SC126: Erik Hatch. From 50 To 500 Closings In 5 Years. How To Find The Right Team Members. 10 Hour Hiring Process. Showing Partners. The 300k Per Year Buyer Agent. How 2 ISAs Added 280 Closings Last Year.

Erik Hatch SUCCESS CALL

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Website:

LiveFargoMoorhead.com

ErikHatch.org

SellAHomeSaveAChild.org

Bonus:

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Erik Hatch - Mailer - Pie Giveaway - Front

Erik Hatch – Mailer – Pie Giveaway – Front

Erik Hatch - Mailer - Pie Giveaway - Back

Erik Hatch – Mailer – Pie Giveaway – Back

Background:

Erik Hatch is with Hatch Realty in Fargo, North Dakota. Last year he closed 516 transactions with a total sales volume of 108 million. His average sales price was 210 thousand of which 58% were buyers and 42% were sellers. He has a 27 member team: 4 buyer agents, 4 showing partners, 3 listing agents, 2 listing assistants, 3 inside sales agents, 1 sales manager / productivity coach, 2 transaction coordinators, 1 marketing director, 1 photographer, 1 graphic designer, 1 event coordinator, 1 expansion partner, 1 front desk, 1 broker, and 1 team leader.

Erik Hatch is the team leader of the Erik Hatch Team. He has been an agent for 10 years.

In this call, Erik talks about:

  • How he went from selling 50 homes to 500 homes in 5 years
  • Selling zero homes his first year
  • For the first 5 years, he was a part-time agent and sold 58 homes in total
  • In the sixth year, he went full-time and sold 52 homes with 1 part-time assistant
  • The next year, he multiplied his production by a factor of 4 and sold 192 homes
  • The next year, his team sold 246 homes while Erik personally sold 151 homes
  • How to find and hire the right people
  • Why you want to “hire culture and train skill”
  • Description of his 10 hour hiring process
  • The “buyer agent – showing partner” model: who does what and compensation
  • The 300k per year buyer agent
  • His top listing agent listed 125 homes last year
  • How 2 socially awkward ISA’s converted an extra 280 transactions last year
  • Why lead conversion is more important than lead generation
  • Follow up strategy and script
  • Why he and his team never asks for a referral, yet get 50% of their business by repeat and referrals from past clients and sphere of influence
  • 7 past client event themes that result in business
  • Team dynamics, compensation, profit margins and more

2015 Stats:

  • 516 closings
  • 108 million sales volume
  • 27 member team:
    • 4 buyer agents
    • 4 showing partners
    • 3 listing agents
    • 2 listing assistants
    • 3 inside sales agents
    • 1 sales manager / productivity coach
    • 2 transaction coordinators
    • 1 marketing director
    • 1 photographer
    • 1 graphic designer
    • 1 event coordinator
    • 1 expansion partner
    • 1 front desk
    • 1 broker
    • 1 lead agent

Niche:

  • 7th level team
  • internet leads
  • repeat & referrals
  • past clients
  • sphere of influence

(originally published on 03/21/16)