For Top Producers, Real Estate is a Numbers Game

Posted on Mar 19 2015 - 4:06pm by Suzanne De Vita
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webinarWhen it comes to success in real estate, there’s no better teacher than someone who’s lived it. In the March installment of RISMedia’s Agent Webinar Series, “The Secrets of Systematized Success,” attendees learned just how powerful number-based systems can be from two of the industry’s most profitable professionals.

With experience backed by respectively over $1 billion in sales over the last 30 years and $1 million in commission income annually, Dave Chamberlain (Team Chamberlain Realty Executives) and Cleve Gaddis (Gaddis Partners, RE/MAX Center) educated attendees on the finer points of prospecting, lead conversion, training, and buyer and seller processes. Their message was clear: success in real estate hinges on consistency.

From the amount of face-to-face appointments and listing previews to sales volume and conversion rates, Gaddis and his team leave no number un-crunched. “It really gives our goals legs,” said Gaddis, who avoids surprises at year-end by examining data with his team on a weekly basis.

In addition to this precise measurement system, Gaddis and his team developed a 71-step process for both buyers and sellers – structured educational tools that he believes will help them reach one goal of producing 2,600 incoming buyer inquiries in 2015.

Related: The ABCs of Lead Management

To truly maximize his team’s success, Chamberlain relies on a combination of geo-marketing and self-motivated training. He and his team average 3-4 ‘Just Listed’ and ‘Just Sold’ pieces each month to 17,000 households in neighborhoods adjacent to their existing area, and commit 30-60 minutes a day to practicing scripts and preparing for objections that inevitably arise during listing presentations.

“A professional airline pilot doesn’t start a flight without a checklist,” Chamberlain said, emphasizing the importance of accountability. For new agents in particular, Chamberlain advised devoting 1-2 hours each day to prospecting activities, including phone calls and door-knocking.

Moderated by Verl Workman (Workman Success Systems), the webinar drew rave reviews from attendees.

I was really surprised how powerful the content was. I have been in real estate for 20 years and am in management in my office. I thought that the information was important both as a salesperson and in my management role. Thank you, Verl!

You could have made it longer! It was very informative. I am glad I attended and thank you!

It was great to hear some honest, hardworking guys talk about what they did that worked/didn’t work, what they do now, and what they want to do better in the future. As a newbie who transitioned from a different side of the industry (mortgage litigation), I really appreciated the helpful tone of this presentation. Great job!

Keep these coming as I have several ideas how to build our team and grow our business!”

For more information, including strategies for lead follow-up and building retirement wealth through real estate, view the recording below.

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