SC129: Lance Loken. Corporate Strategies Applied To A Real Estate Team. Plan 10 Years Ahead. Setting Big Huge Audacious Goals. Selling 992 Homes In One Year.


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Lance Loken is with Keller Williams Realty in Houston, Texas. Last year he and his team closed 992 transactions with a total sales volume of 218 million. His average sales price was 219 thousand of which 46% were buyers and 54% were sellers. He has a 37 member team: 7 buyer agents, 3 listing agents, 8 inside sales agents, 9 support, 2 builder relations, 1 recruiter, 6 outside support, and 1 team leader.

Lance Loken is the team leader of The Loken Group. He has been an agent for 5 years. He and his team have sold 2,278 homes in their short 5 year career.

In this call, Lance talks about:

  • Applying lessons from high-level corporate America to his real estate team
  • His quick start and selling 49 home his first year
  • How he personally sold 200 homes in 2014
  • Closing 992 homes last year with only 10 production agents in the field who averaged 99 closings each
  • How his listing agents are averaging 15-20 listings per month
  • Setting big, huge, audacious goals and a plan to achieve them
  • Planning 10 years into the future
  • Why focusing on team culture is the key to individual success
  • Planning for success with a mission, vision, and values statement
  • Empowering your people to make decisions and drive the organization forward
  • 5 key people and succession stacking in each of 5 departments
  • Focusing on and mastering only one new lead generation source each year
  • How to generate business from past clients, sphere of influence, expired listings, home builders, radio & TV ads, and agent referrals
  • Team dynamics, compensation, profit margins and more

2015 Stats:

  • 992 closings
  • 218 million sales volume
  • 37 member team:
    • 7 buyer agents
    • 3 listing agents
    • 8 inside sales agents
    • 9 support
    • 2 builder relations
    • 1 recruiter
    • 6 outside support
    • 1 team leader


  • expired listings
  • agent referrals
  • radio & TV ads
  • home builders
  • repeat & referrals
  • past clients
  • sphere of influence

(originally published on 05/07/16)