SC182: Craig Wilburn. Laid back approach to listing FSBOs.

Craig Wilburn SUCCESS CALL …

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Download FULL Running Time: 1 hour and 5 minutes

Website:

TeamDynamoRealEstate.com

Background:

Craig Wilburn is with Keller Williams in Gainesville, Florida. Last year he closed 185 transactions with a total sales volume of 49 million and a GCI of 1.3 million. His average sales price was 264 thousand of which 50% were buyers and 50% were sellers. In his best year (2016), Craig sold 255 homes worth 55 million.

Craig has a 14 member team: 2 buyer agents, 3 listing agents, 2 inside sales agents, 1 listing coordinator, 1 transaction coordinator, 1 field manager, 2 executive assistants, 1 director of operations, and 1 team leader.

Craig is the team leader of Team Dynamo. He has been an agent for 15 years and works the metro Gainesville market.

In this call, Craig talks about:

  • Only selling one house during his first 5 months while he educated himself on the market and built relationships
  • Then the floodgates opened and he sold 55 homes in his first full year without any assistants or team members
  • His formula was simple: talk to 17 people per day
  • Why he likes prospecting in shopping malls and office parks
  • How to build rapport quickly with anyone
  • Hear the script he uses to set appointments with people he just met who showed interest in real estate
  • Why he developed a laid back friendly approach to for-sale-by-owners
  • His annual client party and how he zero based the cost
  • Why he is still personally in production and sold 70 homes himself last year
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 185 closings
  • 49 million sales volume
  • 14 member team:
    • 2 buyer agents
    • 3 listing agents
    • 2 inside sales agents
    • 1 listing coordinator
    • 1 transaction coordinator
    • 1 field manager
    • 2 executive assistants
    • 1 director of operations
    • 1 team leader

Niche:

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

(originally published on 07/21/18)