SC127: Kauffman and Weaver. Expansion Team Growth With A Multi-State Hub-And-Spoke Model. How To Find Expansion Agents. Training And Accountability. Leverage Through Delegation. 3 Main Lead Generators. Plus 3 Different Referral Sources.

Kauffman and Weaver SUCCESS CALL

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Kevin Kauffman and Fred Weaver with Keller Williams Realty in Tempe, Arizona. Last year they closed 382 transactions with a total sales volume of 79 million. Their average sales price was 206 thousand of which 51% were buyers and 49% were sellers. They have a 53 member team: 35 sales agents, 4 regional sales managers, 4 transaction coordinators, 2 listing coordinators, 4 assistants, 1 director of administration, 1 director of operations, and 2 team owners.

Kevin Kauffman and Fred Weaver are the team leaders of Group 46:10. Kevin’s been and agent for 8 years and Fred for 11 years. Their expansion team works 8 markets in 4 states.

In this call, Kevin & Fred talk about:

  • Succeeding in a recession by becoming experts at Short Sales
  • Building a 7th Level team that worked … then failed
  • Jumping back into the business to list & sell while rebuilding from the ground up
  • Growth through a multi-state hub-and-spoke expansion team
  • What happens in the hub main office
  • How they find agents to work the expansion offices
  • Focusing on the 3 main lead generators of their sales agents: sphere of influence, prospecting, and open houses
  • Training and accountability
  • Leverage through delegation
  • The 3 different referral sources: single agent, partners, and referral companies
  • Creating a interdependent lead generation model
  • Their goal to have 500 expansion partners
  • Team dynamics, compensation, profit margins and more

2015 Stats:

  • 382 closings
  • 79 million sales volume
  • 53 member team:
    • 35 sales agents
    • 4 regional sales managers
    • 4 transaction coordinators
    • 2 listing coordinators
    • 4 assistants
    • 1 director of administration
    • 1 director of operations
    • 2 team owners


  • expansion teams
  • internet leads
  • repeat & referrals
  • past clients
  • sphere of influence

(originally published on 04/17/16)