SC055: Craig Hartranft. Radio Advertising For Seller Leads. Give-A-Ways To Get In Front Of Your Past Clients.

Craig Hartranft SUCCESS CALL

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Craig Hartranft is with Prudential Home Sale Services Group in Lancaster, Pennsylvania. Last year he closed 264 transactions with a total sales volume of 54 million. His average sales price was 207 thousand of which 51% were buyers and 49% were sellers. He operates a team with 11 members: 1 contract manager/office manager, 1 listing manager, l lead coordinator/administrative assistant, 4 buyer specialists, 1 listing partner, 1 all-around agent, 1 part-time courier, and 1 team leader.

Craig Hartranft is the team leader of The Craig Hartranft Team. He has been an agent for 23 years.

In this call, Craig talks about:

  • Starting as a part time agent and selling 1 home in 6 months
  • How he sold 27 homes his first full year, 39 homes his second year, and 123 homes by his fifth year
  • Shadowing Allan Domb
  • Geographic farming for optimum success
  • Internet lead generation and follow-up
  • Radio advertising for seller leads
  • Repeat and referrals from past clients and sphere-of-influence
  • Give-a-ways to get in front of your past clients
  • Scripts for calling your past clients – even if it’s been a long time
  • His “B-List” for sellers
  • Pre-inspections and the dialog to make it work
  • Trial listings for sellers who are not ready for the MLS
  • Team structure, profitability, and more

2012 Stats:

  • 264 closings
  • 54 million sales volume
  • 11 member team:
    • 1 contract manager/office manager
    • 1 listing manager
    • l lead coordinator/administrative assistant
    • 4 buyer specialists
    • 1 listing partner
    • 1 all-around agent
    • 1 part-time courier
    • 1 team leader


  • repeat & referrals
  • past clients
  • sphere-of-influence
  • geographic farming
  • internet leads
  • radio ads

(originally published on 04/07/13)