Dan Jones scaled from selling 40 homes individually to projecting 200 for his team by building systems for lead follow-up and tracking numbers. He uses DISC personality profiles to place agents and runs intense team retreats to keep everyone aligned on targets.
Questions this video answers
About 40–45 homes per year.
Approximately 50–55 homes.
104 homes.
Over 200 homes (aiming to double the business).
Agents who started with him around the 15–25 homes mark are now consistently hitting 25–35+ homes.
Yeah, it was more just kind of guidance systems putting things in place. I had just a big mess of who knows what, just selling, running around, doing a lot of homes kind of aimlessly, but really just putting together a plan to know where I wanted to go and systems to get me to where I wanted to go. I've always individually been consistent of about 40 to 45 homes. This year I'll probably knock on the door of 50 to 55, but more on a team look, most of the agents that started with me around that 15, 20, 25 mark, they're all consistently hitting 25, 30, 35 plus homes. At this point we should be on pace. Last year we closed 104 homes. We should be on pace at this year for over 200 homes, which is a huge step doubling the business this year. But just putting everything in place and knowing and being able to predict kind of what's going to happen. As long as you do X, Y and Z, these results are going to happen. Several things have helped the past year. The first six months was really focusing on the buy side and coming down with a system that was predict with the amount of leads that came in and how to follow up and really dialing that in and help holding Everybody accountable. Months six through 12 was really focusing on the number side and tracking those numbers then. Now starting this new year, it's been more understanding who we are, understanding who the agents are, what their goals really are. Not just on paper, but both, you know, from a family standpoint, from a team standpoint, from a financial standpoint. But using that disc profile most recently in the last few months and just being completely open with the team about who each one of us are and actually sharing everyone's disc profile right there at a table to understand like why, you know, Clay doesn't like to do this. I made everybody. At our team last team meeting, we were nine and everybody walked in. We have a lot of highest personalities, but with a lot of why's that? They're just kicking ass. I made everybody sit in different spots and the very first question is why? Why am I doing this? Because it's taking everybody out of their comfort zone, but at least making your team aware of their natural traits and really using that disc Prof. You know, to put piece these things together but to really understand who we are, who you are and who we are. So that's really pretty awesome. I hate to use the word retreat because it sounds, I associate that word retreat with like, you know, a really, really old lady going to, you know, a Bible thumping type, you know, but it's really a retreat. And it's a time to relax, listen, learn, grow. It is intense. Sometimes too intense. But those two intense moments, you know, you just kind of take with you and just grow from them.
