We were lucky to catch up with Brandon Zellers recently and have shared our conversation below.

Brandon, appreciate you joining us today. Can you open up about a risk you’ve taken – what it was like taking that risk, why you took the risk and how it turned out?

My journey started back home in Kansas City, Mo. I woke up on August 22, 2019, extremely hungover, hopeless, and ultimately defeated. I knew I needed a change in my life and alcohol was the root of my problems. I began my sobriety journey on this day and on August 28, 2019, I packed a bag and hopped on a one-way flight down to Florida seeking clarity and mental stability. I was exhausted and needed to take some time for myself to figure out my next steps in life. At the time, I had no idea the impact these decisions would have on my life overall.

Fast forward to February 2020 — I was six months sober, working in medical sales, and had just acquired my first rental property. Little did I know the acquisition of this property would expose my passion for all things real estate. I became obsessed with searching for more properties and learning about every possible investment strategy that I could find. Over the next couple of months, I continued consuming all things real estate and upon these deep home searches I stumbled on the one house that would ultimately change my life, 146 Montgomery, also known as, “Mont Blanc.” This property was absolutely stunning from the grand foyer staircase to the unparalleled panoramic views of the Gulf of Mexico. With a list price of $14,995,000 and a Google Maps ETA of 20 minutes, I realized what needed to be done. I immediately googled “Real Estate School Near Me” and found a seven-day in-person course with ONE seat left that was starting the next day. I signed up and walked into that class as I had never walked into any prior school class before, with a mission and purpose. I knew that I had found my passion and that trusting the process was all that was left to be done. On the second day of real estate school, I went back online to see who the Realtor was on Mont Blanc and read “Jonathan Spears.” Remember, I was new here so I didn’t know a ton of people in the area. I googled him and was blown away by his poise, success, and accomplishments at such a young age. I knew I needed to connect with him somehow.

The next day in class I stepped outside on our lunch break and called the brokerage where Jonathan hung his license.

I was in no position to be calling one of the top brokerages in a thriving market, asking for a spot but I did it anyway.

On this call, I introduced myself and explained to the broker how I was brand new to the area and even more brand new in the real estate space. The broker chuckled and told me how they do not hire new agents and that the industry is very competitive. He mentioned there were agents with 20+ year tenures from other markets looking to relocate and join the brokerage who they ultimately have passed on. I was thrown off because I was not expecting to hear that on this phone call but when he left me 10-15 seconds to pitch myself, I made the absolute best of it and ended up closing the conversation with a scheduled meeting set for the following week. I was fired up and spent the rest of the week completing my real estate course and researching the broker to ensure I was thoroughly prepared for our meeting.

Monday came and I had an incredible meeting with the broker. One key point I hit on during this meeting was that although we are selling real estate in a beach town, I do not have a beach town mentality. I explained how I grew up in Kansas City and how the city hustle molds an entirely different salesperson than someone who might have grown up in a beach town. Mind you, I thoroughly did my research on the broker and specifically noted that he also relocated from a big city where he built successful businesses himself. It takes one to know one. He ended the meeting by telling me he would be reaching out to “Spears Group” as he thought I would be a great fit. My mind was of course blown and I became even more fired up once I realized Spears Group and Jonathan Spears were one and the same.

I met with the Spears Group multiple times while waiting to pass my real estate exam and they ended up bringing me on board. During my first year on the team, I closed $34,000,000 in sales while starting Drive Destin, my luxury rental car business.

I look back and question how I ended up on one of the top real estate teams in the country, but then I remember it was the same way I got up on August 22, 2019, and quit drinking cold turkey, or the same way I took a financial risk in February 2020 to acquire my first rental property or the same way I grew a business from 0 to 18 cars in a year in a half with Drive Destin. The greatest things in life are on the other side of fear.

Any advice for growing your clientele? What’s been most effective for you?

My most successful strategy for expanding my clientele involves mastering my market expertise and initiating cold calls with owners to establish meaningful relationships. I’ve discovered that maintaining proactive engagement in daily interactions has significantly boosted productivity and fostered substantial growth in my client base.

Any fun sales or marketing stories?

One of my most memorable sales experiences involved a stunning property situated in the prestigious neighborhood of Alys Beach. This particular sale set a record at the time and significantly amplified our team’s marketing exposure. However, the true highlight of this story was its origin. The lead for this sale emerged from a cold call I made in Miramar Beach, approximately 30 miles west of Alys Beach. Initially focused on prospecting investment properties, I contacted an owner to inquire if they were interested in selling their Miramar Beach property. Despite initial reluctance and the owner’s decision against selling, I chose to persist rather than conclude our communication. I delved deeper, asking more personal questions about his relocation and future plans.

Gradually, the seller opened up, sharing details about a property he was constructing in Alys Beach with intentions of relocating his family there. Over time, I maintained contact, meeting for lunches or coffees during his visits, and gradually evolved into his go-to person for real estate discussions. I kept him informed about market conditions and major sales, establishing a bond beyond mere business.

However, as the property in Alys Beach neared completion, his family decided against relocating. Subsequently, he entrusted me with the sale of the property. Recognizing the enormity of this opportunity, I became deeply engrossed in understanding the nuances of that neighborhood to ensure I was the perfect fit to sell his property. Ultimately, I successfully sold his house for $6,000,000, marking the highest sale at the time.

This story holds a special place for me because it presented multiple chances for a transactional approach, but I opted to focus on building a genuine relationship. This decision allowed me to become the trusted advisor that the owner and his family ultimately relied upon.

Contact Info:

• Website: https://spearsgroupfl.com/
• Instagram: https://www.instagram.com/bzellas/?hl=en
• Facebook: https://www.facebook.com/JonathanSpearsGroup
• Linkedin: https://www.linkedin.com/in/brandon-zellers-b2b551184/
• Youtube: https://www.youtube.com/channel/UCrV1pHvs2KjnRbT33CkANPQ

Image Credits
Image Credit: Spears Group