Lars Hedenborg scaled from solo agent to 400+ deals by hiring administrators for back-office work and agents for transactions, then partnered with eXp Realty. He ditched his coaching business to focus on buyer-side direct response marketing instead of cold-calling expired listings.
Questions this video answers
$30,000 a year
Three months ago (from the time of the recording)
About two were listings
Sold 44 homes in his first full year; about 2–3 listings that year
248 deals (he performed one of those transactions)
As I talk about anything, time management, productivity and like wasting time, there is no judgment. If I sound preachy, I'm not judging. I went down, down the path of systems and leverage and really quickly hired my first administrator, just the two of us for a couple of years, went to 58, hired my first agent and then another agent after that. Then 1 18, 178 deals. The year we did 248 deals I did one of those transactions. Any advice I give you is based on me having done the thing until I fully baked it into a system that I could then hand off to either an administrator if it's lower dollar productive activity or if it's higher dollar productive activity, hand it off to an agent. And so for those of you formally in our world now you guys have access to everything I've ever built. My latest and greatest stuff I used to charge $30,000 a year for. If you're partnered with Captivate, who's partnered with me and I literally three months ago shut down my, my coaching business. So I'm not accepting money. I have a few long term clients that are still coaching with us but there's no new clients coming into the paid side of real estate B school. So we are completely all in on the only way you can get all of this stuff, the latest and greatest and all the updates is to partner with us at Exp Realty. I spent my first two years or so with a single two direct response buyer lead gen source. So it wasn't paid traffic back then. I think I did like a classified ad for distressed sales at the time. It was that great, great financial crisis years and I only worked with buyers. I think my first 27 transactions, I think two were listings and they were just a couple friends of mine that had to sell. Of the 44 I sold my first full year, I think there was like two or three listings. So I mastered the buy side, built all the systems around it and then handed that off when I pivoted into listings. I remember I followed a guy that it seemed like a good idea to call expireds and the way he made it sound was like, you know, he sells, sells over 100 homes per year, mostly listings, calling FSBOs and expires, cold calling. I tried it once and I had, I guess I had really thin skin back then. I had a guy just not be nice to me. Like he just belittled me and I was like there's no way I'm going to do this every day. I made the commitment early on just to become a good direct response marketer. And instead of calling expires and Fizbos, I was going to get them to call me.
