SC207: Jeff Glover. Personally Sold 100 Homes Annually For The Last Ten Years. How To Structure And Compensate A High Profit High Productivity Team Based On Prospecting. Best Expired Script To Set Appointment.
Manage episode 255146967 series 2431731
Jeff Glover SUCCESS CALL …
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Download FULL Audio Running Time: 55 minutes
Jeff Glover is with Keller Williams in Detroit, Michigan. Last year, he and his team (Jeff Glover and Associates) closed 1000 transactions with a total sales volume of 200 million. His average sales price was 200 thousand of which 40% were buyers and 60% were sellers.
Jeff leads a team with 52 members. He has been an agent for 16 years.
In this call, Jeff talks about:
- Getting his license at 18 and selling homes right out of high school
- How to overcome age objections from older homeowners when you are young
- Selling 31 homes his first full year at age 19 and how he did it
- Why he went into broker management for several years, what he learned, and the opportunities it created
- Selling 102 homes in one year with the help of one telemarketer
- Creating a new team culture based on high productivity high profit margin prospecting
- Combining the philosophies of Floyd Wickman, Mike Ferry, and Gary Keller into a winning team
- Script for convincing an expired listing to listen to your presentation and set an appointment
- Best for-sale-by-owner approach if you want to get the listing
- Personally selling 100 homes annually for the last 10 years
- Detailed description of his compensation programs for his outside sales associates, inside sales associates, and showing agents
- The 4x2x1x12 Formula and why it works to get referrals from your past clients and sphere of influence
- Team dynamics, compensation, profit margins, and more
- 1000 closings
- 200 million sales volume
- 52 member group:
- 34 outside sales associates
- 10 inside sales associates
- 7 operations staff
- 1 team leader
- expired listings
- repeat & referrals
- past clients
- sphere of influence