From Moxie to Mentoring

Tito Gonzalez of Help-U-Sell South Santa Clara CountyAdalberto “Tito” Gonzalez’s entrance into real estate began with pure moxie. “I walked into a Help-U-Sell Real Estate office and asked for a job. The owner of the franchise told me to get my real estate license and come back to work for him. So that is exactly what I did,” Tito shared, laughing. In March 2004, Tito got his license and started as an escrow processor. “There was so much to learn because I had never been in real estate. Previously, I was helping my dad, who owned apartment complexes, and studying music composition at a San Jose college. This was a whole new venture, but I was fascinated.”

When Tito later became a Broker, he opened his own office, Help-U-Sell  South Santa Clara County. Working with him are two part-time agents, several referral-only agents and a virtual processor. “I train and mentor people on how to handle buyer leads and everything else. I believe training consistently solves 80% of the challenges that come up around real estate. They are better equipped to handle the nuances of the industry. You know you’ve been doing something right for a long time when old sellers come back to you a second time around, or their grown children are seeking their own real estate from you. When you’re competing against traditional real estate, you have to offer more. With repeat and generational clients coming to me, I have proven my methods. Service stays with people,” Tito said.

When it comes to marketing and brand awareness, Tito is not afraid of mixing approaches. “There’s so much advertising that you can do. The corporate office has done a great job of automating the Center of Influence (CI) and Arounds postcards. I always use the postcards because they are super easy. CI contacts get hit with active listings and they see you are still in business. The neighbors receiving the Arounds postcards result in me providing many free market valuations. I had the company car wrapped two and a half years ago. That cost me $2,400, but I know it brought in four total sides for me. I’m the only Help-U-Sell broker within a 25-mile radius, so many small efforts keep my presence known, and it works,” Tito explained. “Help-U-Sell reduces the amount of time that I spend on marketing. I don’t have four hours to spend working on a single piece. When we set up the postcards, they’re done right and then it’s automated. I love the Power Listing Tools, too. You upload the picture and information, and they send you a box of attractive marketing materials, including door hangers. It’s impressive to the client, and again, it’s easy and looks great.”

A natural sales closer for Tito is telling potential clients how much he has saved for others. “When I walk into a listing appointment, I tell them ‘if you pick me just because you like me, that’s not better for you’. That’s not a competitive edge. I always have the program ready with a photo of the house and the flyers made up. I share information of the recently sold homes in their area and show them how much my previous clients have saved. Usually it is around $14,000, and generally gets a great response. Sellers hate paying 5% or 6% commission, but they are also afraid to let go of the old model. I’ve built my entire message around, ‘What would you do with $14,000?’ I tell them if I’m not the right fit for them, they can use me as a resource, which engenders trust,” Tito said.

While other franchise options have appeared and disappeared over the years, Tito is quite happy with his very first choice. He went on to say, “I first showed up to Help-U-Sell because I wanted to learn and work. I’ve stayed with Help-U-Sell because it’s a small, ‘open door’ company. It’s easy to reach people at the home office. The Annual Summit also creates that accessible feeling, which I like. I’ve not seen other real estate options that are a better fit. I stuck around because we rock the boat. Help-U-Sell has the power to be different by offering a different product. Despite would-be copycats, there’s nothing like this out there. The high quality and caliber of what they create in combination with a strong value proposition keeps me motivated.”

Tito’s success is not lost on other competitors, either. “What is really flattering is, I am often headhunted by traditional real estate offices. They don’t get that I have my own business with my own brand, I’m independent and have the flexibility I need. What could they possibly offer me? Why would I possibly want to work for someone else?” Tito asked.

“I’ll tell you one last thing,” Tito said, “One day, out of the blue, the Florida-based Owner/Chief Operating Officer and his wife showed up at my office in California! They’re kind, low-key people, highly approachable and very warm. I don’t know of any instance where the owner of a company shows up at a franchisee office just to have a look around, say hello, and see how things are going for you. There’s that book, Purple Cow: Transform Your Business by Being Remarkable, Help-U-Sell is the purple cow.”

Top Producers August 2018

August was a busy month for our Top Producers!

A hearty congratulations are in order for Karen Detwiler and her team at Help-U-Sell Detwiler Realty. The hard work and dedication were exactly even, as Team Detwiler ascended to first place with 11 buyer sides and 11 seller sides. We’ve been watching Karen’s team climb  consistently higher all year long, and it’s exciting to see that effort pay off.

A regular on our Top Producers list is Richard Cricchio of Help-U-Sell Honolulu Properties, who came in second place with a total of 17 buyer and seller sides. Richard is commonly flying among our Eagles, and his tactic of having a mix of different personalities represented on his team is clearly one that has made for excellent results.

Another familiar face is Mario Ferrante of Help-U-Sell Metropolitan. His team has spent much of 2018 being in our number one spot, and we are sure the last quarter of the year will be just as productive for him if the past several months are any indication of success.

One new name that we are excited to welcome into the top five this month is Help-U-Sell Legacy. Situated in Layton Utah, just north of Salt Lake City, Danny Kettle (left) and his team of three are making the magic happen with ten closings.

Patrick Wood of Help-U-Sell Prestige Properties also ties for fourth place with ten.

Office Buyer Seller Total
Help-U-Sell Detwiler Realty 11 11 22
Help-U-Sell Honolulu Properties 5 12 17
Help-U-Sell  Metropolitan 7 8 15
Help-U-Sell  Legacy 4 6 10
Help-U-Sell  Prestige Properties 10 10
Help-U-Sell  Greensboro 5 4 9
Help-U-Sell  Direct Savings Real Estate 3 5 8
Help-U-Sell  Full Service Realty 4 4 8
Help-U-Sell San Antonio Hill Country 2 5 7

Tying for tenth place are with six total sides a piece are Help-U-Sell Columbia Basin, Help-U-Sell Edmond/OKC, Help-U-Sell Federal City Realty, Help-U-Sell Galleria Realty, and Help-U-Sell Golden Homes.

Our Broker/Owners have been making large strides on the gross sales volume list, too. 

Richard CricchioRichard Cricchio and Help-U-Sell Honolulu Properties once again hit the top spot with a total of $11.3 million dollars. Since he was second this month in the sides list and number one over here, his team has every reason to be proud. May we suggest a celebratory luau?

Patrick Wood and his team at Help-U-Sell Prestige Properties seals the second spot with $7.4 million.With two offices to run, being able to hustle to close a deal must surely be a prerequisite to work on Patrick’s team.

In third place is the lifelong disruptor, David Bartels and his team at Help-U-Sell Full Service Realty, closing with $4.2 million. Like his office name implies, David has reinvented what it means to be full service in real estate. He has added just about every conceivable option that home sellers and buyers could want, including a moving truck, legal help, and handyman services.

It’s also another “high five” for Karen Detwiler of Help-U-Sell Detwiler Realty to be picking up a place in the top five on this list, too.  

Help-U-Sell Honolulu Properties $ 11,349,000
Help-U-Sell Prestige Properties $  7,447,700
Help-U-Sell Full Service Realty $  4,249,500
Help-U-Sell Detwiler Realty $  3,474,034
Help-U-Sell Golden Homes $  3,085,500
Help-U-Sell Legacy $  3,010,300
Help-U-Sell Federal City Realty $  2,619,000
Help-U-Sell Distinctive Homes $  2,588,400
Help-U-Sell Marquis Properties $  2,509,800
Help-U-Sell Greensboro $  2,033,000

Congratulations to every office for another fantastic month.

Top Producers: Half-Year Review!

At the six month mark and only four transactions between them, we’d call the race to the number one spot between Mario Ferrante of Help-U-Sell Metropolitan  and Richard Cricchio of Help-U-Sell Honolulu Properties a “squeaker”. Jack Bailey, our 30-year Help-U-Sell veteran and coach of Help-U-Sell Greensboro continued his busy streak in third place. The Kimberly Zelena, Help-U-Sell Direct Savings Real EstateZelena team (Kim pictured left) at Help-U-Sell Direct Savings Real Estate and Patrick Wood Help-U-Sell Prestige Properties complete our top 5 with a tie. If the benchmark for the first half of the year is a predictor for the second half, we’re very excited to see what these offices will do.

Office Buyer Seller Total
 

Help-U-Sell Metropolitan

41 57 98
Help-U-Sell Honolulu Properties 23 71 94
Help-U-Sell Greensboro 22 46 68
Help-U-Sell Direct Savings Real Estate 24 39 63
Help-U-Sell Prestige Properties 10 53 63
Help-U-Sell Detwiler Realty 13 37 50
Help-U-Sell Full Service Realty 18 25 43
Help-U-Sell Heritage Real Estate of Steele County Inc. 16 25 41
Help-U-Sell Federal City Realty 15 24 39
Help-U-Sell Real Estate Specialists 13 21 34

 

 

WOW! Richard Cricchio of Help-U-Sell Honolulu Properties came shockingly close to closing nearly $51 million in gross volume sales in just six months. Let’s repeat that: FIFTY ONE MILLION DOLLARS. That’s just crazy good and wildly impressive. Coming in second, another frequent flyer David Bartels, Broker/Owner of Help-U-Sell Full Service Realtyamong our eagles, Patrick Wood Help-U-Sell Prestige Properties. David Bartels (left) at Help-U-Sell Full Service Realty makes this trifecta one worth noticing.

Office Gross Sales Volume
Help-U-Sell Honolulu Properties  $  50,937,900
Help-U-Sell Prestige Properties  $  35,053,156
Help-U-Sell Full Service Realty  $  21,662,400
Help-U-Sell Federal City Realty  $  16,754,331
Help-U-Sell Greensboro  $  12,487,965
Help-U-Sell Golden Homes  $  11,530,250
Help-U-Sell Metropolitan  $  10,516,245
Help-U-Sell Direct Savings Real Estate  $  10,091,600
Help-U-Sell Detwiler Realty  $    8,695,350
Help-U-Sell Legacy  $    8,688,693

Top Producers for May 2018

May shares a lot in common with April’s Top Producers list. Once again, our top ten list is really eleven, thanks to a five way tie on total sides for places 7 through 11.

Mario Ferrante of Help-U-Sell Metropolitan in Woodhaven, Michigan once again graces the top of this month’s total sides list, narrowly beating out Richard Cricchio of Help-U-Sell Honolulu Properties by just two. Still it’s nice to see some different faces in our top ten, so we heartily welcome Leigh Anne Losh (left) of Help-U-Sell Direct Savings Real Estate and Yasumi and William Davis of Help-U-Sell Golden Homes.

Office Buyer Seller Total Sides
Metropolitan 4 15 19
Honolulu Properties 4 13 17
Direct Savings Real Estate 5 10 15
Golden Homes 4 9 13
Full Service Realty 6 6 12
Greensboro 4 7 11
Detwiler Realty 2 6 8
Legacy 4 4 8
Options Unlimited 3 5 8
Prestige Properties 2 6 8
Select Real Estate 2 6 8

Richard Cricchio of Help-U-Sell Honolulu Properties has been at the top of this list since March of this year, so we’re going to let him keep wearing the brass ring! Patrick Wood of Help-U-Sell Prestige Properties  is also claiming a consistent spot on here for 2018. Our top three new spot holder is Yasumi and William Davis (left) with Help-U-Sell Golden Homes (they also nabbed the number four spot this month for sides, so a very fantastic month for them!)

Office Gross Sales Volume
Help-U-Sell Honolulu Properties 9,761,000
Help-U-Sell Prestige Properties 5,288,900
Help-U-Sell Golden Homes 5,191,250
Help-U-Sell Full Service Realty 4,882,000
Help-U-Sell Legacy 2,735,035
Help-U-Sell Puget Sound 2,539,000
Help-U-Sell Select Real Estate 2,406,900
Help-U-Sell Direct Savings Real Estate 2,279,000
Help-U-Sell Metropolitan 2,258,799
Help-U-Sell Greensboro 2,090,029
Help-U-Sell Federal City Realty 2,013,000

Congratulations to everyone on the great results for May!

Building Business on Great Service and Branding

Michelle Morgan, Help-U-Sell Real Estate SpecialistsBefore deciding to start Help-U-Sell Real Estate Specialists, Michelle Morgan was managing a French bakery and cafe, and then segued into retail management, hoping it would be less demanding and stressful. “I was married to those jobs, but when I became pregnant, I looked at getting into real estate because it was something I could do from home,” Michelle shared.

She learned the ropes with a traditional style office in San Clemente, California, and later was asked to join a real estate office that had a flat fee model. Michelle bought her first Help-U-Sell franchise office from another Help-U-Sell Broker/Owner who was leaving real estate, and stayed in California for a few more years, until trading her California location for Lake Havasu City, Arizona, in 2005.

While the first few years of operation were normal, by 2008 Lake Havasu City was looking like the rest of the country during the economic crisis and beset by foreclosures. What made Lake Havasu a bit different from other cities experiencing the depression is the designation as a resort town. “A lot of the homes here are second homes for people,” Michelle remembered, “I became really good at doing short sales to keep the business going and got good enough where other agents were referring the short sale business to me. The downside of short sales is that the paperwork took forever, sometimes upwards of a year because banks were still faxing the documents then, and there would be hold ups due to incomplete transmissions or people would say they didn’t receive it. You’re talking about over 100 pages before they embraced sites where you could upload and email the documents. It was a ton of work but it was the only way to survive.”

By 2013, the economic recovery had started and there were many people who still had marginal equity in their homes, but the popularity of the Help-U-Sell model was still going strong for Michelle regardless of the short sales aspect of business coming to a close.

To keep her business in the forefront, Michelle uses a lot of Help-U-Sell’s “Just sold” marketing, which heavily features the “sold and saved” concept popular among Help-U-Sell Broker Owners. She also advertises in a local publication called “The White Sheet”, which gets her a lot of traction, as well as leads from realtor.com. While there are three total licensed agents in Michelle’s office, one focuses on property management to round out Michelle’s total customer offerings.

“I’d say that because of the name recognition, in combination with the great service me and my team provide, a large portion of our business comes from repeat clients and referrals from past clients. That’s what you work hard for – building trust and a great reputation in your community where people recognize your brand and what it stands for so they feel comfortable coming to you with their real estate needs,” Michelle added, “The rest is just putting in the work!”