A real estate agent doubled their deals from 60 to 120 in one year by calling buyer leads every morning, running intensive role-plays, and hiring an admin named Tia to handle listings and closings. They pulled over 100 leads from Craigslist and blocked off Tuesdays, Thursdays, and weekends for dedicated calling.
My ability to get really good at inside sales and specifically calling buyer leads and then bringing in agents around me and teaching them how to do it and holding them accountable. That's what took me from being a 30, 40, 50 deal solo agent to hiring an admin to going right to 120. So in one year I went from 60 to 120 and it was because I was willing to grind it out and do the shitty. Julie still remembers, my wife still remembers. When I was up every Tuesday and Thursday we had a newborn and I was upstairs making calls from 6, 30, 8, 30 every Tuesday and Thursday and the other Monday and Wednesday I was out working with clients and then on Saturdays 10am to 12pm If I couldn't get in touch with somebody, Tuesday and Thursday I was calling from 10 to 12pm I did a lot of low branded buyer lead gen still works. I know people have gotten away from Craigslist. We get over 100 leads from Craigslist still. We just drive them to a buyer lead gen platform and they register and it works really well. Simple script. But I was really good at just laying that gold brick in front of them and really convincing them. I just got off a call and this was another newer client and I'm not picking on him at all because it's all part of the reason he found me. He has not mastered this yet and he's trying to bring. He has an ISA and also another agent and he's not mastered lead generation. And so it's really important that you are going to lead your company with this one sort of basic fundamental thing. Anyway, I listened to role play calls for like every time I was in the car, I listened to a billion roleplay calls. I downloaded calls back to like 2003 and they were mostly the same stuff but I had it like down pat. So at that time, I don't do buyer lead management and top producer now, but at that time I did and I just got real busy. It was probably early 2008 that I hired Tia and she's still with me, which is pretty cool. She did it all. Really did it all. I didn't have anything. I didn't have any kind of job duties. So don't. You would never. I would never have you do it the way I did it. But she had three main functions. Four really. She was my listing coordinator, my closing coordinator, my marketing administrator. I would kind of design the marketing system, she would execute it. And then she was just kind of a runner. She was licensed, she would go to closings, she would run signs, whatever it took, she would do. She bonds the vision. You know, she trusted me. She still tells me, like, I'm going to retire with you, you know, so you better not shut this business down ever. You know, she probably got 12 or 15 years left to work. But I look back at that, at that one hire and I've seen other guys not have that, that one hire that worked out and that was a long term person. So that really gave me the stability to be able to take the next step. So really, for those of you that don't have, most of you do have an executive admin, but if you don't, it's a very critical position.
