What are the pillars of your business? In our latest interview episode, Justin Woodall shares how he nearly left the business during the recession, why he decided to double down on lead generation, and how he’s built a thriving team on prospecting and referrals.
Takeaways + Tactics
Be client-minded, not commission-minded
Systems are the key to growing your business - every deal is different but your activities are usually the same
Education and follow up the key to converting Expireds - Help them understand the market and their options and then follow up consistently
You have to know that when you do the right thing, when you put the clients first and serve them, that everything will work out just fine. - Justin Woodall
We start with a question from a newer agent on whether they should join a team or stay independent. Justin and Greg agreed that joining a team has advantages but you’re giving up commission, and it’s crucial to understand your niche and what you’re good at.
Next, Justin shared the importance of systems and how they allow him to do 150 deals without sacrificing client service. He explained how he tracks information for listing presentations and has his asst put together a file with all the information he needs for that appointment. Justin also shared his backstory and the structure of his team, including why he hired a second assistant rather than hiring a buyer’s agent as he started to get busier.
Justin explained why he’s hired an ISA to help follow up with leads, the qualities of a successful ISA and how he compensates her. That led Justin to share of his biggest challenges in building a team, “I think hiring the right people is a skill that’s kind of hard to develop. And if you haven’t done it, you don’t have a clue... I’m become a lot more selective on who I bring on my team.”
Then we dive into how Justin holds agents accountable, rewards success, and the metrics they track. Rather than holding a weekly meeting, Justin meets with his team for a 15 minute Daily Huddle and then a larger meeting once a month, which keeps them on track without taking up too much time.
Justin also answered the question, What would you do if you were starting out in the business today? “Get really clear on where you want to be. Do you want to grow your own team, be on a team, what kind of quality of life do you want to have?” We finished by covering how Justin goes after Expired listings and why they are still a pillar of his business.
Justin’s story is a great example of perseverance, investing in yourself through coaching and education, and succeeding through experiments. You’re going to make some mistakes, hire the wrong people, send out the wrong marketing pieces. Focus on giving the best service possible, stay in touch with your database and adjust to the market and you’ll be successful over the long run.
Justin Woodall is the owner of the Justin Woodall Group with Keller Williams in Athens, GA. Justin’s team consistently ranked in the top 10 teams for the entire Keller Williams Southeast Region for several months in 2015 and continues to grow, selling over 150 homes last year. To send referrals to Justin in the Athens area, email firstname.lastname@example.org and learn more about his team at thejustinwoodallgroup.com.
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