SC171: Sarah Layson. Managing a team remotely from 200 miles away.

Sarah Layson SUCCESS CALL …

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Sarah Layson is with Keller Williams in Memphis, Tennessee.  Last year she closed 86 transactions with a total sales volume of 32 million and a GCI of 916 thousand.  Her average sales price was 379 thousand of which 74% were buyers and 26% were sellers.

Sarah has a 7 member team: 4 buyer agents, 1 transaction coordinator, 1 marketing manager, and 1 team leader.

Sarah is the team leader of the Layson Group. She has been an agent for 4 years and works the Memphis and Nashville markets.

In this call, Sarah talks about:

  • Building sales skills and systems for the first 4 months … then selling 25 homes her first year by networking and working homegrown internet leads generated by her husband Scott the marketing manager
  • Expanding into a second market due to a family illness
  • Managing a team remotely from 200 miles away … the schedule and technology used to keep her team members accountable and on goal
  • How she is generated 38% of her business from homegrown internet leads with both free search engine optimization (SEO) and pay per click (PPC) ads
  • The relocation package offer that accounts for 50% of her internet leads
  • Which internet ads are providing the highest return and the average cost
  • How to get a prospect’s email address when you only have a cell number
  • What she is doing to generate 62% of her business by repeat and referrals from past clients and sphere of influence including her annual marketing plan
  • 2 referral scripts you can use with your sphere of influence
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 86 closings
  • 32 million sales volume
  • 7 member team:
    • 4 buyer agents
    • 1 transaction coordinator
    • 1 marketing manager
    • 1 team leader


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

(originally published on 02/07/18)