SC217: Tina Caul. Relocated To A New Market And Sold 130 Homes In One Year As A Solo Agent … Then Sold 262 With A Team. Scripts And Stats For Zillow Leads. Single Most Important Metric To Agent Success.

In this call, Tina talks about:

  • Closing 130 transactions in a single year as a solo agent with two administrative assistants.
  • What she did to rebuild after her income fell 70% during the Great Recession.
  • Why you should focus on a single metric: contacts per day.
  • Dropping out of college to pursue a real estate career and earning 80k her first year.
  • FSBO Packet she delivered to list 2 out of 6 sellers.
  • Starting from scratch after relocating to a brand new market where she did not know anyone and failing until she got back to her roots and started prospecting.
  • Zillow leads are 48 percent of her business with a 10 percent conversion ratio and a 6-to-1 ROI plus her script for initial conversation.
  • Surrounding yourself with top agents to become a top agent.
  • Team dynamics, compensation, profit margin, and more.
  • UPDATE: In 2020, Tina and team sold 368 homes.


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Download FULL Audio Running Time: 59 minutes


Tina Caul is with eXp Realty in Cary, North Carolina. Last year, she closed 262 transactions with a total sales volume of 101 million. Her average sales price was 381 thousand of which 59% were buyers and 41% were sellers.

Tina leads a team with 18 members. She has been an agent for 21 years.


2019 Stats:

  • 262 closings
  • 101 million sales volume
  • 18 member group:
    • 12 team agents
    • 5 administrative staff
    • 1 team leader


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