So, why does this work? Specialists. This model utilizes a team of specialists focusing on ONE key thing which sets up the opportunity for everyone to maximize their potential because they do not lose momentum, time, energy or enthusiasm toggling between functions or tasks. When you have a specialist who has a single function that assists the single function of another person on the team, you get more results. For example, the role of the lead buyers agent is to conduct the buyer consultations and write and negotiate the offer. However, leads need to be fed to the lead buyers agent. This is where the lead coordinator comes in. The lead coordinator deals only with processing all of the leads generated and sets appointments with pre-qualified buyers. The lead coordinator is making 50-100 contacts per day, allowing the buyers agent to focus on handling the buyers’ needs. Anderson says this model “keeps you in your 20 percent, frees up your time and maximizes everyone’s income.” Keller added, “It is a mathematical certainty that it is going to put people in their right income earning potential.”
Anderson says the biggest challenge in making the move toward the model was figuring out what worked and how to properly package and sell it. His team fumbled a lot in the beginning, but in the end it worked out and he now has “the most efficient model in the buyers side of the business.” Once Anderson fully understood and bought into the model he was able to execute it with conviction and passion.
Keller also spoke with Carissa Acker about how to run a high production buyers business. Prior to 2008, Acker’s business was solely focused on REO. When the market shifted, she went from 3,000 transactions to zero practically overnight. Acker was forced to make a decision. She could either exit the business or change her strategy and focus. She changed her strategy and now has a high production buyers team comprised of 4 1/2 buyers agents (the 1/2 is part time), all yielding impressive results. All of the leads that come in are processed in round-robin fashion and are handled by the buyers agents themselves. They do have a contract to close assistant and someone to help them list if needed, but for the most part, they are doing it themselves. Acker said her buyers agents tell her they stay on the team with her because they love the flexibility and the culture they have. They don’t feel like buyers agents, they feel like business partners.
Keller said anyone can have a high production buyers business if they want one. “When you grab a big goal and you submit to the actions to take it, it will change your life,” he said. “You just have to trust that and stay with it.”
Posted on September 24, 2014 by adminkwblog