November 21, 2018 SUCCESS CALL
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Download FULL Running Time: 55 minutes
Wendy Papasan is with Keller Williams in Austin, Texas. Last year she closed 245 transactions with a total sales volume of 74 million. Her average sales price was 305 thousand of which 60% were buyers and 40% were sellers.
Wendy has a 28 member team: 19 agents, 1 showing partner, 2 inside sales agents, 1 listing manager, 1 contract manager, 1 marketing director, 1 director of growth, 1 operations director, and 1 CEO/team leader.
Wendy is the team leader of Papasan Property Group. She has been an agent for 9 years and works the Austin, Dallas, Houston, and St Lewis markets.
In this call, Wendy talks about:
- Starting part time as a stay-at-home mom and selling 18 homes her first year
- Building a 6th Level business by supporting the growth of others
- Her “Big Why” and 6 core values that are the foundation of her team
- Why her job switched to lead generation of team talent
- Building a team around systems, administration, and support instead of centralized lead generation and distribution
- Why she expanded outside her local market, how she picked the locations, and mistakes made that created a stronger team
- Her tiny budget annual marketing plan for repeat and referrals from past client and sphere of influence that results in 56% of her business
- Why you should focus on building a moat around your database
- How she got 28% of her business last year by referrals from other agents
- Her NOT to do list
- Team dynamics, compensation, profit margins, and more
- 245 closings
- 74 million sales volume
- 28 member team:
- 19 agents
- 1 showing partner
- 2 inside sales agents
- 1 listing manager
- 1 contract manager
- 1 marketing director
- 1 director of growth
- 1 operations director
- 1 CEO/team leader
- agent referrals
- expansion teams
- repeat & referrals
- past clients
- sphere of influence