April 7, 2018 SUCCESS CALL
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Background:
Chris Higgins is with Keller Williams in Westlake, Ohio. Last year he closed 191 transactions with a total sales volume of 33 million and earned 1.2 million in GCI. His average sales price was 175 thousand of which 32% were buyers and 68% were sellers.
Chris has a 12 member team: 1 lead buyer agent, 3 showing assistants, 1 lead seller agent (Chris), 2 seller agents, 1 transaction manager, 1 director of media (sign runner / photography), 1 inside sales associate (unlicensed), 1 lead conversion manager, and 1 partner (wife).
Chris is team leader of The Dream Team. He has been an agent for 19 years and works the Metro Cleveland market.
In this call, Chris talks about:
- Working as a branch manager for 10 years before going into sales
- Joining his wife’s team with a single focus on getting listings
- Taking 43 listings in his first 60 days by focusing on FSBOs and expireds
- Why door knocking is the best way to list FSBOs and expireds
- Selling 125 homes in his second year
- The reason he never turns down a listing
- Why he takes 12 month listings without easy exit options
- How to get systematic price reductions including the language and approach
- 45% of his business was listing for sale by owners (86 listings last year)
- FSBO scripts for initial contact, follow up, and setting appointments
- What to say to FSBOs who tell you they are “listed” on Zillow
- Why language and the words you use are the true tools of the master agent
- The typical time FSBOs try on their own before they list (you’ll be surprised)
- The commission option program you can use to get an appointment
- How to hire an ISA or caller to set appointments for you
- 25% of his business was relisting expired homes (47 listings last year)
- Script to use when agents are telling the seller to wait 45 days for MLS to reset
- Team dynamics, compensation, profit margins, and more
2017 Stats:
- 191 closings
- 33 million sales volume
- 12 member team:
- 1 lead buyer agent
- 3 showing assistants
- 1 lead seller agent (Chris)
- 2 seller agents
- 1 transaction manager
- 1 director of media (sign runner / photography)
- 1 inside sales associate (unlicensed)
- 1 lead conversion manager
- 1 partner (wife)
Niche:
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- for sale by owners
- expired listings
- repeat & referrals
- past clients
- sphere of influence