Author Archives: Brad Pearson
David James Berg III “DJ” Named Branch Manager for Yorba Linda Office of Coldwell Banker Residential Brokerage
YORBA LINDA, Calif. — David James “DJ” Berg has been named the new branch manager for the Yorba Linda office of Coldwell Banker Residential Brokerage. Berg comes to the role with more than 17 years of real estate experience. Berg will be taking over the branch manager role from Matt Reyna, the assistant branch manager of the Yorba Linda office of Coldwell Banker Residential Brokerage, who served as the interim branch manager and is now the branch manager for the newly formed Tustin and Anaheim Hills office, which was formerly the Tustin Annex office.
Berg began his real estate career in sales and investing in 2000. During his first year, Berg was named rookie of the year and purchased eight income properties. A few years later, he started his own real estate company based around training and educating agents. He later sold that company to Coldwell Banker. In 2005, he took over the Yorba Linda Prudential California Realty office and turned the office into the number one office in two zip codes with 10 months. In early 2008, Berg took on the team leader role of the Keller Williams Pasadena office and helped make it one of the top 25 offices in the country. During his 10 years with Keller Williams, Berg became the operating principle of Keller Williams Palos Verdes and Keller Williams Hollywood Hills, and he launched Keller Williams Huntington Beach. The Huntington Beach office was the second fastest growing real estate office in North America in its first year. Berg was noted as the number two growth operator in the world for Keller Williams that year. After growing the Keller Williams Huntington Beach office, he replaced himself with a CEO and took time off to surf, enjoy time with family, and consider other opportunities. He was asked in 2015 to take over a top producing team, and under his leadership, they transacted $90 million in nine months.
“Originally I had my own independent real estate company in north Orange County. Several years after selling it, I was involved in real estate leadership in this area. Coming back 10 years later with Coldwell Banker was really a homecoming. I love the agents and the community here, and I’m so excited to begin this new chapter with the leading brand in Orange County.”
— David James Berg, manager, Coldwell Banker Residential Brokerage Yorba Linda office
“We are thrilled to have DJ on board to lead our extraordinary crown jewel office in Yorba Linda to continue to grow our presence in North Orange County. His incredible success and track record in our industry leave no doubt he’ll lead this office to even greater heights.”
— Jamie Duran, President of the Orange County, San Diego, and Riverside County Companies of Coldwell Banker Residential Brokerage
“DJ is the perfect choice to take the helm here and lead this incredible group, propelling it to the next level. His extensive experience, powerful leadership style, and winning attitude will ensure continued growth in North Orange County for our company.”
— Brad Pearson, Regional Vice President, Orange County, Riverside & San Diego companies of Coldwell Banker Residential Brokerage
For information on affiliating with the Yorba Linda branch, DJ can be reached directly at 626-831-3336
About Coldwell Banker Residential Brokerage
Coldwell Banker Residential Brokerage, the leading residential real estate brokerage in Southern California, operates more than 85 offices throughout Southern California and Arizona with approximately 5,550 independent sales associates. Coldwell Banker Residential Brokerage is owned by NRT LLC, which is the largest residential real estate brokerage in the United States. For more information about Coldwell Banker Residential Brokerage, visit www.coldwellbankerhomes.com.
What if you were unknowingly lying by omission to your clients every time you went on a listing appointment? Well, if your not paying Realtor.com, Homes.com, and others to be the ONLY agent being offered on your listings, then you may be lying by omission. I realize this could come off a little harsh, but it’s true, when you list a sellers home, it’s reasonable to believe that THEY believe and assume that when they sign a listing contract with you that YOU will be fielding all incoming buyer inquiries from the most common and trafficked websites like Homes.com and Realtor.com, among others. My point of contention is that any agent who is not ensuring that they are the ONLY agent being offered on the major websites for THEIR OWN LISTINGS, has a responsibility to TELL their perspective listing client that up to 4 different agents will be offered on their listing and that there is a 1 in 4 chance that they will get the call/inquiry from a buyer searching these sites.
Think of it this way…allowing up to 3-4 agents names and contact information to be offered on your listing is almost as absurd as allowing 3-4 different agents/company’s For Sale Signs to be placed in front of your listing. With nearly 90% of buyers beginning their search online, these calls are the modern day sign call.
While some sellers may not care, and some won’t realize the impact, it’s more likely that they do and will. Let’s deal with reality here. So it begs the question; Would they still list with you if they were told this information before signing? Maybe, or maybe not… But I believe they should be able to make an informed choice.
The reasoning is pretty simple and based in undeniable logic… Who’s the best person to field the incoming inquiries on a listing? A randomly selected agent who purchased some geographic area to get buyer leads or THE LISTING AGENT? Some would argue that a buyer shouldn’t work with the listing agent and should seek out individual buyer representation. And that’s not a bad argument or point in some cases and worthy of a healthy debate. But to make that argument the assumption/accusation must me made that the listing agent (who is legally allowed to represent both buyer and seller in California) won’t provide adequate representation. I’ve found that the vast majority of Realtors are good and honest people who work to create a win win scenario when representing both buyer and seller. So this leaves us to acknowledge the undeniable logic that the LISTING AGENT is generally the single best person and most interested person in ensuring that every buyer inquiry is responded to quickly and with solid information about the details and availability of the property.
So now one more question has to be asked…. Why wouldn’t EVERY listing agent pay the fees to ensure they are the ONLY agent being offered on THEIR listings on major websites? Here’s the answer: IT’S EXPENSIVE. For an agent listing between 25-50 homes per year, the cost could exceed $12,000! For agents doing less, the cost still is significant. So what we see is very many agents and companies just don’t do it.
FINALLY, I can’t go without mentioning this of course. At Coldwell Banker Residential Brokerage, our sales associates ALL have the ability to accomplish this for free with the MAXIMUM program! Because of our size and belief in this program, we have made every effort to make this affordable for the benefit of both our Realtors and their clients. When one of our great agents are on a listing presentation it simply
goes without saying that the seller can be assured that online buyer inquiries will be handled quickly and professionally.
In closing, I want to commend you if you are one of those agents with Coldwell Banker or any other firm, who have made the decision make the investment in ensuring that your sellers expectations are met and that the buyers are only being presented with ONE choice and in my opinion the BEST choice of who to call for information on your listings.
As always, thank you for taking the time to read my posts and be sure to subscribe if you haven’t already!
If you are a Coldwell Banker Residential Brokerage sales associate, then thank you for being part of our amazing customer focused company! If you are not and are interested in learning more about possibly affiliating with us, then send me and email at Brad.Pearson@camoves.com, or give me a call at (714)782-2723
I’m here to help you grow your business!
Congratulations and thank you to our amazing group of Coldwell Banker agents in our North OC office on an outstanding last 12 months! From Aug 2015 to Aug 2016 we closed 734 transactions with $400,000,000 in total volume! Less than 2 years since our new office officially opened in Yorba Linda, we have experienced incredible market share growth and continue to break sales record after sales record! And a special thank you to all our clients and co-op agents who made this success possible!
So, it happens a lot… Probably the single most often asked question when I’m rolling out a new product or business growth strategy… “If I do this one new big thing, how much new business should I expect from it?” Along the same lines, this is just another twist on the same question “What does Mrs. TopAgent do to be so successful?” hoping that there’s one magical secret strategy that she’s discovered. Many of you know that my initial response to that question is “She works her &%$ off!” because it would take hours and hours to breakdown all of the things she does in a day, week, month, year, which by the way is why ongoing COACHING is so important too (Visit: https://bradpearsonsblog.com/2016/04/08/youre-paying-for-a-good-coach-whether-you-have-one-or-not/ ).
Whether I’m talking about implementing an Expired Listing strategy, Social Media marketing, or a new product like our $20,000 Giveaway campaign, too often, agents get overly focused on the single tool or strategy and begin to dig, question, and even investigate other past results, to determine whether they should do it and whether it will work for them. The BIG problem with this thinking is that they aren’t focused on the bigger picture when it comes to growing a successful business. There is almost NEVER a single thing, strategy, or tool that has lead to any agent experiencing massive life changing success. A good example is a website. We all know that we absolutely MUST have one to be in the Real Estate business, yet I’ve NEVER met an agent who’s entire success can be attributed to a website, heck, I’ve never met one who can share with me any “direct” significantly measurable results from one. Yes, someone reading this will think, “I got a listing from my website once”, and again, that is missing the entire point and I would argue that something else you did, lead them to the website that actually lead to getting the lead. But without a solid over arching online strategy with print, networking, direct prospecting, testimonials, self promotion, open houses, door knocking, cold calling, notes, follow up, and good presentation skills, then the website would almost be worthless.
The point I want to drive home in this post is that all we need to do is look at other super successful businesses and how they were built and grew in massive name recognition, reputation, and overall success. THEY ALL HAVE A SERIOUS UBIQUITOUS APPROACH TO MARKETING TO THEIR POTENTIAL CUSTOMERS. Take a business like McDonalds as an easy example. They’ve taken a very simple and focused business objective and continuously drive it out to the public so it reaches us from every direction. From billboards, TV, radio, bus benches, direct mail, strategic product or ad placement, newspaper, magazines/print media, social media, internet, etc. etc. etc. they are literally OMNIPRESENT in our lives. We couldn’t avoid McDonalds if we tried. Whether you eat there or not is not the question, but EVERYONE knows about them and knows what they’re business is all about.
From a Realtor’s perspective, all we need to do is to continuously strive to be omnipresent in our farm areas, communities, and online. We need to continuously ask ourselves if what we are doing is reaching our prospective customers in enough ways to where they cannot avoid us and will think of us when they decide to buy or sell a home. So if you’re a master telemarketer, if that is all you do, you will burn yourself out from calling if you don’t have a solid strategy to grow your business organically from your past clients, local community, referral sources, online image, social media, direct mail/print, expireds, FSBO’s, etc. etc. Recognizing that all of these strategies, and any other strategies you decide to implement must OVERLAP with your other activities, IS the SECRET SAUCE to building a massively successful business! This is also why geographical farming works so well when everything an agent does is focused in a relatively small geographical area. Becoming ubiquitous is much easier when you pick 500 homes and 4 or 5 different strategies to get in front of them regularly! This is also why there are agents out there who have been mailing (and nothing else) for a year and have gotten nothing and are frustrated and discouraged. It takes much much more than that one thing.
Now, once you’ve figured all of this out and implemented a multi-faceted approach that supports all other activities and overlaps in an omnipresent way, then you MUST master one more thing…
You’ve built the machine, the machine is delivering leads, now the leads need to me followed up on and nurtured until they result in a contract! You must have a great CRM program. (At Coldwell Banker we provide a powerful one for free that covers online, print, mail, and pre-built/branded campaigns with email/text reminders so you can make your calls on schedule!).
In closing, I offer my support and guidance after spending over 20 years in this great business and over 17 in leadership and business coaching, so don’t hesitate to post a comment, ask a question, or just reach out to schedule a meeting to discuss how you can grow your business and even find out why so many great agents have chosen Coldwell Banker Residential Brokerage and if you should consider the change too. Call, text, or email at 714-782-2723 or Brad.Pearson@camoves.com
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YES! This is for real! Coldwell Banker Residential Brokerage agents now have a new and powerful way to give back to the community while growing their database with quality local contacts. It’s very simple, when a CBRB agent signs up to participate in the program they are given access to all of the online promotional materials, print media, and a unique personalized landing/sign up page that they can promote anywhere. This campaign continues from May 16th to September 16th and the winner will be drawn on September 30th, 2016.
One of the powerful advantages of this campaign is that it is a great way for you as a Coldwell Banker agent, to grow your database since every registration is automatically sent into your database manager/client follow up program provided by the company so that you can use that list to respectfully stay in touch with all of these people. You will also be notified instantly every time there’s a registration so you can see if they are requesting information on selling or buying a home and follow up immediately.
Our agents are already reporting huge success promoting this program on Social Media… With registrations flying in and their database of great reliable contact information growing fast! Some of the great ideas shared at our roll out were to offer easy registration at their open houses on the iPad, promotion within their geographic farms, direct mail, and partnering with local businesses to leave their flyers and brochures. The ideas are endless and this is where thinking out of the box will pay off big time!
One thing is for sure, everyone wants to win money! And we are very excited about announcing one luck winner at the end of September!
For more information on the rules or to register to win, and see a live example of the landing page our agents get, visit http://www.ColdwellBankerGiveAway.com/bradpearson
If you aren’t a Coldwell Banker Residential Brokerage agent yet, but would like more information on all of the benefits of associating with a large PREMIUM brand and how we help our agents grow their businesses, just send me an email, text, or phone call to email@example.com Direct: 714-782-2723
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Yes…That’s right… If you have a great coach and you are coach-able, then you WILL have more success and make substantially more money! If you have a bad coach, or no coach at all, then you are likely missing out on a lot of opportunities, wasting time, and as a result, making less money than you could be. So in essence, not having a good coach is costing you money!
So this post is intended to get you to consider either getting a great coach or simply evaluating your current coach to determine if it’s time for a change. If you have a great coach already, then you’ve already realized that he/she is worth their weight in gold bars. If you don’t have a good coach yet, then you may not realize what you’re missing out on. And you’ve got to ask yourself the question “Why don’t I have a coach?” If your response is “I can’t afford one”, then that is exactly why you need one even more. But how do you afford one if you can’t spare money to hire one yet? It’s the whole cart before the horse story again. Here’s the simple answer… YOUR MANAGER SHOULD BE QUALIFIED AND CAPABLE OF BEING YOUR COACH as part of your current financial arrangement with your company! IF you just thought “NO WAY, is that guy coaching me!”, then you likely have the wrong manager. Sorry to be so harsh and direct, but there’s little any successful agent needs a manager for other than to help them incrementally and steadily grow their business. But how? Well many managers believe that it’s all about “accountability” so they meet every week to go over what you did and what you’re going to do. The problem with this as I see it, after many years in leadership and actually being coached myself by one of the best coaches in the industry for 5 years, is that MOST people are already very RESPONSIBLE and accountability is a very very small part of the coaching process. As an accomplished coach myself, I ONLY choose to coach RESPONSIBLE and MOTIVATED people. These folks don’t need much ACCOUNTABILITY… They simply need solid business building strategies, direction, collaboration, and focus. A great coach will bring new ideas, efficiency building strategies, and laser focus to doing the right things that will supercharge your business.
Here’s a simple list of what you WILL get with a great coach:
- Establish and take action towards achieving goals.
- Become more self-reliant and self confident.
- Gain more job and life satisfaction – SUCCESS
- Become more “responsible” for your success rather than “accountable” to it.
- Work more easily and productively with team.
- Communicate and present more effectively.
- Master the value presentation and objection handling.
- Become more strategic in your thinking, actions, and execution of your duties.
The next question is often “So HOW do I pick a coach?”. It’s pretty simple believe it or not. 1. Ask for a resume’ of accomplishments in the Real Estate industry and review that resume’ as though you were going to pay this person hundreds of thousands of dollars. Based on their resume’, do you feel they’re worth it? 2. Testimonials! What do the agents who are currently in coaching with them say? 3. Can the coach share a long list of verifiable, RECENT success stories? 4. If they are your manager, then other than being your manager, what is their most recent career success? These questions will help you solidly determine IF you should choose them to be your coach as well as the likelihood of success with them.
As a manager/coach myself, I am very proud of the incredible accomplishments of so many of the agents I’ve coached and truly enjoy helping Realtors grow their businesses. I’ve witnessed more breakthroughs than I can count and my resume’ speaks for itself. If you are looking for a coach or just would like more information on how a single 1 hour meeting could completely improve the direction of your business as well as provide you with tremendous clarity and direction and a go forward growth plan, then feel free to send me a private email at firstname.lastname@example.org or call/text (714) 782-2723.
So finally, here’s why I wrote this post! I received this incredibly flattering email from one of my top agents this week and it reaffirmed why I LOVE coaching and the reason I believe in it so much!
I can’t thank you enough for all your support. Some agents think they work for the best company and have the best manager, but they don’t. It’s simple, you have clearly taught me that our tools outweigh the competitors. I know for a fact, because with your help I landed 3 listings in 2 weeks. When I called freaking out because I knew I was up against 4 other agents, you assured me that we have the best marketing. After 2 hours of your coaching, I left feeling confident I could do it. You are always there for my call, whether big or small. I am not only part of great company, but have the BEST manager ever. There is no one that can compare. I am grateful to be a part of your team.
Serving Southern California
Cell 714 335.8285
Fax 714 921.9432
Ever since I received my Real Estate license in 1992 and started going on listing appointments, I’ve found three main types of home sellers and it’s not changed since then. 1. “I want the most money for my home and I don’t HAVE to sell.” 2. “I want the cheapest commission deal.” 3. “I don’t care about anything, I’m in trouble, get me out of here fast!” What’s great about this industry is that there is always a real estate agent who will meet the needs of each. What I’ve found though is that 1 & 2 are often very similar in their objectives and simply want to net the most money from the sale of their home that they can. They don’t want to leave any money on the table. In the case of “2” they see little value in what a Realtor can provide and they simply want to get into the MLS for the lowest possible cost and hope that the low commission will make up for any possible, but still unidentified, drawbacks of hiring the cheapest agent. And in very many cases, they never even considered the possible risks involved in hiring the cheapest Realtor. In my opinion… This is OUR fault as full service brokers/agents if we do not share with them in detail the benefits of listing with an agent/company with a well articulated and executed marketing and negotiating strategy. Now this is where YOU must know and be able to convey your UNIQUE VALUE PROPOSITIONS and how they will help you accomplish substantially better results in terms of terms, sales price, time, and even security.
What I’ve found over the years as both a top producing listing agent and then in my leadership roles in large firms, is that a large portion of agents have/use no formal structured presentation and rather rely on their strength of personality, personal success and reputation, and sometimes luck, to win listings. While this works for many good agents most of the time, its the times when the seller prospect is interviewing multiple agents where the very expensive risk of losing the listing to a competitor who knows their UVP’s and how to articulate the potential financial benefits to them is a factor.
This brings me to the point I hope I can get across in this post… Regardless of how good you are, or how great of a natural sales person you are, you MUST have and know how to clearly show your seller prospect WHAT the benefits of working with you are, HOW you can solve their problem (get them top dollar), and WHY they should choose you over a competitor!
Now, if you are with Coldwell Banker Residential Brokerage, then you have the single most powerful list of UVP’s available in our industry today! With a simple and indisputable belief that EXPOSURE CREATES DEMAND, AND DEMAND CREATES PRICE, you need to SHOW the seller prospect how you can expose, market, advertise, present, and negotiate better than anyone else they may be considering. Here’s just a few that are helping our agents WIN daily on listing appointments:
- The VIEW Magazine – Single largest print and online real estate publication in Southern California with over 1.2 million distributed each month to subscribers of local newspapers!
- The VIEW Magazine CHINA- Printed, published and distributed within the Wall Street Journal in Beijing and Shanghai!
- Truly Global Reach – 710 Offices outside of the United States! 273 Offices in China!
- Largest in Relocation!
- #1 in Southern California! #1 in the United States for closed volume! #1 on Social Media! #1 brand online! (Neilsen Ratings) #1 on YouTube! Proof that our strategies work in delivering exposure for our listings!
- #1 in Southern California in the $1,000,000+ price ranges!
- 40+ million visitors from around the globe to ColdwellBanker.com and millions more to ColdwellBankerHomes.com.
- PreviewsAdvantage.com showcasing our luxury advantages!
If you’re not with Coldwell Banker, then you probably should look into it, but either way, be sure to KNOW yours and your company’s UVP’s and be able to showcase how these will directly benefit your sellers if they list with you. Don’t wait until you lose a listing to learn them!
As always, I’m happy to help and share ideas and strategies to grow your business and deliver exceptional service and results to your customers, so thanks for subscribing and have a great year winning!
It’s official! Construction beginning Sept 2016. The city of Yorba Linda, the building owners, and our corporate headquarters in New Jersey have formally approved our 3rd floor addition to our North Orange County Yorba Linda regional office! This addition will add 5000SF to our already 10,000SF office taking us to a magnificent 15,000 total square feet! Our plans are to add an 1100SF gym, a full service mini fully staffed gourmet cafeteria, as well as 12 more large private offices and 20 more workstations. We intend and are awaiting approval for Mon-Fri valet parking service for our associates and clients! More info to follow!
For more incredible details and info click here!
OK, so I told you so! Whew, had to get that out of the way right up front. Yes, it felt good to say. So for the past 3 months I’ve been standing up at sales meetings and preaching that the inventory drop we experienced in October last year through the holidays was not showing the normal signs of increase and that we would be seeing this in the news by March/April… Well here we are, the articles are finally being published in the news publications, yet we’ve been living this for 3 months now. And here we are as an office with over 80 sales for March (beating last March), and on our way to 90 new sales for the month! Yes, the market is hot, but our agents are definitely getting a large portion of the business too!
What does all this mean? Well, the bottom line is that “if you list it, it will sell!”… Be reasonable on the price, have professional photos, stage the property if necessary, and use all of the Coldwell Banker marketing and advertising, you will not only sell your listings, but you’ll likely have multiple offers! And if you are a really good negotiator, strategic thinking, and follow the multiple offer strategies, you’ll likely get a higher sales price for your sellers!
As Realtors, we need to get the word out to any sellers who tried to sell and failed in the past year. Share the current market climate and show them how our Coldwell Banker marketing strategies, and massive advertising/exposure, can help them get top dollar or their home right now!
Will this last? Who knows!? But my bet is that it won’t and that inventory will begin to rise and level off over the next few months. While we will still be in a great market, there are amazing opportunities for home sellers right now to have less competition and maximize their sales price!
As always, whether you’re with Coldwell Banker or not, it is my pleasure to share ideas, thoughts, and strategies to help you grow your business so don’t hesitate to reach out for a free coaching meeting! And don’t forget to subscribe above to receive all of my posts instantly as they are written!
As the song goes…or should go, “Hello? Is it leads you’re looking for?”, (yes, admit it, you just sang that in your head). Every Real Estate salesperson relies on LEADS and the ability to acquire them and convert them into clients is what separates the top producers from everyone else. Yet, so many agents say that their biggest problem isn’t converting leads, but rather is finding good leads to convert. In this post, I will share with you all a phenomenal source of seasonally great leads that you can and should focus on in January!
1296 -ONE THOUSAND TWO HUNDRED NINETY SIX, home sellers have allowed their home either intentionally or unintentionally to EXPIRE from the market from October 1st to December 15th (today) in Orange County, with many more over the next few weeks!!! Some may have relisted, some may have decided to no longer sell their home, but MANY have decided to “wait until next year”! Yep, this isn’t something new… It happens every single year and always has. Sellers opt to take a break for the holidays and by the first week of January they are back to “thinking” about trying again and in many cases their motivation is higher than it was before. Ever wonder why listing inventory always dramatically increases in the first and second quarter of the year? IT’S IN LARGE PART BECAUSE THESE SELLERS ARE RETURNING TO THE MARKET who failed to sell before! And with new listing agents too!
So, you have 1296 prospects, and I agree, that could be overwhelming! So, why not just pull up all of the homes that expired in your primary market areas and start there? A solid and aggressive strategy to contact these folks and position yourself as the agent/company they should choose, should be part of your plan starting in January and continuing through second quarter.
To help you, here is the link to my EXPIRED blog post from earlier this year that can help you convert these leads successfully…
Start preparing now! Get your lists together and build your schedule to make this part of your plan for 2016 and you WILL take more listings and get more sales!
As always, I’m here to help and happy to share ideas and collaborate!
Let’s make 2016 great!
P.S. Coldwell Banker agents! Remember, you already have phenomenal pre-built campaigns in our free CRM InTouch program via our NRTGateway!
If you’re not with Coldwell Banker yet, click below to find out why so many of our agents are succeeding at high levels!