Tom Ferry Reading Blog

Case Study: 20 Deals to 218 in Just 3 Years!

Case Study: 20 Deals to 218 in Just 3 Years! photo

When Brok Hansmeyer dropped from 33 transactions in 2013 to 20 in 2014, he knew he was capable of so much more.

But to get there, something had to change.

Oh, it changed alright. By 2017, Brok and his team were closing 218 transactions while he took three week-long vacations — with his phone turned off!

The story of Brok’s rapid ascent is both inspiring and relatable.

You’ll see he didn’t do anything truly out of the ordinary. Instead, his journey is testament to what can happen when you operate from a plan and have the right guidance and accountability in your corner.

 

He Knew He Needed to Do Something

Flashing all the way back to 2010, Brok had considered hiring a coach but never acted on it.

So in 2014 when his business decreased, he decided it was time to commit to coaching.

He interviewed two well-known coaching companies and his choice was clear. He hired Tom Ferry Coaching because he felt it gave him more options for his business than the other company, which relied solely on pushing one discipline for everyone.

In Brok’s Duluth, MN market, the market had already frozen over for the end of the year, but Brok capitalized on that slow period to begin focusing on systems with his coach.

He never had a formal database before.

He also started working on price-reduction scripts he used to get a few listings priced closer to market value.

But it wasn’t just the words that transformed Brok.

“Honestly what it gave me was more confidence to have those difficult conversations with sellers,” he says. “It reminded me that I’m the leader, I’m the one driving the bus and people are looking for my help. I had to show them what was right for them.”

 

20 to 52 in 2015

That confidence Brok speaks of also extended to a memorable conversation he had with his coach early in the process. Having closed 20 deals in 2014, he set a bold goal of 52 transaction sides for 2015.

Still somewhat skeptical, he asked his coach if that kind of jump was truly possible.

“I asked him, do you really see people go from 20 deals to 52? And he said, ‘Oh yeah, all the time.’ I needed that. I needed to know it was possible and that someone believed in me,” Brok says.

As 2015 began, Brok worked closely with his coach on several key initiatives:

  • He started sending a newsletter to his farm regularly.
  • He made more touches to the database he’d built.
  • He started making more phone calls.
  • He set up a postcard campaign targeting Expireds.
  • He built his online presence with Zillow/Realtor.com reviews and quickly bumped to the top 5 agents in Duluth in search results.
  • He increased his Facebook presence, got more likes on his fan page and started boosting his listings.
  • He attended his first Success Summit event, which he called “a big accelerator” in his ascent.

“A lot of stuff that my coach and I talked about, I just said, ‘Yeah, I’ll do it,’” Brok recalls.

And it worked!

He bettered his goal of 52 transactions by one, closing 2015 with 53 deals!

 

Bigger and Better in 2016

Having significantly increased his business in his first full year in coaching, Brok and his coach took a “big picture” view when planning 2016.

For Brok, the essential question was something that every agent strives for:

“How do I create a life where I can be successful, serve a lot of people, provide great service, but also get away and enjoy my life?”

Together with his coach, the decision was made to begin building a team. Brok hired an experienced buyer’s agent and together they closed 113 transactions in 2016.

Brok closed 80 of those transactions himself, but realized how having a team around him was crucial to achieving the home life he wanted with his wife and growing family.

“I could do it all myself,” he says, “but I might not be married anymore.”

Tom Ferry - Success Summit

2017: Team, Transactions Continue to Grow

2017 was a year of continued growth for Brok. His team grew to include himself, three licensed agents, an assistant and a transaction coordinator.

With his team in place and responsibilities delegated, Brok was able to focus even more on dollar-productive activities with his clients. Together they took another huge jump in production, closing 218 transactions in 2017.

 

A Whole Different Experience

As Brok’s business has evolved, so too have his coaching sessions.

When he first joined coaching, Brok’s twice-monthly sessions revolved around small details and implementing them.

In 2015, he decided to upgrade from Core+ coaching to Elite+, which meant four coaching sessions monthly and additional access to selected Tom Ferry events.

“It’s very much bigger picture now,” Brok explains. “We talk a lot about the team.”

Brok is to be commended for a great strategy: His assistant listens to every coaching session to ensure everything discussed gets put into action. (Accountability on top of accountability… way to go, Brok!)

He says one of the biggest benefits of coaching is having someone to keep him in check and focused on what’s truly important.

“I’m a relational type of person and sometimes I’m way too giving with a buyer or seller,” Brok explains. “Or I’ll hold on to someone too long when it’s not the right fit. That’s where it’s so good to have my coach.”

In other words, Brok’s coaching sessions help balance his personality with what’s most efficient and what makes the most sense for his bottom line.

“Coaching has been the best thing I’ve done for my business,” Brok says. “When people ask how I’ve done it, I say, ‘It’s coaching.’”

 

What’s Now… What’s Next?

Brok is a true outdoorsman who lives for being in the mountains, hiking, biking and spending quality time with his wife and son.

To make those experiences a reality, Brok schedules his business around the trips he makes on an annual basis. It’s usually around 8-9 excursions including at least two Tom Ferry events, visits to his wife’s family in Texas and getaways to the mountains and lakes of Montana, Colorado or some newfound frontier.

When he’s not away, Brok makes a point to always be home between 5:00 p.m. and 7:00 p.m. to eat dinner as a family and get his young son ready for bed. If he has more work to finish, he does it after his son is in bed.

Looking ahead, Brok has his sights set on a goal he and his wife set years ago. Ultimately, the plan includes accumulating 20 rental properties to generate the passive income required to step away from the day-to-day business and focus on volunteering and doing mission work.

“I’m trying to build a team so my business is sustainable whether or not I’m here,” he says.

In the meantime, he’s enjoying greater flexibility in his business, especially being able to pick and choose who to work with.

“There was a time when I’d work with anyone, even if it was a 40-minute drive,” Brok says. “I was operating from a scarcity mentality. Now I have an abundance mentality. I know we can do this because I’ve worked hard to get to this point.”

What did you learn from Brok’s story? Post your comments below.

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