SC150: Vicky Blair-Martin. Personally Listing 102 Homes In One Year In A Rural Market. Contents Of A Pre-Listing Package.

Vicky Blair-Martin SUCCESS CALL

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Vicky Blair-Martin is with Coldwell Banker in Elko, Nevada.  Last year she closed 140 transactions with a total sales volume of 33 million.  Her average sales price was 241 thousand of which 30% were buyers and 70% were sellers.  She has a 5 member team:  1 buyer agent, 1 transaction manager, 1 listing manager, 1 runner, and 1 team leader.

Vicky Blair-Martin is the team leader of the Blair-Martin Team.  She has been an agent for 25 years.  She works the Elko and Spring Creek markets.

In this call, Vicky talks about:

  • Starting part time in real estate and making more money than her prior full time job as a dental assistant
  • Working a small rural “gold mining” community that averages only 55 sales per month
  • How her production increased from 35 closing per year by herself to 140 closing with 1 buyer agent when she hired a coach at the Mike Ferry Organization
  • In her best year she personally closed 102 homes
  • Why she makes 40 calls per day for two and half hours each morning
  • Who she calls and what she says
  • How she gets 1 listing appointment from every 32 contacts
  • Role plays and scripts for:  prospecting calls to your past clients and sphere of influence, voice mail messages, appointment setting, and seller qualification
  • The expectation that 10% of your past clients and sphere of influence will send you a transaction this year if you contact them by phone and mail 4 time per year
  • A description of the postcard she mails and why it works
  • Her huge 70% profit margin by running a prospecting based practice
  • What is in her pre-listing package
  • Role playing partners, mastermind calls, and the one minute listing presentation
  • Script for canceling a listing appointment for the seller with a competing agent
  • Where to hire people with the best work ethic for your team
  • How you can help home builders and end up listing their new construction projects
  • Team dynamics, profit margins and more

2016 Stats:

  • 140 closings
  • 33 million sales volume
  • 5 member team:
    • 1 buyer agent
    • 1 transaction manager
    • 1 listing manager
    • 1 runner
    • 1 team leader


  • telephone prospecting
  • FSBO
  • builders
  • repeat & referrals
  • past clients
  • sphere of influence

(originally published on 03/21/17)