Andy Green is both team leader and part of the Five Doors expansion network, and shares his experience building his team, setting up systematic, referral-driven lead generation systems and leadership tips for real estate teams.
We started with a question on how to manage and lead ISA’s, Andy explained that it’s really hard to find ISA’s who can hit 40 appts/mo consistently and still maintain a high quality of appointment. They focus on quality over quantity, and are fortunate to have one ISA who can hit both.
Then we dive into Andy’s story, how he restarted his business in 2011, and how he figured out his lead gen and database marketing system.
Andy explained that his team is everywhere, getting involved in youth sports, fun runs, sponsoring local teams and events. They also market to their database through video, which generated 65 home sales from their database last year alone.
We also went deep into how Andy structures and leads his team, including why he went away from the traditional model and allowed all his agents to work with buyers and sellers. Andy explained the initial dip in listings they went through and how he pulled them out of that dip through great training and support for his agents. The result is that Andy is no longer required in production and is not beholden to one listing partner leaving and forcing him back into production.
This allows Andy to focus on long-term growth, such as growing their ISA team, which already has 4 members, one of which is taking a leadership role as the team grows.
Andy is a great example to follow in building a lead generation system that focuses on their database and community first, rather than relying on cold internet leads. If you’re currently a rainmaker or team leader looking to exit the business, Andy’s experience also shows a path to exiting the business by allowing all your agents to list, rather than bringing in a high level (and expensive) listing partner.
Andy Green is CEO of the Green Group in Wilsonville, OR, a member of the Five Doors network of KW. To connect with Andy or send referrals to his team in Oregon, email email@example.com.
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