SC190: Wendy Papasan. From stay-at-home mom to 6th level mega agent.

Wendy Papasan SUCCESS CALL

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Download FULL Running Time: 55 minutes



Wendy Papasan is with Keller Williams in Austin, Texas. Last year she closed 245 transactions with a total sales volume of 74 million. Her average sales price was 305 thousand of which 60% were buyers and 40% were sellers.

Wendy has a 28 member team: 19 agents, 1 showing partner, 2 inside sales agents, 1 listing manager, 1 contract manager, 1 marketing director, 1 director of growth, 1 operations director, and 1 CEO/team leader.

Wendy is the team leader of Papasan Property Group. She has been an agent for 9 years and works the Austin, Dallas, Houston, and St Lewis markets.

In this call, Wendy talks about:

  • Starting part time as a stay-at-home mom and selling 18 homes her first year
  • Building a 6th Level business by supporting the growth of others
  • Her “Big Why” and 6 core values that are the foundation of her team
  • Why her job switched to lead generation of team talent
  • Building a team around systems, administration, and support instead of centralized lead generation and distribution
  • Why she expanded outside her local market, how she picked the locations, and mistakes made that created a stronger team
  • Her tiny budget annual marketing plan for repeat and referrals from past client and sphere of influence that results in 56% of her business
  • Why you should focus on building a moat around your database
  • How she got 28% of her business last year by referrals from other agents
  • Her NOT to do list
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 245 closings
  • 74 million sales volume
  • 28 member team:
    • 19 agents
    • 1 showing partner
    • 2 inside sales agents
    • 1 listing manager
    • 1 contract manager
    • 1 marketing director
    • 1 director of growth
    • 1 operations director
    • 1 CEO/team leader


  • agent referrals
  • expansion teams
  • repeat & referrals
  • past clients
  • sphere of influence

(originally published on 11/21/18)