October 21, 2017 SUCCESS CALL
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Website:
MillionDollarRealEstateTeam.com
Background:
Chris Watters is with Watters International Realty in Austin, Texas. Last year he closed 427 transactions with a total sales volume of 103 million and 3.2 million in gross commission income. His average sales price was 243 thousand of which 40% were buyers and 60% were sellers.
Chris has a 20 member team: 12 buyer agents, 2 listing agents, 5 admin staff, and 1 team leader. Chris Watters is the team leader of the Watters International team. He has been an agent for 10 years.
In this call, Chris talks about:
- His fast start as a buyer agent on a team
- Then with very little experience, starting his own independent brokerage, building it for a year, then “burning it down” when the model did not work
- Building a new organization from scratch based on the team model
- Within a few short years, the new model netted a million dollars
- Recognizing that team success is dependent on the right people being on the team
- Finding team members that have the same core values and match the culture
- Interviewing new agents while looking at them through your client’s eyes
- Phone prospecting for new agents and the script he uses
- The qualification process for new team members
- Investigating the success trajectory of the agent applicant
- The 30 Day Ramp Up training program for all agents new to the team
- Realizing you cannot manage people, but you can manage standards
- Weekly 411 accountability meetings
- Culture, leadership, team dynamics, compensation, and more
2016 Stats:
- 427 closings
- 103 million sales volume
- 20 member team:
- 12 buyer agents
- 2 listing agents
- 5 admin staff
- 1 team leader
Niche:
- team building
- repeat & referrals
- past clients
- sphere of influence