SC173: Tim Houk. A winning approach to listing FSBOs.


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Tim Houk is with Keller Williams in Baton Rouge, Louisiana.  Last year he closed 155 transactions with a total sales volume of 35 million and earned 875 thousand in GCI.  His average sales price was 228 thousand of which 51% were buyers and 49% were sellers.

Tim has a 9 member team: 3 buyer agents, 2 listing agents, 1 transaction coordinator, 1 listing manager, 1 executive assistant, and 1 team leader.

Tim is team leader of The Houk Group. He has been an agent for 11 years.

In this call, Tim talks about:

  • Waiting tables at night so he could work real estate full time during the day for his first 6 months
  • Earning six figures his first full year in real estate
  • His rude awakening during the Great Recession and the realization that he needed better systems
  • Ramping up to 155 units last year, staying in production, and selling 60 homes personally
  • What to do when a natural disaster hits your community and destroys 100 thousand homes
  • How to list For Sale By Owners including approach, scripts, setting appointments, selective follow up, role play, time cycles, data resources, and success rates
  • How he gets 60% of his business by repeat & referrals from past clients and sphere of influence including his annual marketing plan
  • Why you should hold a Pie Day Giveaway event in March instead of November
  • His 50 Core Advocate Group and why you need one
  • Team dynamics, compensation, profit margins, and more

2016 Stats:

  • 155 closings
  • 35 million sales volume
  • 9 member team:
    • 3 buyer agents
    • 2 listing agents
    • 1 transaction coordinator
    • 1 marketing manager
    • 1 executive assistant
    • 1 team leader


  • for sale by owners
  • repeat & referrals
  • past clients
  • sphere of influence

(originally published on 03/07/18)