January 7, 2017 SUCCESS CALL
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Ronnie Matthews is with Re/Max in Spring, Texas. Last year he, his wife Cathy, and team closed 1,384 transactions with a total sales volume of 408 million. His average sales price was 294 thousand of which 40% were buyers and 60% were sellers.
Ronnie has a 22 member team: 1 listing specialist, 5 buyer specialists, 1 pre-listing coordinator/backup listing specialist, 2 listing coordinators, 1 listing contract administrator, 1 listing department manager, 2 buyer coordinators, 2 pending coordinators, 1 pending department manager, 1 relocation director, 1 elite properties director, 2 builder relations, 1 graphic designer, 1 bookkeeper, 1 broker, and 2 co-founders.
Ronnie and his wife Cathy are the co-founders of the Ronnie & Cathy Matthews Team. He has been an agent for 30 years and works the metro Houston market.
In this call, Ronnie talks about:
- How a high school dropout sold 50 homes his first year in real estate
- Being a “couple team” with his wife Cathy and distribution of duties
- Working 80-100 hour weeks to build the business
- Creating the most productive sales team in our records by averaging 197 closings per field salesperson last year
- How he finds the right team members, never interviews longer than 15 minutes, and why he pays his entire team a salary
- Setting up a 7th level team that operates independent of the team leader
- The repeat & referral marketing plan that accounts for 70% of his business (968 closings last year) and why he thinks the team is underperforming in this area
- How he sold the team practice to the team members including the valuation used, payment terms structured, and transition strategy
- Team dynamics, compensation, profit margins and more
- 1384 closings
- 408 million sales volume
- 22 member team:
- 1 listing specialist
- 5 buyer specialists
- 1 pre-listing coordinator/backup listing specialist
- 2 listing coordinators
- 1 listing contract administrator
- 1 listing department manager
- 2 buyer coordinators
- 2 pending coordinators
- 1 pending department manager
- 1 relocation director
- 1 elite properties director
- 2 builder relations
- 1 graphic designer
- 1 bookkeeper
- 1 broker
- 2 co-founders
- team valuation and sale
- repeat & referrals
- past clients
- sphere of influence