July 21, 2018 SUCCESS CALL
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Download FULL Running Time: 1 hour and 5 minutes
Craig Wilburn is with Keller Williams in Gainesville, Florida. Last year he closed 185 transactions with a total sales volume of 49 million and a GCI of 1.3 million. His average sales price was 264 thousand of which 50% were buyers and 50% were sellers. In his best year (2016), Craig sold 255 homes worth 55 million.
Craig has a 14 member team: 2 buyer agents, 3 listing agents, 2 inside sales agents, 1 listing coordinator, 1 transaction coordinator, 1 field manager, 2 executive assistants, 1 director of operations, and 1 team leader.
Craig is the team leader of Team Dynamo. He has been an agent for 15 years and works the metro Gainesville market.
In this call, Craig talks about:
- Only selling one house during his first 5 months while he educated himself on the market and built relationships
- Then the floodgates opened and he sold 55 homes in his first full year without any assistants or team members
- His formula was simple: talk to 17 people per day
- Why he likes prospecting in shopping malls and office parks
- How to build rapport quickly with anyone
- Hear the script he uses to set appointments with people he just met who showed interest in real estate
- Why he developed a laid back friendly approach to for-sale-by-owners
- His annual client party and how he zero based the cost
- Why he is still personally in production and sold 70 homes himself last year
- Team dynamics, compensation, profit margins, and more
- 185 closings
- 49 million sales volume
- 14 member team:
- 2 buyer agents
- 3 listing agents
- 2 inside sales agents
- 1 listing coordinator
- 1 transaction coordinator
- 1 field manager
- 2 executive assistants
- 1 director of operations
- 1 team leader
- for sale by owner
- repeat & referrals
- past clients
- sphere of influence