Скачать или смотреть Create the Success You Want • Keri Shull • Episode 86

During this episode of the Lab Coat Agents Podcast, host Jeff Pfitzer interviews a billion-dollar agent and million-dollar agent maker, Keri Shull. Keri’s team is on pace to do over 800 units worth over $500M in volume, and next year is projected to do over $1.2B!

Episode Highlights:

• Keri’s team is projected to do over $1.2B in volume in 2021.

• Entering the workforce out of Penn State in 2003, Keri chose real estate over being the Oscar-Meyer Weiner girl.

• Marketing was not a strong suit of Keri’s back in the beginning and she had to learn fast when she moved from Oregon to Arlington, a place where she knew no one.

• While Keri was able to close 19 contracts her first year, her husband Dan was able to do over $21M in his first year.

• Keri is aiming for 100% growth every year, even at the massive volume level that they move right now.

• Being a team leader allowed Keri to hold herself accountable for the environment that she created and the people that she surrounded herself with.

• Keri focused on who, not how, when building her team which led to massive growth.

• Realtors have trouble building teams and letting go of the day-to-day because they do not trust others enough to delegate those tasks.

• If you have trouble delegating tasks, put yourself in a room with people that have already done it successfully.

• Offering minimum wage to your team will bring in minimum wage talent.

• There is no one-size-fits-all method to grow a real estate business, so don’t listen to any coach that tells you so.

• Make a list of all your weekly tasks and circle the things that you aren’t good at or don’t like; create the job responsibilities off of those tasks.

• When you’re small, you’re forced to blend jobs together as opposed to hiring for one specific job.

• Comp plans being set up wrong from the beginning for the buyer’s agent or seller’s agent is one of the most common problems.

• In order to hit her goal of $1.2B, Keri needs to close 1,751 contracts.
Use your average and history with 1st-year agent success, and hire based on those numbers.

• A large part of being successful hinges on answering the phone the first time that a prospect calls.

• Make sure to account for all the time it takes for your ISAs to both call new prospects and perform follow-ups.

• Keri is already hiring to reach her goals for next year, sitting at 60 agents now and looking to be at 75 by next year.

• Adjust your language to treat agents as partners or no one will take them seriously and they will never grow into what you need them to be.

• Keri has set up her lead agent to NET over $1M this year and that motivates people to join her team for the long-run.

• People are shocked to hear how large the marketing department is for Keri’s team.

• Recruiting and training are huge areas of emphasis to make sure their agents are problem-solvers instantly.

• Keri’s reality check approach trains agents to prepare clients for the market using real numbers.

• Many successful agents have a poor work-life balance.

3 Key Points:

1) Everything changed for Keri when she attended a junk-email event and began to network with top performers.

2) The reality of the market is this: you can either delegate tasks to partners or you can have no time outside of your job for your family.

3) In the real estate industry, it’s safe to have a hiring plan with a projected 50/50 success rate.

Tweetable Quotes:

“A lot of what I teach my clients today is how to sell the process.” - Keri Shull
“I didn’t start to really accelerate quickly until I hired a coach and started to put myself in the room with other people who were super successful.” - Keri Shull
“I’m always the one who’s at the bar the latest...because the people who are at the bar are people who are growing businesses that I can learn from their experience.” - Keri Shull
“THE answer does not exist because we are all different. This is not a one-size-fits-all business.” - Jeff Pfitzer
“Don’t plan for people; plan for statistics.” - Keri Shull
“Create an environment where people think they can make an unbelievable amount of money and keep growing.” - Keri Shull

Resources Mentioned:
Lab Coat Agents (website), (Facebook), (Facebook Group), (Twitter), (Instagram)
Keri Shull (Website Coaching Instagram)
5 Tips for Work-Life Balance (website)
Followup Boss (sponsor)
Chime (sponsor)

#labcoatagents #podcast