March 21, 2017 SUCCESS CALL
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Background:
Vicky Blair-Martin is with Coldwell Banker in Elko, Nevada. Last year she closed 140 transactions with a total sales volume of 33 million. Her average sales price was 241 thousand of which 30% were buyers and 70% were sellers. She has a 5 member team: 1 buyer agent, 1 transaction manager, 1 listing manager, 1 runner, and 1 team leader.
Vicky Blair-Martin is the team leader of the Blair-Martin Team. She has been an agent for 25 years. She works the Elko and Spring Creek markets.
In this call, Vicky talks about:
- Starting part time in real estate and making more money than her prior full time job as a dental assistant
- Working a small rural “gold mining” community that averages only 55 sales per month
- How her production increased from 35 closing per year by herself to 140 closing with 1 buyer agent when she hired a coach at the Mike Ferry Organization
- In her best year she personally closed 102 homes
- Why she makes 40 calls per day for two and half hours each morning
- Who she calls and what she says
- How she gets 1 listing appointment from every 32 contacts
- Role plays and scripts for: prospecting calls to your past clients and sphere of influence, voice mail messages, appointment setting, and seller qualification
- The expectation that 10% of your past clients and sphere of influence will send you a transaction this year if you contact them by phone and mail 4 time per year
- A description of the postcard she mails and why it works
- Her huge 70% profit margin by running a prospecting based practice
- What is in her pre-listing package
- Role playing partners, mastermind calls, and the one minute listing presentation
- Script for canceling a listing appointment for the seller with a competing agent
- Where to hire people with the best work ethic for your team
- How you can help home builders and end up listing their new construction projects
- Team dynamics, profit margins and more
2016 Stats:
- 140 closings
- 33 million sales volume
- 5 member team:
- 1 buyer agent
- 1 transaction manager
- 1 listing manager
- 1 runner
- 1 team leader
Niche:
- telephone prospecting
- FSBO
- builders
- repeat & referrals
- past clients
- sphere of influence