SC067: Craig Lerch Jr. Shrinking Your Team And Raising Your Net Profit. How To Add 3 People To Your Database Every Day For Free. Maintaining A 76% Profit Margin.


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Craig Lerch Jr is with Lerch & Associates Real Estate in Abington, Pennsylvania. Last year he closed 35 transactions with a total sales volume of 12 million. His average sales price was 342 thousand of which 50% were buyers and 50% were sellers. He operates a team with 3 members: 1 office manager, 1 social media manager, and 1 team leader.

Craig Lerch Jr is the team leader of Lerch & Associates Real Estate. He has been an agent for 25 years. In his best year, Craig sold 350 homes worth 24 million.

In this call, Craig talks about:

  • The power of being small
  • Shrinking your team and raising your net profit
  • Generating 50% of his business from past clients and sphere of influence
  • How to add 3 people to your database every day for free
  • Staying in front of your people with a Monday Morning Coffee email
  • Raising his average sales price by over 300%
  • Establishing and dominating a high-end geographic farm
  • Maintaining a 76% profit margin
  • Investing in real estate without your own money
  • Team dynamics, profit margins, and more

2012 Stats:

  • 35 closings
  • 12 million sales volume
  • 3 member team:
    • 1 office manager
    • 1 social media manager
    • 1 team leader


  • repeat & referrals
  • past clients
  • sphere of influence
  • geographic farming

(originally published on 10/07/13)