SC037: Wayne Turner. Building Two Successful Teams In Two Different States. Goal Setting. Generating Business From Expired Listings And For Sale By Owners. Using The DISC Personality Test To Put His Team Members In The Right Positions.


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Wayne Turner is with Turner Real Estate Group in Mandeville, Louisiana. Last year, he closed 81 transactions with a total sales volume of 18 million. His average sales price was 228 thousand of which 54% were buyers and 46% were sellers.

He operates a team with 10 members: 6 buyer agents, 1 closing manager, 1 listing manager, 1 bookkeeper / marketing manager, and 1 team leader.

Wayne Turner is the team leader of the Turner Real Estate Group. He has been an agent for 16 years and works the Mandeville-Covington market 35 miles north of New Orleans.

Wayne has built two successful teams in two different states. In Tennessee, he had his best year in 2006 when Wayne sold 286 homes worth $51 million. In Louisiana, he built a brand new team from scratch and sold 81 homes worth $18 million in his first full year. He is running a lean machine with a 60% profit margin. Wayne’s goal in 2012 is to close 160 transactions.

In this interview, Wayne discusses goal setting, affirmations, positive mental attitude, and sacrifice. He talks about generating business from expired listings, for sale by owners, geographic farms, internet marketing, video marketing, and radio ads. Wayne shares scripts and dialogs. He explains how to use the DISC personality test to put his team members in the right positions.

2011 Stats:

  • 81 closings
  • 18 million sales volume
  • 228 thousand average price
  • 54% buyers and 46% sellers
  • 10 member team:
    • 6 buyer agents
    • 1 closing manager
    • 1 listing manager
    • 1 bookkeeper / marketing manager
    • 1 team leader
    • 2 listing agents


  • Expireds
  • Short sales
  • FSBO
  • Geogrpahic Farm
  • Radio ads
  • Internet

(originally published on 07/07/12)