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      Michael Hellickson - 3/25/2025

      Michael Hellickson is a top real estate expert, known for selling over 100 homes per month and managing 750 active listings at one point. He was in the top 1% of agents nationwide by high school graduation. As a short sale expert, Michael has been featured on national TV and radio. He is the founder of Club Wealth® Coaching and Consulting, which offers coaching by top-selling agents and a "Double Your Income or Your Money Back" guarantee. ing 750 active listings at one point. He was in the top 1% of agents nationwide by high school graduation. As a short sale expert, Michael has been featured on national TV and radio. He is the founder of Club Wealth® Coaching and Consulting, which offers coaching by top-selling agents and a "Double Your Income or Your Money Back" guarantee.

      Michaels Headshot 2 (1)

      Real Estate Investments

      • Importance of Investment for Agents with Fewer Transactions

        • If you are an agent with 0-25 Transactions per year: Aim to buy at least one rental property per year.

        • If you are an agent with 25-75 Transactions per year: Hold at least two properties per year.

      • Investment Property Guidelines:

        • Follow the "1% rule"—the property should rent for at least 1% of the purchase price each month.

        • Aim for 20-50% equity on day one to ensure you're getting a good deal.

      Five Ways to Get Listings Without Paid Leads

      • FSBOs (For Sale By Owner)

      • Expired Listings

      • Cold Calls

      • Open Houses

      • Sphere of Influence (SOI)

      • Most Effective Strategy: Open houses are the top way to generate immediate business.

      Open Houses as a Key Strategy

      • Hosting Regular Open Houses:

        • Choose "move-up" properties—these are homes that are typically priced higher than the buyer's current home and attract buyers who may have homes to sell.

        • Use 50 signs and promote on social media.

        • Cold call and door-knock in the neighborhood to drive traffic.

        • Bandit signs - referred to small, often temporary signs placed in high-traffic areas for marketing purposes. While they can be effective for visibility, it's important to note that using them may result in potential fines or penalties if not placed in compliance with local regulations.

      Sphere of Influence (SOI)

      • Maximizing SOI:

        • SOI includes anyone in your database who would do business with you or refer you.

        • Aim for 50+ transactions annually from your SOI.

      • Client Events:

        • Host 4 events per year (e.g., casual barbecues).

        • Call everyone in your sphere 3 weeks before the event using the FORD technique. This technique refers to asking open ended questions about people's Family, Occupation, Recreation, and Dreams to engage in meaningful conversations.

        • Focus on them, not on selling.

      • Follow-Up After the Event:

        • Call attendees to express appreciation and plan for the next event.

        • For no-shows, simply acknowledge you were thinking of them without guilt-tripping.

      Three Critical Scripts for Success

      1. Lead Follow-Up:

        • "I just wanted to make sure I wasn’t dropping the ball on my end."

      2. Buyer Appointment:

        • "At what price would this be a great deal for you?"

      3. Listing Appointment:

        • "Are you ready to work with me?"

      Other Strategies

      • Neurolinguistic Programming (NLP) Technique:

        • Use head movements to subtly influence a client's decision-making (shake head for "no," nod for "yes").

      • Handling Commission Objections:

        • Address objections with confidence:

          • "What’s more important to you—how much I make or how much you make?"

      • Buyer Agency Agreements:

        • Discuss in person, not over the phone.

        • Keep explanations simple and clear.

      Open House & Lead Follow-Up

      • Sign-In Requirement:

        • Always require sign-ins for safety and follow-up.

      • Follow-Up After Open Houses:

        • Call after the event, offering exclusive listings.

      • Expired Listings:

        • Double dial for better response rates and leave short messages.

      Lead Follow-Up Methods

      1. Phone

      2. Text

      3. Email

      4. Video Text

      5. Video Email

      6. AI Tools (e.g., Black Hat)

      7. Social Media (e.g., Facebook stalking, retargeting ads)

       

      For more information and to connect with Michael, check out 

      https://www.facebook.com/michael.hellickson

      https://www.instagram.com/michaelhellickson/

      https://www.linkedin.com/in/michaelhellickson/

      https://clubwealth.com/