Bill has been in the real estate business for 32 years. The team’s primary market is Chandler, AZ, which has a population of 250,000, and has an average sales price of $364,000.
Approximately 1,000 people are moving to Chandler each month. Sixty - three percent of Bill’s business comes from repeat and referral business.ASSISTANTS/TEAM
The team consists of seven licensed selling agents, two property management assistants who handle all of their rentals, one transaction coordinator who handles all of the escrows, one listing coordinator who handles all of the listing activities and one team manager who oversees all the others and handles the marketing and financial aspects of his business.
SYSTEMS
The team uses Top Producer software extensively. There are approximately 1500 total contacts in the program at this point. All of their client, closing, and listing trackings are done with this software. They also have a web site for sellers through Top Producer that allows them to access what is happening on their transaction 24/7. They also email a weekly report to their sellers. All showings, feedbacks, and activities are reflected in the reports and on the web site.
Bill uses time blocking to help him plan his day. With his team in place, he is able to spend more time doing the things that he wants to do, like personal investments and travel.
MARKETING
The team’s monthly newsletter is their main form of marketing. Sponsorships of groups in the farm area, other venues of advertising in the farm area, and local neighborhood
publications support marketing. Virtually no newspaper advertising is done except for an occasional open house. The team doesn’t advertise in “mass” marketing tools. He focuses his advertising in his small farm area and confirms the value of this method of advertising by pointing out that he gets over 600% return on his investment.
Bill has about 1100 past clients that he stays in touch with every month via the newsletters and prospecting calls, and another 300-400, that are now primarily out-of-state, receive a quarterly newsletter. He throws a “Client Appreciation Party” every fall and invites his local past clients. About 250-300 attend that event.
KEY ELEMENTS OF SUCCESS
Farming - Bill focuses primarily on an individual geographic area. He continues to farm an area that he started about seven years ago. The team mails a monthly newsletter to about 21,000 homes in the farm area plus past clients.
Implementation - Bill observes that there is nothing in his system that he has created. He points out that he is not an inventor, but clearly is an implementer.
Coaching - As to balance, Bill now feels that he is achieving a sense of balance. His feeling is that family is number one at this point in his life. Hiring a coach is the step that helped Bill get to this point.
