February 7, 2018 SUCCESS CALL
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Background:
Sarah Layson is with Keller Williams in Memphis, Tennessee. Last year she closed 86 transactions with a total sales volume of 32 million and a GCI of 916 thousand. Her average sales price was 379 thousand of which 74% were buyers and 26% were sellers.
Sarah has a 7 member team: 4 buyer agents, 1 transaction coordinator, 1 marketing manager, and 1 team leader.
Sarah is the team leader of the Layson Group. She has been an agent for 4 years and works the Memphis and Nashville markets.
In this call, Sarah talks about:
- Building sales skills and systems for the first 4 months … then selling 25 homes her first year by networking and working homegrown internet leads generated by her husband Scott the marketing manager
- Expanding into a second market due to a family illness
- Managing a team remotely from 200 miles away … the schedule and technology used to keep her team members accountable and on goal
- How she is generated 38% of her business from homegrown internet leads with both free search engine optimization (SEO) and pay per click (PPC) ads
- The relocation package offer that accounts for 50% of her internet leads
- Which internet ads are providing the highest return and the average cost
- How to get a prospect’s email address when you only have a cell number
- What she is doing to generate 62% of her business by repeat and referrals from past clients and sphere of influence including her annual marketing plan
- 2 referral scripts you can use with your sphere of influence
- Team dynamics, compensation, profit margins, and more
2017 Stats:
- 86 closings
- 32 million sales volume
- 7 member team:
- 4 buyer agents
- 1 transaction coordinator
- 1 marketing manager
- 1 team leader
Niche:
-
- internet leads
- repeat & referrals
- past clients
- sphere of influence