Watch the On-Demand
What if the standard team model isn’t right for you? Des Moines agent Char Klisares shares her experience trying to shoehorn her business to fit that model, and how she shifted to a ONE Agent Team built around her strengths.
Takeaways + Tactics
Find the high quality agents in your area by reaching out to lenders
Create a group of high quality agents who want to work your excess leads
Support and train the agents to handle the leads correctly so your deals actually close
I needed to find something that would be self-feeding. As soon as I started implementing this system, my production numbers shot up and have exceeded anything I did before. - Char Klisares
We kicked off with a question on how to handle return calls when you’re away from your computer and you’re not sure what lead source they’re calling from. Greg’s advice is to be a human being, tell them that you were making cold calls earlier and ask if they’re returning your voicemail. Char’s main advice is to thank them for calling and build some excitement then ask a couple qualifying questions to get the conversation started.
Then we dug into Char’s story, and she shared how she came to the end of her rope trying to implement the standard team model. “On my best day I can’t be everything to everyone. Even with the best intention I was pissing people off left and right.”
Working with her coach, Hank Avink, they set out to find a team structure built around her personality and work style, and struck on the ONE Agent Team. As a result, Char is on track to close 9 deals this month after starting the year with only one deal in January, resulting in over $40k in commission per month (in a midwest market).
Char explained the mindset behind the structure, “If you’re chasing the dollar, you won’t understand this. My issue right now is I have so many leads coming in. For every 5 listings I manage I can only do one buyer because of the time tradeoff. A year ago I switched my focus from buyers to listings…’
Char went to lenders to find agents she could partner with to work those excess buyer leads. She secured their agreement and then setup a group chat where she and her assistant can distribute the leads. Agents work the leads, Char gives them coaching, support and a lead follow up structure, and in exchange she takes a referral fee.
We love real estate because it’s like the wild west! You can build any kind of business you want, and Char is a perfect example. Don’t make yourself miserable trying to fit into someone else’s business model.
Char Klisares is a real estate agent and team leader with RE/MAX in Des Moines, IA. To send referrals to Char, connect with her on Facebook.
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.