When three dynamic team leaders responsible for more than 900 annual transactions get together to share their secrets, it’s a good idea to listen to what they have to say.
I recently had the good fortune to convince Treasure Davis of Colorado Springs, Mary Maloney of San Diego and Jill Biggs of Hoboken, NJ to join me to discuss their businesses, share their thoughts for the future and more!
Watch the full episode above while here in the blog I’m going to break down their various answers to my three primary questions.
 

What’s one thing your team does that allows you to do so much business?

Treasure Davis role plays scripts together with her team every day and then they all make their prospecting calls together. If they don’t book an appointment, they add another hour. That daily discipline ensures their success!
Mary Maloney attributes her success to an increased focus on “getting belly to belly with the community” whether that means doorknocking, more open houses, networking or some other method. She says consumers want to have those “How’s the market?” conversations.
Jill Biggs’ market has lots of vertical living, which makes it possible to conduct 30-40 open houses every weekend! That means every weekend they walk away with a “massive list of leads” that is way cheaper than internet leads… “and they convert,” Jill says!
 

Tom Ferry - Success Summit

 

What are one or two things you’re thinking about when planning 2019?

Jill has noticed a change in the market and is preparing to go after more Expireds. She and her team are already role playing their Expired scripts!
Treasure has done her homework and identified the exact average value of her clients, and it’s lower than the average cost of a new lead. So her focus heading into 2019 is on doing everything possible to retain and maximize her current clients and to create more raving fans. She plans to double down her efforts to extract more referrals from her existing clientele.
Treasure also is planning quarterly client parties with segmented audiences based on demographics – with kids, without kids, military, etc., to ensure she can create an experience that’s right for everyone.
Mary’s emphasis in the new year will be looking for opportunities in a changing marketplace. She wants to target more Expireds, specifically from those listed with a discount brokerage. She also wants to tap into underserved markets, which she considers anywhere that doesn’t have one dominant “local expert” agent.