March 21, 2018 SUCCESS CALL
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Todd Smith is with Keller Williams in Goodyear, Arizona. Last year he, his wife Shannon Cunningham, and team closed 216 transactions with a total sales volume of 50 million and earned 1.7 million in GCI. His average sales price was 235 thousand of which 48% were buyers and 52% were sellers. They also manage 160 rental units.
Todd has a 15 member team: 1 lead listing specialist, 1 listing partner, 4 buyer specialists, 2 showing assistants, 2 inside sales associates, 1 transaction manager, 1 marketing manager, 1 property manager, 1 field manager, and 1 team leader.
Todd is team leader of AZ Performance Realty. He has been an agent for 11 years and works the Metro Phoenix market.
In this call, Todd talks about:
- Barely graduating from high school and working as a garbage man for 6 years
- Joining a friend’s team and selling 5 homes his first week
- How to leverage new construction when you are a resale agent
- Why geographic farming accounts for 67% of his business … 144 closings
- How they picked their first farm and what they did to expand it
- Receiving a 22 to 1 ROI in the farm … for every 1 dollar invested 22 came back
- Why they use an 8×8 program to start a new farm and get name recognition fast
- What they mail into the farm and how often
- How to enhance your farm results and reputation with open houses
- Why the team was growing at 20% to 30% per year, then stalled, and how they are growing again
- The maximum number of listings a single agent can list each month and service properly
- Team dynamics, compensation, profit margins, and more
- 216 closings
- 50 million sales volume
- 15 member team:
- 1 lead listing specialist
- 1 listing partner
- 4 buyer specialists
- 2 showing assistants
- 2 inside sales associates
- 1 transaction manager
- 1 marketing manager
- 1 property manager
- 1 field manager
- 1 team leader
- geographic farming
- repeat & referrals
- past clients
- sphere of influence