171121TA – Andy Peters

November 21, 2017 SUCCESS CALL

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Website:

ThePetersCompany.com

Background:

Andy Peters is with Keller Williams in Peachtree Corners, Georgia. Last year he, his wife Lesley, and team closed 185 transactions with a total sales volume of 65 million and earned 1.8 million in GCI. His average sales price was 353 thousand of which 60% were buyers and 40% were sellers.

Andy has a 16 member team: 1 director of sales, 1 lead listing agent, 1 lead buyer agent, 5 buyer agents, 1 inside sales agent, 1 director of operations, 1 director of marketing, 1 transaction coordinator, 1 listing manager, 1 service support specialist, 1 runner, and 1 director of expansion.

Andy Peters is the team leader of The Peters Company. He has been an agent for 9 years. This year, he is on track to sell 250 homes worth 85 million. He works Metro Atlanta and Northeast Georgia.

In this call, Andy talks about:

  • Joining forces with his wife to form a power sales duo
  • Splitting roles into sales and operations … and maintaining an even ratio as the team grew
  • Maxing out at 60 sales per year as a single field agent
  • Growing the team by hiring people who are looking for an opportunity not a paycheck
  • Goal of 100 applications per each position filled … and only hiring the top 1%
  • 85% of business is repeat & referral from past clients and sphere of influence
  • Massive success with the “33 Touch” referral program … including a full description of what to do and when to do it
  • How to send “items of value” in lumpy mail that establishes you as the creative agent who can find marketing solutions
  • Identifying the people in your database who are the “Income Determiners” and developing a special relationship with them
  • Hosting 4 parties and events per year to connect with your past clients and sphere of influence including: Pumpkin Patch, Easter Egg Hunt, and Derby Day
  • How to get people … who only want to work with the team leader … to work with your team members … and be happy about it
  • Team dynamics, compensation, profit margins, and more

2016 Stats:

  • 185 closings
  • 65 million sales volume
  • 16 member team:
    • 1 director of sales
    • 1 lead listing agent
    • 1 lead buyer agent
    • 5 buyer agents
    • 1 inside sales agent
    • 1 director of operations
    • 1 director of marketing
    • 1 transaction coordinator
    • 1 listing manager
    • 1 service support specialist
    • 1 runner
    • 1 director of expansion

Niche:

  • repeat & referrals
  • past clients
  • sphere of influence