SC083: Tami Spaulding. Consistently Sell 100 Homes Per Year With A Small Team. Dealing With Family Challenges While Running Your Business. Creating A Successful Realtor Referral Program.

Tami Spaulding SUCCESS CALL

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Tami Spaulding is with The Group in Fort Collins, Colorado. Last year she closed 85 transactions with a total sales volume of 22 million. Her average sales price was 257 thousand of which 35% were buyers and 65% were sellers. She operates a team with 3 members: 1 listing manager, 1 contracts manager, and 1 team leader. Tami has been an agent for 26 years and sold 2,000 homes in her career.

In this call, Tami talks about:

  • Working in the title business and as a top agent assistant before getting her license
  • How she consistently sells 100 homes per year with a small team
  • …and why she did not reach her 100 home goal in 2013
  • How she dealt with a major family challenge
  • …and how her team keep things going when she missed 7 weeks of work
  • Should you tell your sphere of influence about your family issues
  • Why systems, checklists, and team members make a real business
  • How she generates the majority of her business from repeats and referrals from her previous clients, sphere of influence, and REALTOR referrals
  • Scripts for calling your sphere of influence
  • Her annual marketing plan including a month-by-month description
  • Why “relationships” are everything and how to make them blossom
  • How to make “fun” part of everything you do
  • Why she has a Top 50 Group and how she selects them
  • Her REALTOR referral program that results in 28-33% of her business each year
  • The power of daily rituals, a formal schedule, and affirmations
  • Monthly P&L reviews and how she achieves a 65% profit margin
  • “The Book”, what’s inside it, and more

2013 Stats:

  • 85 closings
  • 22 million sales volume
  • 3 member team:
    • 1 listing manager
    • 1 contracts manager
    • 1 team leader


  • repeat & referrals
  • past clients
  • sphere of influence
  • REALTOR referrals

(originally published on 06/07/14)