(00:14) How Kevin Markarian got into real estate and where he is today.
(02:35) The reasoning behind Kevin‘s search for new horizons .
(05:20) Kevin’s thoughts on making a scary move while believing in yourself.
(06:18) What drove Kevin to keep going forward through difficult times.
(07:31) The lead-generation activities Kevin did to bring business right away.
(09:16) Kevin’s next step for expanding his business after finding and audience.
(10:23) How Michael started building an audience and getting business early in his career.
(11:58) Similar free alternatives to expand your reach in the beginning.
(13:14) Kevin’s transition from a normal agent to building a team and opening his own brokerage.
(15:40) Empowering others and its benefits on Kevin’s company.
(17:13) The relation between success and the ability to let go and delegate effectively.
(18:55) What Kevin’s mindset was for getting to 2.4 million GCI.
(20:27) How to get the momentum going until it takes over and it becomes what you do.
(22:22) Why Kevin keeps moving forward and what he’s using to do just that.
(24:28) Kevin’s team perspective and details on marketing.
(26:32) How the Inside Sales Team is organized in Kevin’s company, Marker Real Estate.
(28:52) What CRM Kevin is using and how to get it for yourself through Club Wealth.
(30:35) Kevin‘s lead source and flow when Marker Real Estate was founded.
(31:17) Why the number of leads per agent per month varies from market to market.
(33:05) How Kevin’s Inside Sales Agent manages to find and hire the best agents.
(36:40) The way Kevin’s Marker Real Estate ISA system is organized.
(38:16) Holding agents accountable and the process behind it.
(40:51) Kevin’s thoughts on meeting with your team, motivate and track them.
(42:23) Why you, as a team leader, work for your agents and not the other way around.
(42:58) Brian’s thoughts on Team Managers and Team Leaders.
(43:48) Mike’s perspective on team leadership and control.
(45:14) The importance of understanding how to treat your business partners.
(47:32) How your attitude towards your business partners increases conversion rates.
(48:08) Marker Real Estate’s geographical lead leverage and team expansion into different markets.
(50:02) Kevin’s opinion on 87% of agents fail the first five years.
(50:57) Michael’s thoughts on why real estate is a relationship business.
(51:45) The biggest reason for agents to get over fear and avoidance.
(52:24) The five steps to convert online leads at Marker Real Estate.
(54:15) Why follow up is everything and how Kevin schedules it.
(56:59) Brian, Mike, Kevin and Michael’s take away from the episode.
(1:00:21) Givers get, demonstrated by Kevin Markarian.
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Inspirational Quotes Mentioned
Something has to change, I have to do something.
If I’m going to fail, let me fail big, let me swing for the fences. Let me go for it.
It was a scary move but at the end of the day what I believed in myself. I knew I had these skills and it’s really the same thing regardless of where you are.
It’s just a matter of building and having a system, having a process you know works.
The fear drove me, I used it to motivate me, to keep going.
I had something of value that I can provide.
I can empower others and they were happy, they were getting more successful.
You’ve got to empower the people around you. If you can make their circle of opportunity bigger then, all of a sudden, your circle of opportunity becomes bigger.
You set goals and you just go into motion following those goals.
The two things you can’t give up on are coaching and lead generation. Those are two things you got to have in your business.
That drive that you had to get you to that point is why you’re there, so why would you stop that?
Keep the drive, keep pushing forward.
Look up and look for that mentorship, look for something that’s going to help you grow in the business.
The more successful you hare, the more coaches you have to have.
Knowing what you don’t know is really important.
You find good people that are going to be able to do the right things for you.
Is there something I should be doing for you to help you? Well, how can I support you?
I’m here to serve, to help you succeed. I want to do what’s best to empower you.
You got to understand you work for them, your job is to support and help them, and provide them with everything they need, allowing them the environment in which they can just do what they’re best at.
You’re going to get better conversion by calling him your partner than you will by saying they’re your buyer’s agent.
You just need to have your value proposition. What do people want?
Don’t be afraid to follow up. It’s just a matter of getting back to them.
About Our Guest
As founder of Marker Real Estate, Kevin is frequently tapped to share his skills and vision beyond the San Francisco Bay Area. He serves as an advisory board member to Move Inc., contributes to RIS Media and Inman News, and produces content filled with educational tips for agents on webinar and video platforms including Realtor.com, Tech Savvy Agent, and Active Rain. Featured on California Association of Realtors tools for success and as a panelist and speaker at the National Association of Realtors, Kevin presents insider knowledge to thousands of agents and brokers nationwide.