Are you ready to become a top producing real estate agent? Today on the show we have Super Agents Cathy Manchester who is currently the number one Keller Williams real estate agent in Maine. Cathy started her career 18 years ago and quickly found she had a talent for lead generation. But then she had another problem- she was stuck and overworked trying to handle 100 transactions a year. With some help and coaching, Cathy learned how to build a team and today closes over 200 transactions!
How To Build A Team That Sells 200+ Homes Every Year
In order to ensure the growth of your business, your team always needs to be focused on producing and closing leads. Here’s how to create a team that will sustain massive growth:
- Know Your Role: In a successful team, every agent and team member knows the role they play within the group. Make sure you outline these roles clearly before you start hiring and make sure you fill those positions with the right people.
- Be A Team Player: As the leader, your job should be to focus on the dollar producing activities and help your agents be the best at their jobs. Show them that you work just as hard as they do and care about their success. Cathy makes sure to report all the leads she gets to her team every week. This keeps her accountable and keeps her team focused.
- Support Them With Systems: You can’t fix what you don’t track. In order to have a team that will achieve massive growth, you need to make sure you have systems in place to support lead generation, follow up and presentation. Make sure everything you know is duplicatable and can be tracked or taught to other members of your team.
- Hire The Best: Hiring the wrong person can take time and money away from your goal. Make sure whoever you are interviewing is open minded and willing to learn processes that may differ from their own.
- Start Slow: Just as staying small can hurt an agent’s success, so can growing too fast. Adding more people and more marketing costs more money, so start slow. Steadily add people to your team when you find that you are hitting your limits and don’t have any more room to grow without help. This usually means you start with an agent, and as you get more leads, start hiring buyer and seller agents.
Doubling Your Business With Proper Marketing
To get to 200+ transactions a year, Cathy had to invest in marketing channels that would gave her the most ROI. For her, that’s been Boomtown and radio.
Boomtown
- Buyers: If you are a buyer agent or looking to expand your business with some buyer side transactions, you should definitely consider Boomtown.
- Speed: Because Boomtown leads can often be sent to different agents, speed is key in winning that transaction. If you wait more than 15 minutes, you have a 75% chance of losing that lead.
- Support: Oftentimes when you get Boomtown, you are overwhelmed with numerous leads. Delegate an insides sales agent on your team to help you manage these leads by taking calls and emails, and screening leads to be handed off to the proper agents.
Radio
If you want to add 100 listings to your business; Radio is the silver bullet. Reach out to Toby and see if radio is right for you.
- Listings: If you are a listing agent or looking to expand your business with some sell side transactions, you should definitely consider radio.
- Find Your Voice: With many different radio stations, you need to do your research and find out which stations your leads listen to.
- Budget Accordingly: Radio is a big investment, so it’s important that you budget accordingly and have the funds in place to keep this lead source running.
What’s Next?
Now that Cathy is comfortable selling 200+ houses a year, she has her eyes on reaching 300 transactions. To reach this, she sees consistent follow-up, an updated database and adding more buyer agents to her team as the 3 important things to focus on.
Books For Agents
The Servant Leader by James Autry
Rich Dad Poor Dad by Robert Kiyosaki
Get a free copy of either one of these books using our link www.audibletrial.com/superagentslive
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Get In touch With Cathy
Visit her website at: cathymanchester.com
