SC071: Josh Anderson. A Radio Ad That Brings Listings And Earns A 300% R.O.I. A Compensation Structure For The Team.

Josh Anderson SUCCESS CALL

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Josh Anderson is with Keller Williams Realty in Nashville, Tennessee. Last year he closed 190 transactions with a total sales volume of 45 million. His average sales price was 236 thousand of which 55% were buyers and 45% were sellers. He operates a team with 10 members: 1 lead buyer agent, 2 showing specialists, 1 lead coordinator/inside sales agent, 1 transaction coordinator, 1 listing coordinator, 1 marketing manager, 1 virtual assistant, 1 intern, and 1 team leader.

Josh Anderson is the team leader of The Anderson Group. He has been an agent for 7 years.

In this call, Josh talks about:

  • The structure of his buyer department that closed 100 homes last year
  • Leads Coordinator (ISA) who sets 15-20 in-office buyer appointments per month
  • Lead Buyer Agent who signs up buyers and manages the buyer team
  • Showing Specialist that shows homes to 85-90 buyers per year
  • Why their buyers find the right home after seeing only 5 to 10 properties
  • Compensation structure for the buyer department
  • How Josh sold 25 homes his first year by using gorilla marketing
  • Why he is revamping his huge database of leads and contacts
  • Past client and sphere of influence program that results in repeat and referrals
  • How he sold 24 homes last year by referrals from out of area agents
  • The radio ads that bring him listings and earns 300% ROI
  • Plus team dynamics, compensation, profit margins, and more

2012 Stats:

  • 190 closings
  • 45 million sales volume
  • 10 member team:
    • 1 lead buyer agent
    • 2 showing specialists
    • 1 lead coordinator/inside sales agent
    • 1 transaction coordinator
    • 1 listing coordinator
    • 1 marketing manager
    • 1 virtual assistant
    • 1 intern
    • 1 team leader


  • repeat & referrals
  • past clients
  • sphere of influence
  • radio ads
  • agent referrals

(originally published on 12/07/13)