Ep #41: Secrets of a Wall Street Journal Top 250 Agent

Geoff interviews mega-agent Karen Briscoe on how top agents decide which LOs and title reps earn their business, using the example of title rep Wade Vandermohlen who broke through by teaching video marketing and hosting lunch-and-learns. Karen also shares the framework behind her book 'Real Estate Success in 5 Minutes a Day' and Geoff maps out a specific video strategy LOs can use with the book to stand out. Best for LOs trying to crack high-volume listing agents who already have vendor relationships.

Takeaways you can run this week

• Buy 10–20 copies of Karen Briscoe's 'Real Estate Success in 5 Minutes a Day' (~$20/copy on Amazon), write a handwritten note referencing one specific tip from the book, and mail one to each of your top target agents this week.
• Launch a weekly video series titled 'Success Tip of the Week' using one entry from Briscoe's book per video: hold up the book on camera, share the story and concept in under 2 minutes, and tag or email it to the 10–20 agents you mailed copies to — this creates an ongoing conversation hook.
• When prospecting a resistant top agent, offer to send one or two of their staff members to your next lunch-and-learn on video marketing or social media (as Wade did) — getting staff through the door builds the relationship even when the principal says no.
• Tell agents explicitly: 'Call me when you have a tough loan situation' — and when they do, perform. Karen cited a lender who broke through solely because she delivered on a hard file after repeated soft contacts.
• Do a LinkedIn search on every listing agent you plan to meet before the appointment: find shared connections, neighborhoods, or interests to open with — Karen named this as a specific pre-meeting habit she uses.
• Host a team meeting or lunch-and-learn for an agent's office using a single topic from Briscoe's book as the discussion prompt — Karen confirmed agents and team members are already doing this format and it resonates.

The playbook

1. 1. Identify 10–20 high-volume agents you want to reach in your market.
2. 2. Purchase bulk copies of 'Real Estate Success in 5 Minutes a Day' by Karen Briscoe (bulk orders via fiveminutesuccess.com).
3. 3. Write a personalized handwritten note referencing one specific tip from the book and mail a copy to each target agent.
4. 4. Follow up by launching a weekly video: pick one tip from the book, film a 60–90 second share ('Here's this week's success tip from Karen Briscoe's book…'), and send or post it tagging/emailing your target agents.
5. 5. Invite agents to bring their staff to a lunch-and-learn where you facilitate discussion of 2–3 topics from the book.
6. 6. Stay persistent through the no's — Karen's relationship with Wade required multiple touchpoints over months before she converted; track follow-ups in your CRM and do not drop contacts after 1–2 attempts.

Worth quoting

“To close a loan on time, provide market rates, and give good service is basic. So what are you going to do above and beyond?”

“80% of sales is made after the fifth contact. Most people give up after the first or second.”

Best for

LOs who are stuck pitching rates and service to top agents and getting ignored — this episode reframes the entire approach around agent business growth instead.