How do you double your business in one year? For Rochester, MN agent Andy Mulholland the answer was focus. By eliminating distractions and getting clear on what each team member needed to accomplish each day, Andy’s team went from 112 deals in 2014 to 248 deals last year, dominating his city.
We start with a question on how to manage ISA’s, Greg and Andy agreed there need to be standards you manage to, but how you arrive at those standards differs if you’re experimenting with ISA’s for the first time.
The Andy explained the growth he’s experienced over the last few years, going from 78 to 248 in just a few years. Andy attributes his success to focus, eliminating distractions and understanding what needs to be done each day.
Andy allows his agents to set their own goals and then holds them accountable and gives them support to reach their goals. Andy recommended the book The 4 Disciplines of Execution as a great blueprint for this type of team goal setting and accountability.
Then we dive into how Andy takes listings appointments in the office without ever seeing the home in person. He explained how they respond to inbound requests from sellers and set the appointments in the office, as well as how they position the appointment to get the seller to come in. What’s even more interesting is that through their radio, billboards, TV and past client referrals, they don’t have to make any outbound prospecting calls for sellers. It’s only responding to inbound requests.
Next we cover the shift Andy’s team made from buyer-heavy to seller-heavy when they started on radio. Andy also shared their process for getting homes ready for listing, including a paid pre-inspection, a visit from their home stager, pro photography and an HWA extended warranty.
Andy also reveals an unheard-of twist on the Guaranteed Sale program, which they position as a benefit for buyers and not their seller clients. In other words, sellers are attracted to the offer, but the Guaranteed Sale is actually aimed at buyers who are hesitant to make an offer because they haven’t put their own home on the market yet.
Once this benefit is explained to sellers, they often are not concerned with the Guaranteed Sale on their own home.
Andy is a great example of providing massive value to sellers and clearly communicating that value through mass media and past client referrals. We hope you implement some of the tips and tactics Andy shared to build your listing business!
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.
