Making Agents Wealthy: The #1 Results Oriented System for Women in Real Estate

By Karen Coffey

Making Agents Wealthy guarantees that if agents follow the step-by-step blueprint Karen Coffey offers they will produce money generating results.

In Making Agents Wealthy, Karen Coffey walks agents (new and seasoned) through a step-by-step process of creating fast money generating results. Throughout its pages, readers sense that she is serious about her motto “Success takes as long as you give it” because Karen proves it doesn’t take long when agents apply the right strategies. The systems she shares are based on her first hand success of earning over $100k in her first 100 days as an agent in a brand new market where she knew no one; then finishing off the year working an average of 30 hours a week and earning just under $500,000 in income for the year. The uniqueness of Making Agents Wealthy comes from the fact that Karen holds nothing back, she shares the tools, templates, and systems that worked for her. She also shares the mindset shifts and beliefs that every agent must have to reach the high levels of success that she is committed to giving readers.

• Language: English
• Publisher: Morgan James Publishing
• Release date: Apr 27, 2021
• ISBN: 9781631952432

Karen Coffey

Karen Coffey emerged as a Top Producing real estate agent, making just under half a million dollars her first year in residential real estate sales in a brand-new market, from being a homeless single mom. She is now an award-winning speaker, coach, and author of the upcoming book Making Agents Wealthy. Her passion is helping women breakthrough their financial struggles and attract clients vs. chasing them. She lives in the mountains of East Tennessee with her husband and son.

Book preview

Introduction:

HER SECRET WEAPON

You are the designer of your destiny. You are the author of your story.

—Lisa Nichols

Since 2009, I have helped thousands of women in real estate grow their business and be successful. In doing so, I’ve witnessed firsthand their daily struggle to achieve their goals while maintaining a positive work/life balance. I’ve coached them through their inability to pay their bills or handle the financial ups and downs of commission sales from month to month, and I’ve been a cheerleader as well as a shoulder to cry on. Through all the seminars, conferences, books, and on-the-job training, I’ve found that success as a real estate agent boils down to mastering three things: mindset, skills, and systems.

Mindsetis the magic pill! Yes, you heard me right—there is a magic pill to getting everything you want out of your real estate career, and it’s your mindset. I’m not talking about positive thinking. Having the right mindset is much more than that. I’m talking about a results-oriented approach to everything you do. In this book, I will take you step by step through what I call the Money Miracles and Breakthroughs Process. It will give you immediate traction in your business.

Skills. When you’re skilled at making sales, you gain massive amounts of confidence. You close differently, you act differently, and your customers and clients notice. They know when you’re skilled and experienced, and they know when you’re bluffing. You have probably bluffed your way through a sale, so how do you gain massive amounts of confidence? In a word—skills! Effective skills will help you earn a lot of money in the real estate business. If this seems too basic, let’s think about it for a minute. You’ve been to hundreds of trainings and classes, you’ve taken tons of notes, you know everything there is to know about the topic, and BAM! An opportunity comes your way to show off your newfound knowledge, and you feel like it’s your first day learning to talk. You fumble over your words, you can’t quite grasp what you’re supposed to do or say, and with head hung low, you vow you’ll do better next time. Knowledge has failed you, and the only way out is to get up, get into action, and get some skills. I’m talking about becoming a skilled master, a precision ninja, the Heisman trophy winner of lead conversion! This type of skill doesn’t happen overnight. I’ll share some juicy tricks of the trade based on my own dreadful experiences and incompetence so you don’t have to repeat my mistakes.

Systems. Systems make everything shine brighter, go faster, and run more smoothly. Having great systems to streamline your efficiency represents money in your pocket, but just any system won’t do. You need systems that are liberating, effective, freeing, fun, smart, easy, plug-and-play systems that will make you a superstar. These kinds of systems are worth every minute of your time to implement, and produce a great return on investment. I will share with you some of my never-before revealed systems on how to make $100,000 in 100 days. This is exactly how I did it, even when I was in a new market where I had never sold real estate before. I did it all using effective systems. This is how my real estate clients are doing it month after month, and you can too.

So, get ready for a complete reboot of your real estate career. This is the secret weapon you’ve been hoping for. Grab a pen, a notebook, and maybe a latte, and get ready to learn how to outperform, outwit, and perhaps most importantly, outearn your competition, even if you’re new to real estate sales or you’ve just moved to a new area and you’re breaking into the housing market there. This information will uncover, chisel away, and rid you of everything that’s been standing in your way of making $150,000, $250,000, or even half a million dollars per year in real estate sales.

Remember that magic pill I spoke of earlier? Well, the magic is about to start right now!

Making Agents Wealthy is the number-one resource for real estate professionals who are serious about growing their business and being successful year after year. More than that, this book is specifically written for women in real estate. It is meant to be read, studied, and implemented one chapter at a time. My suggestion is to read a chapter and immediately follow through with the given exercises, checklists, downloads, and templates. Give yourself time to implement them correctly and allow yourself to get into the habit of using them before moving on to the next chapter and thus the next step in the process.

Disclaimer: If you are currently a licensed real estate agent and will commit to this program for 90 to 180 days and be accountable to the actions I will ask you to do, this program will completely transform your business and your life, but you have to do the work. You must have the desire and the belief that after reading these chapters, you can and will do the work. After coaching and training professionals for more than eleven years, I’ve come to understand that I can’t want it more than you do. I have put these chapters in a specific order for good reason, and you will want to complete each chapter before moving on to the next.

It’s time to let go of all that you thought was true: your excuses and limiting beliefs, and your baggage, mind tricks, and bad experiences that have held you back from success. That’s exactly why you purchased this book. You feel the need to break out of the rut you’re in, but you don’t know how. I ask you to give yourself a fighting chance. Build your business the right way. Listen, be open-minded, and do things differently.

For me it was extremely painful to acknowledge that it was time to pick up the broken parts of my life and reconstruct my thoughts, habits, and daily disciplines so that I could have everything my family and I deserve. It was extremely important for me to support my family, to have choices in the way I work and live, and to not be tied to a desk. In sales, there can be a lot of pain around rejection, and for women even more so. Rejection is a core fear of the female psyche. I’m not too proud to admit the countless nights I broke down and cried after exhausting days with nothing to show for my efforts. Picking myself up off the floor to do it again the next day was a miserable, humbling experience, but something happened . . . something changed . . . and I can’t wait to share it with you.

Let’s dive in!

Chapter 1:

FROM HOMELESS TO HALF A MILLION

There’s no mystery about what needs to be done to make the money and live the lifestyle you want except the mystery of why you won’t do it.

—Karen Coffey

It was 10:00 a.m. on a warm Tuesday morning in June. I was sitting at my 1950s-style wooden desk in an office I shared with three other agents at a large real estate boutique firm in the Atlanta, Georgia area. For six months, I had attended trainings, been on agent caravans, tackled the mounds of paperwork required for every transaction, and learned the state and local laws and restrictions concerning real estate. Six months, every day, and I hadn’t sold one home—not one buyer, not one seller, nothing. Zero, zip, nada!

This day could have been like all the others, but it wasn’t. It turned out to be the major turning point in my sales career and in my real estate philosophy. I just didn’t know it yet.

One year prior to this, I had sold a small business to my business partners so that I could pursue my dream and my addiction of a career in real estate. Any salesperson worth their weight in salt will tell you how the adrenaline pumps through your veins in this business. For some it starts from a young age; mine was at age ten drawing house plans with a stick in the dirt-lined swamps of Central Florida. It beat running from the mosquitoes and alligators.

In 1995, I passed the grueling exams for real estate sales and got my license. I had been a stockbroker earlier in my career, and had passed the coveted Series 7 exams, so how hard could the real estate exam be?

Pretty hard, I discovered, but I passed and fully expected to be raking in the money fairly quickly. After all, my friends and family told me I would be perfect as an agent—perfectly ineffective, as it turned out. I’m not sure if any of you have ever experienced that kind of production—the zero kind. It will destroy you or motivate you.

My husband was fully supportive of my new role, and my son, who was twelve weeks old at the time, was being taken care of by a Swedish au pair we hired, whom he loved. My husband’s job afforded us a very nice lifestyle. I obviously didn’t need to make too much money.

Big house, two fancy cars, decorator on call—yes, the decorator had a key and would just leave stuff in my house. If I liked it, I paid for it and it stayed. If I didn’t, she came by in a month or so to pick it up. We were living the suburban American dream with a newborn and not too many cares in the world until that Tuesday morning in June when I heard my name over the intercom system: Karen Coffey, pick up line two. Karen Coffey, pick up on line two. That always made me feel extremely important in the beginning of my career because I knew I didn’t have any clients, and the only reason the call was directed to me was because I was the agent on duty that day, and no one else was available.

It was my husband on the phone. He got to the point, short and sweet.

I’ve been laid off. The company projections aren’t as they anticipated, and my role has been eliminated. I’m packing my things and leaving the office.

I sat there stunned, not sure what the implications were. Head in hands and tears welling up, I knew better than to ask, What are we going to do? I had to figure out a way for us to stay afloat and do it fast or we would lose everything. The truth was that our world was built on sand and over $100,000 in credit card debt, coupled with an immature belief that the money would never run out. The future was incredibly bright…until it wasn’t.

I hung up and took a moment to pray. How will we make it, Lord? Please show me the way. Five minutes, ten minutes, fifteen minutes went by when finally, in a flash of what seemed like divine inspiration, the solution hit me.

Even though I hadn’t sold one house and had made zero dollars in sales at that point, I had been paying attention in those training classes, and I knew there were some downright horrible things I did not want to do. I had avoided all the salesy and embarrassing things so many agents do out of desperation because I didn’t need the money that badly. The pain of embarrassment was far worse than the pain of not having any money.

My life was chill. I was under no pressure to sell. There was nothing pushing on me with enough force to make me do the things I didn’t want to do. But a moment of truth had come in that phone call from my husband, and I had to make a choice. Would I keep trying to do real estate my way, or would the pain of losing everything be enough to push me to the point of doing things differently?

There’s nothing like a little pain to create a freshly opened mind.

What was keeping me stuck, fearful, and broke? In that flash of inspiration, I understood three things:

I needed a Big Enough Reason to do the things that were uncomfortable for me but would rocket me to success.

My natural talents and abilities would not bring me the amount of business that I needed.

I needed something or someone to keep me on track.

My Big Enough Reason had just happened, and I was willing to do anything and everything to get a sale, a listing, a rental—anything! Now I just needed to figure out how to stay on track of it all. I also needed to use my natural talents and gifts in my business, and improve them.

But how does one do that?

I made it a personal mission to dig deep into research. I studied all the avenues of self-discovery that I could find in books, online, and by attending courses and programs so that I could solidly overcome my weaknesses and use my natural talents and gifts to sell more and earn more.

After years of research, I discovered an amazing free resource that allowed me to focus on what I was naturally good at so that I could use my strengths, not my weaknesses, to increase my confidence, skills, and income. This resource was called the DISC Strengths Assessment Test, a quick five-minute assessment I found on the Tony Robbins website.

Those results forever changed the way I thought about my unique talents and abilities. I was able to see what really held me back from achieving