take up anyone’s floor time and get in front of as many people as she could.

Along with floor, she did open houses as much as she could and toured homes in the area so she could understand the inventory.

Casselyn’s facebook page is another way she gets business.  Starting with listings, she posts all her activity to create engagement with all the people she knows.

Beyond facebook, she advertises in a local community lifestyle magazine.  She says there’s a big benefit in exposure because so many people in the community see it.

Her website is also a great place for her clients and prospects to know more about her.  She has a nice mix of personal information, buyer/seller info, home listings, and more.  An important aspect of her site is that the feel and look of the site reflects her own personality.  It was very deliberate that her site “feels” light, fun, and engaging.

There’s a focus on her digital footprint because many of her clients in their 20’s and 30’s more highly value her facebook page and website than older demographic clients because, with the younger crowd, these tools help create a more intimate relationship and a higher level of trust.

She makes a great point that she doesn’t use any of these tools to be too “salesy.”  She goes on to say that there’s no connection between being good at sales and being good at real estate because real estate is all about trust and relationships, not just selling homes.

Lightning Round

What’s the worst marketing you’ve done that others should avoid:  Online lead generation portals.

What keeps you motivated:  To be the best I can be and always be succeeding.

You’ve got 30 days and $1000, what do you do:  Sit floor (it’s the best free activity you can do), take any clients that come your way, and mentor under a top agent.

How You Can Do What She’s Done

Dive in and volunteer to sit floor and open houses.  Find opportunities to get in front of people wherever possible.  Make it known throughout your office that, if another agent needs help, that you’ll volunteer to be there for them.

Make an effort to utilize facebook and your personal website to show people you’re not only active in real estate, but also a “real” person that is knowledgeable and trustworthy.


Casselyn Feinstein’s Website

2: How To Have Amazing Work-Life Balance In Real Estate: Albert Garibaldi (part 2)


albert garibaldi, real estate agentAlbert Garibaldi sells a ton of homes while still having a life.  Yes, it is actually possible to have balance.  However, the balance requires a ton of discipline and this is how he does it.  This is the second of two episodes with Albert.   You can find part one here.


Agent:  Albert Garibaldi

Market: Silicon Valley area

Steal His Ideas:

  • Create balance in your life to be successful in business
  • Consistency is the key to success
  • Commit to 2 hours a day to follow up with past clients
  • Commit to 1 hour a day of lead follow up
  • Be a “connector” and “facilitator” in your role as an agent
  • Make discipline in all areas of your life part of your job description


Albert’s discipline in all areas of his life contribute to his success.  He commits to having health and balance at all times.  Each day, he makes sure to take part in family activities (brining kids to school), in his health (he makes working out part of his job description), and in his business (constantly lead generating).

With each call, add value, bring passion, help people out.  Do that with each call and you’ll get “truckloads” of a return on your investment in time.

He is constantly going after it.  He says “don’t wait!”  Social media (etc.) is fine and good, but he gets business from being in the driver’s seat and making things happen by picking up the phone.

When you have a consistent schedule every day, you can be in the driver’s seat.  When you connect with people day after day, you can choose who you want to work with because you’ll have more business than you know what to do with.

Albert cringes when someone calls him a great “salesperson.”  Instead, he hopes people think of him as a great “leader.”  He feels that a leader is much more of what a successful real estate agent is.  That’s because a great leader has the courage to ask the tough questions that help his clients get the true results they’re looking for.

Be able to shift your state of mind when speaking with clients.  Understand the 4 types of personality types so you can mirror match their behaviors and thought processes.  He calls this being an “award-winning actor” and takes it extremely seriously.

The number one reason people hire him has nothing to do with his success.  It’s that he is honest and has passion.  People believe that he loves what he does and it makes them want to trust and like him.

When taking listings, don’t compete on “this is what I do for you.”  Instead, compete with your passion, enthusiasm, knowledge of the market, and being able to price so that a house can sell at the absolute maximum price without lingering on the market.

Lightning Round

What’s the worst marketing you’ve done that others should avoid:  [this is a first:  I didn’t hold Albert to answering this because he crushes it so big with phone work that he doesn’t waste time with things that don’t work as effectively as that]

What keeps you motivated:  To be a part of his clients’ journey of life.

You’ve got 30 days and $1000, what do you do:  First, go find a great broker that gives you value and teaches you.  Don’t shop the splits.  Understand their training and accountability systems so you can have long-term success.  Second, start with 100 people who you know and stay in contact with them every month.  These are your supporters who can help you get started.

How You Can Do What He’s Done

Each day, commit to doing “family work”, then “personal work”, then “work work.”  There must be balance in your life to truly be successful.  Discipline is the key to making all this work.  Schedule everything into your day.

Be a great leader, not a salesperson.

Get focused on listening and be in the right state of mind to match the behavior of the person you’re speaking with.


The Power of Charm book

Albert Garibaldi’s website

1: How To Absolutely Crush It Using Nothing But A Phone: Albert Garibaldi (part 1)


albert garibaldi, real estate agentAfter failing the real estate exam 3 times, Albert Garibaldi succeeded the fourth time around.  From there, he’s had nothing but success as a top agent in the Silicon Valley area.  He gives you the simple process to spend zero dollars on advertising, but rake in the leads day after day.  This is part one of two episodes with Albert.  You can find the second episode here.


Agent:  Albert Garibaldi

Market: Silicon Valley

Steal His Ideas:

  • Don’t wait – pick up the phone right now (it’s free!!)
  • Focus on anyone who’s motivated (doesn’t matter if it’s a buyer or seller)
  • Plan your day to the second
  • Do lead-generating activities every day
  • Don’t worry about fancy-pants marketing.  Just focus on picking up the phone and delivering real value and passion.


As a new agent, Albert realized that the phone was a free resource for him to find leads.  So, he spent about 8 hours a day phone prospecting.  As a result, he’s now one of the top 250 agents in all of California.

He doesn’t worry about all types of fancy marketing.  In fact, he pretty much only uses the phone…because it’s free and effective!

Albert makes sure that whoever he works with is motivated.  It doesn’t matter if they’re buyers or sellers as long as they’re an “8, 9, or a 10” on the motivation scale.  If they’re highly motivated, Albert will spend his time with them.

He also cancels more appointments than he goes on.  He’s great at getting appointments, but has realized that unmotivated clients just waste his time.  He’s “unattached” to the outcome and finds that, when he cancels, clients want him even more.

When you prospect every day, you’re in the driver’s seat.  You can choose who you want to work with because prospects are everywhere.

His whole approach in getting winning clients is in knowing that most of the success in real estate is related to proper pricing and a high level of motivation.

How You Can Do What He’s Done

real estate phone leadsIt’s pretty simple.  If you want to do what Albert has done, just pick up the phone and get great at talking with people and following up.

Always be on the side of your client; agree with them so that they trust you and you can help them in the long run.  When meeting with people, always make sure all the decision makers are there.  And make sure they’re all motivated.

Be passionate.  Be sincere.  With every call, pitch your heart because you believe that you are truly the best person they could possibly work with.


Albert Garibaldi website

agaribaldi (at) interorealestate.com

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