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Sustainable Business Success?

Sustainable Business Success?

Sometimes returning to the basic fundamentals is needed, yes?! So today’s blog is all about those things we know we should do yet decide to put off.

Consider this, we all know that retaining and nurturing your current and past clients are critical to sustainable business success. Yet, did you know it is 5X more expensive to obtain new clients than to retain current customers? And DYK that the lifetime value of 1 customer can be as high as 20X your initial commission?

Studies show in real estate, each past client can generate 2 to 4 referrals per year. The foundation for generating those new leads from past clients and repeat business is building on-going personal relationships with your current and past customers.

The secret is having a retention plan in place, even before seeking new clients. That starts with creating and delivering an unparalleled customer experience throughout the home transaction process. Here are some effective best practices we’ve picked up in from 75 interviews with successful agents:

  • Start by creating and delivering an unparalleled customer experience throughout the home transaction process. Everything starts with delivering exceptional customer service.
  • Position yourself as a provider for life. Early in the relationship provide access to the resources needed to make the transition easier and less stressful and make sure they know post-closing you remain a resource for them for all things home ownership related.
  • Offer your clients an open line of communication for questions regarding the real estate market and your expertise.
  • Plan to “reach out” to your existing customers six times a year. Strategies include post or pre-holiday cards, newsletters, flyers, anniversary or birthdays and special events in your area.
  • Commit to touching five existing clients per work day. Ask for feedback on how you can better serve their needs post-closing.
  • Be the HUB for all things home ownership related.

Being a resource of local service providers and more can keep your sticky, create more referrals and help your clients value you as a resource vs a salesperson.



Episode 64: Success Superstars

Episode 64: Success Superstars

Four years ago Gisella ‘Gigi’ Olivo decided to leave the Health and Wellness field and transition to Real Estate. Since then, she’s been devoting her energy and drive to helping people with their homes and life transitions. Gigi defines her approach as ‘purposeful and with intention’ and she’s always solution-oriented.

Gigi also explains how much time blocking has allowed her to maximize her time and how essential drawing her Business Plan was to keep her on track as she grew her business and crushed her goals.

Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success Superstars’ anywhere you listen to your favorite podcasts.

“For the compensation that I receive, I save people time, money and stress”. – Gisella ‘Gigi’ Olivo, JP and Associates REALTORS®
Chastity Davenport to Broaden JPAR Franchising’s Reach as VP of Expansion

Chastity Davenport to Broaden JPAR Franchising’s Reach as VP of Expansion

JPAR Franchising LLC, the franchising division of JP & Associates REALTORS®, announced the appointment of Chastity Davenport as Vice President of Expansion. Working alongside Frank Gay, Chief Executive Officer of JPAR Franchising LLC, and the rest of the sales team, Chastity will ensure continued growth and development of the brokerage across the United States.

“Chastity is the ideal candidate for this position with our franchise team,” Gay stated. “She is a highly motivated, detailed and knowledgeable individual with expert-level experience in management, sales and operations in various areas of real estate. Given her background and esteemed reputation, we are fortunate to have her as VP of Expansion.”

Chastity Davenport has a diverse background which includes founding startups, growing businesses, and providing consulting within the real estate and technology spaces. In 2008, she was the leader of a top producing team with EXIT Realty, and in 2012, Chastity started an independent brokerage, the Davenport Agents, which eventually became affiliated with Better Homes and Gardens Real Estate.

Circa 2017, she developed strategic advisory relationships with brokers and agents for Opcity, an acclaimed lead generation and management company which would go on to be acquired by for over $200 million.

Most recently, Chastity worked cross-functionally at Perch to implement an “iBuyer” brokerage. She created and implemented processes to release new products in the context of technology and customer service. Chastity was responsible for recruiting, hiring, training, and managing a team of real estate agents across multiple markets.

Having assumed her new position, Chasity is excited to be a part JPAR Franchising. “I’m thrilled to be part of a team that is spearheading the expansion of one of the fastest growing brokerages in the US,” Davenport stated. “I have immense respect for JP’s (referring to broker Owner/Founder, Giuseppe ‘JP’ Piccinini) relentless hustle and unique perspective on empowering the real estate agent, and broker, with tools to be highly productive while continually raising the bar on customer service.”

JP And Associates REALTORS® (JPAR) is one of the top 50 real estate brokerages in the US. A full-service transaction fee based real estate brokerage; it has been recognized as one of the fastest growing brokerages in the country by REAL TRENDS, as well as also being a back-to-back INC5000 nominee. It operates multiple offices across Texas, Louisiana, South Carolina and Florida, is expanding nationwide, and offers franchising opportunities for entrepreneurial real estate professionals.

Mid-Year Check Up… Happy Labor Day!?

Mid-Year Check Up… Happy Labor Day!?

I was just thinking, the year is nearly halfway over, can you believe it? And for many of us working on 60 to 90-day sales cycles, it’s really already LABOR DAY! #Crazy thought, yes!?

What I know, is back in January, you set some goals and since then added a few and maybe dropped a few. Yet, if you want to make sure you achieve those goals you’ve set and are committed to, a mid-year check-in is a must do activity.


Follow me… for a moment:

  1. It’s good to evaluate your progress
    • What have you slacked off on?
    • What goals did you set that you’re really focusing on?
    • What goals did you set that you haven’t made enough progress on yet?
  2. It’s good to weed out and re-adjust the unnecessary.
    • It’s easy to set too many work-related goals at the beginning of the year
    • Market conditions or the competitive landscape changed
    • A mid-year check-in is the perfect time to weed out the unnecessary so you can really focus on what needs to be achieved in that last 5 to 6 months.
  3. It’s ok to give yourself permission to course correct
    • Conducting a mid-year check-in typically reinvigorates your motivation and inspires to take action in getting back on track.
    • Course correct and achieve more this year.
    • Most of all take action now

Here are a few tips to help your goals check-in be as effective as possible.

  1. Look at the bigger, longer-term picture AND the small details
    • 2, 5 and 10 years from now? (Big)
    • What are the daily actions that must occur? (Small)
  2. Make a powerful list and engage an accountability partner
    • Stop doing
    • Start doing
    • Do more of
    • Do less of
  3. Work backward from the achievement.
    • Visualize the end result
    • Reverse engineer your timetable
    • Chunk it down into bite-size deliverables

I’m reminded this time of year it really does not matter how you started the year it only matters how you’ll finish it. Calvin Coolidge, said it best, “Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.”

This week at JPAR we’ll be having a private live session on the 7 steps to crush the last half of the year with 3 very specific strategies proven to drive results. This, along with – our detailed 26 point business review – and our 3 part series on lead generating like a boss will clearly differentiate the committed from the interested. If you’re interested, you can reach us at [email protected]


Episode 63: Success From Scratch

Episode 63: Success From Scratch

Andy Brumbaugh, owner and Broker at JP & Associates Magnolia Group in Columbia, South Carolina sits down with Mark Johnson to talk about his experience owning a JPAR’s franchise.

Andy fell in love with Real Estate right after finishing College, and not long after that, almost 13 years ago, he met someone who would make a difference in his career.

Andy delves into his techniques on managing workload and goal setting: for him, focusing on his mission every single day and going back to the basics are key habits to avoid feeling overwhelmed.

Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success from Scratch’ anywhere you listen to your favorite podcasts.

“If your goals don’t scare you, then you’re not dreaming big enough” – Andy Brumbaugh, paraphrasing Ellen Johnson Sirleaf
4 Step Post-Conference Guide

4 Step Post-Conference Guide

Professional conferences are an unparalleled opportunity to build your network, get new ideas, deepen connections and get out of your routine and shake things up.

Yet so many of us fail to act… why?

Because you probably went home with loads of information to digest and a feeling of being overwhelmed. So plan a post-conference action plan that empowers you.

The key is taking ACTION.

Here are 4 steps to maximize your conference investment:

1. Network post the event – Don’t forget those connections you made. Close the loop, follow up and build relationships for referrals, accountability and more.

2. Leverage your social channels – How can you communicate your time investment to show potential customers your commitment to excellence and serving them at the highest levels? Make your public posts about serving your customers and potential customers better.

3. Organize your notes into a checklist for the items you are committed to act on and share them with an accountability partner, mentor or coach. Do you have a checklist? A checklist not only helps you get more done, but your brain loves them. According to research summarized by best-selling author Maria Konnikova, here are some of the reasons why:

  • Your mind seeks organization. Lists tap into our preferred way of receiving and organizing information at a subconscious level; from an information-processing standpoint, they often hit our attentional sweet spot.
  • When we process information, we do so spatially. For instance, it’s hard to memorize through brute force the groceries we need to buy. It’s easier to remember everything if we write it down in bulleted or numbered points.
  • Your mind wants to categorize. We can’t process information quickly when it’s clustered and undifferentiated (like in standard paragraphs). A list feels more intuitive.
  • Your mind wants to know how long this will take. The more we know about something—including precisely how much time it will consume—the greater the chance we will commit to it.
  • List completion is self-reinforcing. We recall with pleasure that we were able to check something off the list. This makes us want to go back to the list for another dopamine hit.

Do your brain a favor and break down what you learned and your action steps into a series of checklists.

4. Take action NOW! – Don’t wait! Nothing good happens when you wait.

So there you have it, 4 steps to win the post-conference game.


Episode 62: Success From Scratch

Episode 62: Success From Scratch

On this episode of Success from Scratch we hear it from Stephen Smith, a JPAR agent working in the Austin, TX office. Stephen has learned the trade on both ends: as a professional in the home building industry and as a REALTOR®, and that indeed has given him some competitive advantage.

Stephen reveals what got him hooked in the Real Estate industry, and how stepping away from the ‘busy bee’ mentality and into the ‘consistent and intentional’ mindset landed him ongoing results.

Also, did you know that sending physical letters and being personal still works as an efficient marketing tool?

Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success from Scratch’ anywhere you listen to your favorite podcasts.

‘Whatever you’re best at, stick with it and it will pay off.’ – Stephen Smith, JPAR Austin
Episode 61: Success From Scratch

Episode 61: Success From Scratch

On this episode of ‘Success from Scratch’ Mark Johnson, CEO of JP and Associates REALTORS® sits down for a conversation with David Caraccio, from JPAR San Antonio, TX

David reveals about his time as a medic in the US Army and how that helped him successfully transitioned into Real Estate Sales. David also revealed how he overcame his biggest hurdle: lead-generation. Want to know how finding a Chiropractor actually helped him with goal-setting… you’ll have to tune in and listen to the full story.

Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success from Scratch’ anywhere you listen to your favorite podcasts.

“What are you doing today to add value to lead generation?” – David Caraccio, JP and Associates REALTORS®



What we can learn from Louis Pasteur

What we can learn from Louis Pasteur

Friday night reading – you know I love breakthrough stories.

I knew Louis Pasteur was the father of microbiology and known for his discoveries of the principles of vaccination, pasteurization, and the causes and prevention of diseases. I knew his discoveries have saved many lives. I didn’t know the sacrifice, the danger and the obstacles he had to overcome:

  • To find the cure for rabies he had to endure working with mad dogs and overcome extreme doubt about the first test injection;
  • He was mocked and ridiculed for suggesting hand washing to prevent infection and the spread of disease. It took 19 years before that practice was widely accepted;
  • One of his colleagues died helping stop the spread of cholera in Egypt, he wrote “he died on the battlefield of science passing through this life with a higher thought to which he sacrificed all else.

I know most of us aren’t solving such complex problems, yet our obstacles have the same impact on whatever we are trying to accomplish.

What I learned from Louis is:

• Despite his doubts and fears, he continued to take action
• Despite the confusion, lack of clarity he kept moving forward
• He stepped backed to gain perspective vs becoming overwhelmed
• He became resourceful, seeking out the necessary help
• He distanced himself from any drama
• He stayed focused on his commitments despite his feelings
• He developed and refined a growth mindset

My biggest takeaway is: it is vital you take consistent action in spite of your fears and doubts.


Episode 60: Success From Scratch

Episode 60: Success From Scratch

On this week’s episode of Success from Scratch we hear from agent Belinda Duff, who’s been championing the ‘CAN DO’ attitude since an early age!

Belinda shares her success tips for furthering your business such as a growth mindset, getting out of your comfort zone to increase your leads and keeping an updated database, to ensure a steady communication with your clients. Also, Belinda shares the lessons her dad taught her at a young age.

Now available on the go: listen to inspirational stories on all podcast platforms including Apple Podcasts, Google Play, Spotify, just search ‘Success from Scratch’ anywhere you listen to your favorite podcasts.

“You can’t think of Real Estate only as a transaction, it’s much more than that.” – Belinda Duff, JP and Associates REALTORS®