SC175: Chris Higgins. Taking 43 listings in his first 60 days by focusing on FSBOs and expireds.

Chris Higgins SUCCESS CALL …

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Chris Higgins is with Keller Williams in Westlake, Ohio. Last year he closed 191 transactions with a total sales volume of 33 million and earned 1.2 million in GCI. His average sales price was 175 thousand of which 32% were buyers and 68% were sellers.

Chris has a 12 member team: 1 lead buyer agent, 3 showing assistants, 1 lead seller agent (Chris), 2 seller agents, 1 transaction manager, 1 director of media (sign runner / photography), 1 inside sales associate (unlicensed), 1 lead conversion manager, and 1 partner (wife).

Chris is team leader of The Dream Team. He has been an agent for 19 years and works the Metro Cleveland market.

In this call, Chris talks about:

  • Working as a branch manager for 10 years before going into sales
  • Joining his wife’s team with a single focus on getting listings
  • Taking 43 listings in his first 60 days by focusing on FSBOs and expireds
  • Why door knocking is the best way to list FSBOs and expireds
  • Selling 125 homes in his second year
  • The reason he never turns down a listing
  • Why he takes 12 month listings without easy exit options
  • How to get systematic price reductions including the language and approach
  • 45% of his business was listing for sale by owners (86 listings last year)
  • FSBO scripts for initial contact, follow up, and setting appointments
  • What to say to FSBOs who tell you they are “listed” on Zillow
  • Why language and the words you use are the true tools of the master agent
  • The typical time FSBOs try on their own before they list (you’ll be surprised)
  • The commission option program you can use to get an appointment
  • How to hire an ISA or caller to set appointments for you
  • 25% of his business was relisting expired homes (47 listings last year)
  • Script to use when agents are telling the seller to wait 45 days for MLS to reset
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 191 closings
  • 33 million sales volume
  • 12 member team:
    • 1 lead buyer agent
    • 3 showing assistants
    • 1 lead seller agent (Chris)
    • 2 seller agents
    • 1 transaction manager
    • 1 director of media (sign runner / photography)
    • 1 inside sales associate (unlicensed)
    • 1 lead conversion manager
    • 1 partner (wife)


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

(originally published on 04/07/18)