March 21, 2016 SUCCESS CALL
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Erik Hatch – Mailer – Pie Giveaway – Front
Erik Hatch – Mailer – Pie Giveaway – Back
Background:
Erik Hatch is with Hatch Realty in Fargo, North Dakota. Last year he closed 516 transactions with a total sales volume of 108 million. His average sales price was 210 thousand of which 58% were buyers and 42% were sellers. He has a 27 member team: 4 buyer agents, 4 showing partners, 3 listing agents, 2 listing assistants, 3 inside sales agents, 1 sales manager / productivity coach, 2 transaction coordinators, 1 marketing director, 1 photographer, 1 graphic designer, 1 event coordinator, 1 expansion partner, 1 front desk, 1 broker, and 1 team leader.
Erik Hatch is the team leader of the Erik Hatch Team. He has been an agent for 10 years.
In this call, Erik talks about:
- How he went from selling 50 homes to 500 homes in 5 years
- Selling zero homes his first year
- For the first 5 years, he was a part-time agent and sold 58 homes in total
- In the sixth year, he went full-time and sold 52 homes with 1 part-time assistant
- The next year, he multiplied his production by a factor of 4 and sold 192 homes
- The next year, his team sold 246 homes while Erik personally sold 151 homes
- How to find and hire the right people
- Why you want to “hire culture and train skill”
- Description of his 10 hour hiring process
- The “buyer agent – showing partner” model: who does what and compensation
- The 300k per year buyer agent
- His top listing agent listed 125 homes last year
- How 2 socially awkward ISA’s converted an extra 280 transactions last year
- Why lead conversion is more important than lead generation
- Follow up strategy and script
- Why he and his team never asks for a referral, yet get 50% of their business by repeat and referrals from past clients and sphere of influence
- 7 past client event themes that result in business
- Team dynamics, compensation, profit margins and more
2015 Stats:
- 516 closings
- 108 million sales volume
- 27 member team:
- 4 buyer agents
- 4 showing partners
- 3 listing agents
- 2 listing assistants
- 3 inside sales agents
- 1 sales manager / productivity coach
- 2 transaction coordinators
- 1 marketing director
- 1 photographer
- 1 graphic designer
- 1 event coordinator
- 1 expansion partner
- 1 front desk
- 1 broker
- 1 lead agent
Niche:
- 7th level team
- internet leads
- repeat & referrals
- past clients
- sphere of influence