SC081: Liz And Mike McKee. The Difference Between The Sales Side And The Business Side Of Your Practice.


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Download FULL Running Time: 1:37



Liz & Mike McKee with Coldwell Banker Preferred in Wilmington, Delaware. Last year they closed 84 transactions with a total sales volume of 25 million. Their average sales price was 297 thousand of which 40% were buyers and 60% were sellers. They operate a 9 member team: 4 client specialists, 1 settlement coordinator, 1 listing coordinator, 1 virtual assistant, and 2 team leaders.

Liz & Mike McKee are the team leaders of the Liz & Mike McKee Team. Liz has been and agent for 30 years and is a 3rd generation Realtor. Mike has been and agent for 30 months.

In this call, Liz & Mike talk about:

  • Why Liz left her family brokerage to join a national franchise
  • How they doubled their sales volume and tripled their GCI in one year
  • Their goal to double again this year and how they plan to do it
  • The difference between the sales side and the business side of your practice
  • What they do to get 48% of their business from repeats and referrals
  • How to use statistics to separate yourself from the competition
  • The expired listing campaign that generates 24% of their business
  • How they turn 1 listing into 2 clients
  • Their successful “neighborhood preview” model
  • How “old fashioned” basics result in higher profit margins
  • The key to working with your spouse
  • Plus team dynamics, compensation, profit margins, and more

2013 Stats:

  • 84 closings
  • 25 million sales volume
  • 9 member team
    • 4 client specialists
    • 1 settlement coordinator
    • 1 listing coordinator
    • 1 virtual assistant
    • 2 team leaders


  • repeat & referrals
  • past clients
  • sphere of influence
  • expired listings
  • open houses
  • neighborhood previews

(originally published on 05/07/14)