How to hire a listing agent for your real estate team. Recruit from your existing buyer specialists rather than outside, look for high D and C personality types, and structure their role around appointment prep, comps, presentations, and pricing. A listing agent handling 60-75 deals yearly can earn $100k-$140k.
John says, how do we introduce a listing partner into our business? I would do it from I think the best. I don't think we'll, I'll ever hire a listing partner off the street into my business for where my business is now. So I've got five buyer agents and two listing specialists. And someone asked me why do you say buyer partner or buyer specialist? Or buyer agents, we call them specialists. So buyer specialists. I've got five and two listing specialists. So I would bring someone over from the buy side. That's what we did when we lost a listing specialist earlier this year. She was our number one producer. And the cool thing was is our business really didn't skip a beat when she left. As much as I loved her for the time she gave us and she sold like 130 properties in two years with us or something, she was my true replacement. Our business pretty much ran well with her leaving. We only lost one listing that left with her because of the way our system is built. So I would say if there's someone on the listing side that on the buyer side of your business. The only difference between a buyer agent and a listing agent is that a listing agent needs, needs D so you can get away with a buyer agent, you know, 35 to 50 D on the disc scale where a listing specialist will need, you know, they need to have their D dialed in and C2 I think you know, for them to sort of present, although I guess they can sort of do it as part of a spiel. But to be able to present data and really earn the respect of the sellers I think is important. And we'll get into the listing process here. Let me finish answering John's question here. If you know, it's just perfect world you'd be able to bring someone over from the buyer side. It's not a hard position to recruit for because everyone knows you could basically say, I mean your responsibilities are, you know, we're going to set 90% of the appointments for you. Takes the pressure off of you having to generate business so you can eliminate all of, all of your expenses will be totally eliminated. You have zero expenses when you join our team and you'll be responsible for, you know, some appointment prep, pulling comps, doing an equity evaluation. Hopefully your staff will do the equity evaluation for them. You grab your materials, you present your listing presentation, you get the paperwork filled out, the home price properly, you do your weekly calls, your 30 day market reviews, you get them under contract, you negotiate the repairs and you attend closing. And so you have no expenses, and you can consistently sell. You know, think about it. John and I talked about this the other day. You know, if I took a listing agent position on my team, I could sell like 200 homes a year. You know, I would tear it off. If my life depended on selling 200 homes. I could, I could do it, no problem. But you'll, you'll be lucky if you find someone to do 60 to 75 because, you know, people just aren't like us, the ones that are on the call here. So anyway. But I think it's totally possible to sell more than 100 homes if you have that system set up properly. And ours is pretty highly leveraged for our agents. They don't do a lot in the process. So you just advertise for it. I think I have. You can send me an email. I might be able to find an ad for you. But it's an awesome opportunity for someone. So you're basically telling someone, hey, listen, I sold 60 listings last year. I could have done more. But I'm doing all this stuff with the team. I want to have you replace me in all of that production. So my average price point is 250. You'll at least get 60 sales, if not 75. And you just run the numbers. It's not real complicated. So when you're looking at the numbers, you'll pull up agent and team goals. Let me pull up this here real quick because this is, you know, agents know. So this, you're probably going to be pulling, pulling someone into this position. So if you look at listing agent comp, and this, this is in your Dropbox, you know, I think 60 is completely achievable. If your average price point is 250, you should be getting more than 3%. But whatever you charge, you can enter there. If you can bring in 20% of your business from your sphere, 80% businesses from the team, or let's even do the it's $100,000 job easily. But then there's transaction fees. On the 60 you may get equals, you know, 40 times 200. So there's an additional 8,000. So it's $115,000 job. There's like less than 5% of my agents, agents in my market that net more than 100 grand. End of the day, net more than 100 grand. Less than 5% of agents. So that's the pitch. You print out this one sheet and then you put print out another sheet and say if you can do 75, which I totally think you can, you add a little line in here for transaction fees. It's $140,000 a year position, and our agents don't work Saturdays or Sundays. Very rarely do they work unless an offer comes in and they want to negotiate it.
