Sep 20, 2022
On today's episode, Jeff talks
with Sarah Knaver and Victoria Velazquez who did over $100 million
worth of sales in 2021; They are in the top 1% of agents in the
country.Victoria and Sarah talk about their journey and experience
in real-estate and when they decided to scale and hire team
members. Tune in.
- Real estate had always been in Victoria's
sphere in different ways, and she always had kind of thought about
doing it. She always felt like it was a career where you really got
rewarded for the effort you put into it, which was very appealing
- Victoria and Sarah talk about their career
journey and how they got into real-estate.
- Victoria Velazquez was an undergrad at USC
where she earned a bachelor's in public policy, planning, and
development with an emphasis in real estate finance.
- Sarah obtained her real estate license in her
senior year of college while pursuing a liberal arts degree at
- If you are interviewing somebody that has a
team, Sarah always recommends interviewing somebody that is new on
the team and somebody who is more of a veteran on the team so that
you can get a sense of how their growth has been.
- Sarah has heard from several different new
members on teams or assistance to people that one of their biggest
challenges with whoever they just started working for in real
estate was that person was now no longer in the office and they had
no sense of direction as to what to do.
- It is important for people to understand that
if you want to be a successful real estate agent, you can be an
introvert, but you can have a disadvantage to extroverts, says
- Victoria didn't have a ton of clients, so she
thought about anything and everything to execute for these clients.
She would go above and beyond in the beginning.
- Sarah had always assumed that her clients were
super busy. They don't have time, and they don't have
knowledge. She always thinks of ways to make the deal perfectly
easy and clear for them so that they understand pros and cons and
can make a decision along the way.
- Mostly Victoria and Sarah have their own
listings that they say are open, but they do work with other people
- If you got into the real estate business and
you want your weekends off, you got into the wrong business, says
- “When we are sitting with people at an open
house, we try to have something to do that is productive, but also
not so important that you are then not being in touch with people
that you plan,” says Sarah.
- Finding someone good is the hardest thing, but
when you find great people who are just such a good culture fan
with great energy can really make a huge difference and can be net
positive for the business, says Sarah.
- Speaking with clients and negotiating with
other agents and visiting sites are probably the only three things
that really, we should be doing and need to be focusing our efforts
and time, says Sarah.
- People get into this business being like I have
no schedule; I have nothing planned but we are the opposite of
that. We want things to be structured, says
3 Key Points:
- Victoria and Sarah talk about the
differentiating factor that might be overarching them from their
- What about open houses? How successful are
they? Sarah and Victoria describe how they are different now than
they were in the beginning.
- Your career can look however you want it in
real estate and that's what is also beautiful about this business.
As per Victoria, anyone can do it.