SC207: Jeff Glover. Personally Sold 100 Homes Annually For The Last Ten Years. How To Structure And Compensate A High Profit High Productivity Team Based On Prospecting. Best Expired Script To Set Appointment.

In this call, Jeff talks about:

  • Getting his license at 18 and selling homes right out of high school.
  • How to overcome age objections from older homeowners when you are young.
  • Selling 31 homes his first full year at age 19 and how he did it.
  • Why he went into broker management for several years, what he learned, and the opportunities it created.
  • Selling 102 homes in one year with the help of one telemarketer.
  • Creating a new team culture based on high productivity high profit margin prospecting.
  • Combining the philosophies of Floyd Wickman, Mike Ferry, and Gary Keller into a winning team.
  • Script for convincing an expired listing to listen to your presentation and set an appointment.
  • Best for-sale-by-owner approach if you want to get the listing.
  • Personally selling 100 homes annually for the last 10 years.
  • Detailed description of his compensation programs for his outside sales associates, inside sales associates, and showing agents.
  • The 4x2x1x12 Formula and why it works to get referrals from your past clients and sphere of influence.
  • Team dynamics, compensation, profit margins, and more.

Jeff Glover SUCCESS CALL …

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Download FULL Audio Running Time: 55 minutes



Jeff Glover is with Keller Williams in Detroit, Michigan. Last year, he and his team (Jeff Glover and Associates) closed 1000 transactions with a total sales volume of 200 million. His average sales price was 200 thousand of which 40% were buyers and 60% were sellers.

Jeff leads a team with 52 members. He has been an agent for 16 years.

2018 Stats:

  • 1000 closings
  • 200 million sales volume
  • 52 member group:
    • 34 outside sales associates
    • 10 inside sales associates
    • 7 operations staff
    • 1 team leader


  • expired listings
  • FSBOs
  • repeat & referrals
  • past clients
  • sphere of influence