EP. 64 Real Estate Shifts Post Covid w/ Chris Prefontaine

🎙️ The Success Agent Podcast Recap – JP Fluellen x Chris Prefontaine

JP Fluellen kicks off the episode with a focus on helping real estate professionals, from rookies to seasoned pros, elevate their game. He also plugs Real Brokerage as a growth platform for entrepreneurial agents and teams: 👉 go.joinreal.com.

JP welcomes Chris Prefontaine, founder of Wicked Smart and Smart Real Estate Coach. Chris is a four-time bestselling author, Forbes Business Council member, and host of a top 0.5% podcast globally. He shares how his team went fully virtual post-2020 and how this pivot allowed them to expand across the U.S. and even internationally.

🔑 Key Highlights:

• Virtual Shift & Deal Structuring
  Sellers are now more open to virtual interactions. Chris emphasizes 10-year term deals to offset rate volatility. He highlights how the community has expanded training, including live deal structuring and office days.

• Low-Interest Mortgages = Big Opportunity
  Many existing mortgages are under 6%—some under 4%. Their team uses virtual assistants and niche lists to find and lock in these deals.

• New “Distressed” Data Strategy
  Wicked Smart now taps into a "distressed" list (missed car/utilities payments), letting them act before mortgages go delinquent. They're testing outreach based on levels of distress (ranked 1–5).

• Referral Growth
  Realtors and wholesalers increasingly refer deals that don’t fit traditional lending—because Wicked Smart can still close them.

• Smart CRM Upgrade
  Chris shares how their CRM now includes AI call transcription, critiques, and web integration, streamlining the whole operation.

• Call Tips for Investors
  Top newbie mistakes: being unprepared and lacking confidence. Chris suggests recording your calls, getting coached, and focusing on helping others. JP echoes this—confidence and clear communication matter, even if you start robotic.

• Conversion Metrics
  Their community gets a deal under contract on 1 out of every 4 appointments. Urgency, follow-up, and timing are critical.

• Three-Payday System
  Chris breaks down how they earn $45K to $350K per deal using:

  1. Down payment

  2. Monthly cash flow spread

  3. Principal paydown + backend markup

  This system works with buyers who need time to become bankable.

• Legal Structures & Risk Avoidance
  They use promissory notes, land contracts, and sub-to structures—depending on the market. Chris stresses the importance of a solid legal team and doing deals by the book.

• Community Advantage
  Whether it’s finding the right title company or solving tricky deals, Chris says the support network cuts your learning curve and helps avoid lawsuits. He shares a story of an Arizona member who nailed this within days.

• Reality Check & Offers
  Wicked Smart’s core philosophy? “Tell the truth about the truth.” Set real expectations and back it up with action.

🎁 FREE RESOURCES
Grab Chris's book (just cover shipping): 👉 wickedsmartbooks.com/JP
Register for their free workshop: 👉 smartrealestatecoach.com/mastersclass

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🎧 Whether you’re building your first rental portfolio or scaling a team, this episode is packed with tactical gold. JP and Chris deliver actionable strategies, mindset shifts, and systems that work in today’s market.

Check out Real Brokerage: 👉 go.joinreal.com
Get coached. Record your calls. Join a real community. This is how you build wealth while helping others.