Interview with a Top Producing Real Estate Agent

Ryan Rickard – Excellecore Group – Valrico Florida

Q – How long have you been in real estate? A – He and his brother started Excellecore 8 years ago

Q – What has your production been like? A – First year was tough – 22 transactions Since then have averaged 40 closings a year 2014 = 63 closings

Q – What marketing strategies did you use to generate that kind of production? A – We hired a company in California to do Pay Per Click ad’s. Depending on how may leads we wanted we paid between $1500 and $2000 a month and that would generate between 100 to 200 leads. We converted about 3% to 4%. That was probably 60% to 70% of our business. The other was word of mouth and past client referrals.

Q – Are you still using that system for leads? A – Yes but we hired someone to work those leads for us. I was tired of calling all those people to find the one real prospect. Don’t get me wrong, it’s worth it. We made a lot of money. I just didn’t want to call anymore.

Q – What are you doing with your time instead? A – Fishing!!! Seriously I figured out how to generate 4 or 5 closings a month just using Facebook….I am building the charter fishing business also so I post a lot of stuff on Facebook. I post pictures out to dinner with the family too. Plus I make it a point to like or make some comment on all of my Facebook friends posts. Then every now and then I post something about real estate…a listing, or do you need help….every single time I get business from it.

Q – So what they comment on your post “hey I am selling can you help me” or “hey I want to buy that house”? A – The comments are things like nice house or Ryans a great guy. But the leads are private messages. Mostly questions, but they are buying questions. I guess people don’t want their private business out there, but I get messages every time. I already have 2 from this post (from 1 hour before we spoke)

Q – Do market to your past client Data Base? A – No, but I know I should. Q – If a lender approached you and said they could help you with it would you do it? A – For sure, if they make it easy for me. Q – Would you refer buyer leads to that lender? A – I would give them a try sure. But it would really depend on how they did with the first deal.

Q – What do you mean? A – If I refer a lender I am really putting my neck on the line. The lenders performance is a direct reflection on me. I have had some pretty bad experiences as I told you when I asked if you had a good lender locally. It took a long time to find the partner I use now. Q – What made you partner with this one? A – Trust….So many I spoke to and some even did a deal with will tell you anything you want to hear whether than can do it or not to get the lead. All I wanted was the truth, and this guy told me the truth from the start. Even if he knew I didn’t want to hear what he was going to say.

Q – Any advice for Mortgage Lenders looking to create partners with Top Producers A – Sure….Be honest and communicate.