SC203: Joe Bourland. Zillow Profitability Collapse And Conversion To Referral Based Fees.

In this call, Joe talks about:

  • Selling 35 homes his first year.
  • Who you should hire first and why.
  • The mindset shift needed to grow at 20-30% per year.
  • Moving a team from producing leader centric to 7th level.
  • Working with your spouse and staying in your lane.
  • Zillow ROI falling from 12-to-1 to 2-to-1 and the move from flat monthly fee to closing referral fee.
  • Annual marketing plan to get more referrals from your friends, family, and past clients.
  • Team dynamics, compensation, profit margins, and more.

Joe Bourland SUCCESS CALL …

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Download FULL Audio Running Time: 62 minutes



Joe Bourland is with Re/Max in Avondale, Arizona. Last year, he closed 112 transactions with a total sales volume of 26 million. His average sales price was 235 thousand of which 50% were buyers and 50% were sellers.

Joe leads a team with 9 members. He has been an agent for 17 years.

2018 Stats:

  • 112 closings
  • 26 million sales volume
  • 9 member group:
    • 4 buyer agents
    • 1 listing agent
    • 1 listing manager
    • 1 transaction coordinator (virtual assistant)
    • 1 marketing coordinator
    • 1 team leader


  • Zillow
  • repeat & referrals
  • past clients
  • sphere of influence