Daily Archives: January 7, 2019


SC193: Jeff Cook. Building a 1,000 unit team.

Jeff Cook SUCCESS CALL

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Download FULL Running Time: 56 minutes

Website:

JeffCookRealEstate.com

Background:

Jeff Cook is with Jeff Cook Real Estate in Charleston, South Carolina. Last year he closed 1,065 transactions with a total sales volume of 254 million and a GCI of 8.3 million. His average sales price was 238 thousand of which 61% were buyers and 39% were sellers.

Jeff has a massive 191 person team in 7 locations. There are 163 agents including: 7 general sales managers, 3 assistant managers, 2 listing managers, and 1 broker in charge. There are 28 staff members including: 5 department heads, 3 listing, 3 closers, 6 ISA, 8 marketing, 5 accounting, 1 ops manager, and 1 CEO.

Jeff is the CEO and team leader of the Jeff Cook Real Estate team. He has been an agent for 15 years and works the Charleston, Greenville, and Columbia South Carolina markets.

In this call, Jeff talks about:

  • Being fired for being too good
  • His slow start in real estate
  • Gaining traction and building a huge team
  • Running a team as an independent brokerage
  • Expansion into multiple offices, mistakes made, and lessons learned
  • When entering a new market, which is better: prospecting or marketing
  • How many square feet are necessary for each person on your team
  • Permanent versus virtual office space
  • Why relationships trump process
  • Why he has 110 billboards, what is on them, and what works
  • When radio ads work, and when they don’t
  • The power of Google Reviews and Facebook Reviews and how to get them
  • Profit margins, team dynamics, compensation, and more

2017 Stats:

  • 1065 closings
  • 254 million sales volume
  • 191 member team:
    • 163 agents including:
      • 7 general sales managers
      • 3 assistant managers
      • 2 listing managers
      • 1 broker in charge
    • 28 staff members including:
      • 5 department heads
      • 3 listing
      • 3 closers
      • 6 ISA
      • 8 marketing
      • 5 accounting
      • 1 ops manager
    • 1 CEO/team leader

Niche:

  • Billboard
  • Radio
  • Google Reviews
  • Facebook Reviews
  • Repeat & Referral
  • Past Cleints
  • Sphere of Influence