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Download FULL Running Time: 55 minutes
Toni Zarghami is with Keller Williams in Sarasota, Florida. Last year she, her husband David, and team closed 108 transactions with a total sales volume of 35 million. Her average sales price was 324 thousand of which 50% were buyers and 50% were sellers. In her best year (2016), she sold 116 homes worth 40 million.
Toni has a 19 member team: 6 buyer specialists, 3 junior partners, 1 listing specialist / director of sales, 3 full time operations staff, 2 virtual assistants, 1 courier, 1 sign guy, 1 chief growth officer, and 1 chief executive officer.
Toni is the co-founder and listing specialist of the Zarghami Group. She has been an agent for 10 years and works the metro Sarasota market.
In this call, Toni talks about:
- Falling in love with real estate as a 4th grade teacher when she fix-n-flipped a house one summer
- The benefits of shadowing a mentor early in your career
- How she fell in with a builder to boost her practice early on
- Lessons learned from failures and why you want to fail faster
- How to create accountability for yourself and team members
- Keys to successfully working with your spouse
- Why Toni still personally lists and sells 50-60 homes per year
- What to say to a seller when you are competing against other agents
- Scripts for getting sellers to price their home correctly
- How she stopped discounting her commission
- Getting more repeat and referrals from past clients
- Team dynamics and more
- 108 closings
- 35 million sales volume
- 19 member team:
- 6 buyer specialists
- 3 junior partners
- 1 listing specialist / director of sales
- 3 full time operations staff
- 2 virtual assistants
- 1 courier
- 1 sign guy
- 1 chief growth officer
- 1 chief executive officer
- internet leads
- repeat & referrals
- past clients
- sphere of influence