3 Secrets To Building A Real Estate Team (that won't drive you crazy)

3 Secrets to Building a
Real Estate Team
Leigh Brown
(562) 247-8321 Access code: 1450169-679
Leigh@LeighSells.com
(That Won’t Drive You Crazy!)

● Top producing Realtor based in
the Charlotte NC area
● Broker/Owner of Leigh Brown and
Associates, RE/MAX Executive Realty
● President of CRS 2017
● International motivational speaker
● Awarded Lifetime Achievement, Hall
of Fame & Circle of Legends with
RE/MAX International
Leigh Brown
(415) 655-0060 Access code: 255-939-224Leigh@LeighSells.com

Secrets of an actual team leader
Is building a
team a smart
move or a
money pit?

When and why would you go through this?
• Work/Life Management.
• Excess Opportunities
• It is NOT for everyone. BUT you should
have done this yesterday.

What is YOUR job description?
• Define yourself.
• Are you a salesperson? Are you a
manager?
• OR: Are you a LEAD GENERATOR?
• What can you give away?
This presentation constitutes and contains information which is the confidential
and proprietary trade secrets of Leigh Brown, Inc. (c) 2017.
Duplication, Display, Dissemination of any of this information is prohibited by State and Federal Law.

Step one: the assistant.
• So before you do anything else, you need
to know your numbers.
• What do you earn per hour?
• What does it cost to hire in your market?

The job description
• Before you seek someone out, you MUST
know what they need to do. Create a
checklist of any NRP activities that need to
come off of your plate.
• Include at-bats in the job description.
• Read Unique Ability by Dan Sullivan.

Where are they?
• Check with agents who are not built for sales,
but want to be active in the business.
• New home communities.
• indeed.com
• Social media.
• Client Recommendations.

Making the right hire.
• DISC profiling.
Discpersonalitytesting.com ($29)
• multi-step process.
• great questions asked by someone
else.

Interview questions
• What do you know about me/company/team?
• Why did you apply for this position?
• Tell me about your last personal real estate
experience.
• What do you do when you have finished all of
your tasks?
• How do I reward you?
This presentation constitutes and contains information which is the confidential
and proprietary trade secrets of Leigh Brown, Inc. (c) 2017.
Duplication, Display, Dissemination of any of this information is prohibited by State and Federal Law.

Step two: the referral agent
• You may not be ready for the training, hiring,
management of a buyer agent (or be plenty ready
and not willing to mess with it).
• Seek out a like-minded agent who can close, but
needs leads, and have them work for you.

Expectations are key
• What will you pay them?
• What systems do you have in place for lead tracking?
• What is your ongoing role with the client?
• What happens after closing?

Step three: the buyer agent
• Job description is critical to setting expectations.
• What kind of personality are you seeking?
Who will balance you?

Where are they?
• Indeed.com
• New Home Sales Agents.
• New licensees.
• Client recommendations.
• Past co-broker relationships.

Interview questions
• What do you know about me/company/team?
• Why did you apply for this position?
• Tell me about your last personal real estate
experience.
• What do you do when you have finished all of
your tasks?
• How do I reward you?

Staying the course
• Goal-setting. (1 a day)
• Weekly or bi-weekly meetings.
• Quarterly goal tracking.
• Annual team advance/business
planning
• Individual reviews.

Retention tips
• Jewelry. Seriously.
• Annual education credit.
• Onsite massage.
www.incorporatemassage.com
• Social media shoutouts.

Tools for success
• slack (free)
• google suite
($60/user)

The ONE lesson
• Hire Slow, Fire Fast.

Policies & Procedures
NoFluffTraining.com/shop
Code: Team99 for $99 off
(good thru 8/1/18)

Questions or Comments?
And… Please fill out the survey when you exit. Thank you!
Enter Questions here!

THE
HOMES.COM
DIFFERENCE
Tim Rabara
Homes.com
Receive the New
Secrets Of Top
Selling Agents
Book with any
purchase of a
Homes.com
product today!
Call: (888) 742-9557

Homes.com
SEO Fuel
Get found when
buyers and sellers
search
Free book with any purchase!
(888) 742-9557

Organic Search
3.5 billion searches
on Google every day.
96% of clicks are on
the organic search
results.

Home Buyers Use Search
95% of home
buyers use online
information during
the home buying
process.
(NAR 2017)
Half of all home
buyers start their
online search 6-12
months prior to
making a purchase.
(Google)

of the traffic to the brokerage
websites came from Organic
Search and resulted in more
conversions than all other
sources combined.
51%
(2015 REAL Trends Online Performance Study)
Traffic Source
Contacts Per
Month
Organic SEO 408
Email Campaigns 165
Paid Search
Marketing
31
Facebook 12
(888) 742-9557

Definition of SEO
The work that goes into showing the search
engines that you are the most trusted source
and relevant answer to queries related to
your product or service.
(888) 742-9557

How Does SEO Work
SEOIndexability
RelevanceUser Experience Authority
Trust
ON-SITE OPTIMIZATION OFF-SITE OPTIMIZATION
(888) 742-9557

How Does SEO Work
Are your individual pages able to be viewed and
categorized by the search engines? Are there
certain elements of your website that disallow
Google from understanding the content?
Does the information on your website accurately
describe exactly what you do? Can the search
engines clearly understand your content?
Once someone has visited your website, are there
defined elements that entice them into taking the
next step? Is your phone number prominently
advertised? Do you have a clear “Contact us!”
procedure laid out?
Are other websites linking to your site, essentially
referring their unique traffic to your website? Are
the search engines able to see others out there are
talking about your products or services?
SEO
Indexability
User ExperienceAuthority
Relevance
(888) 742-9557

On-Site Optimization
The purpose of your website is to advertise your
services. The search engines index the data on your
website to establish WHAT your business does and
HOW you should appear in the search results.
(888) 742-9557

Relevancy
CONTENT SOURCE CODE KEYWORDS
<title tag>
</a>
What people can see
on your site
The stuff that Google
sees
Correct keyword usage
on and off site

Source Code
How You see your website: How Google sees your website:
(888) 742-9557

Indexability
HOW DO WE MAKE YOUR SITE
INDEXABLE?
Analyze existing site architecture
elements including, but not limited
to:
● XML sitemap
● robots.txt file
● related follow / nofollow alt attributes
(888) 742-9557

User Experience
HOW DO WE PROMOTE USER
EXPERIENCE?
● Present concise, relevant information that
highlights your services.
● Prominently display your business phone
number in an easy to spot area (typically
the far right side at the very top).
● Create lead capture forms that require
only the most pertinent information to be
filled out. Fewer Steps = Higher Conversion
(888) 742-9557

Dedicated Team
Teams Within Our Company
When your account manager schedules on site opts, it
goes to a team whose sole purpose in the company is to
optimize these elements. No guesswork goes into
distribution, content, etc.
Time
Every hour spent on your website is logged in the
dashboard – you can see exactly what is being
worked on.
(888) 742-9557

Building TRUST & AUTHORITY
Google penalizes unnatural link
behavior.
Dedicated Content Team
Extensive publisher portfolio. Time is
spent writing and posting, not looking.
Blogs Algorithm-Friendly Content
Industry-Specific Links
Homegrown Content
No cutting corners. Unique, relevant
content only.

SEO Math
● Relevance + Trust = Best Answer
● Best Answer = Referrals
● Referrals = Sales
(888) 742-9557

People Ask Google
Transform your
website into a long
term asset in which
Google becomes
your word of mouth.
(888) 742-9557

Homes.com SEO Fuel
● High quality work
● Full transparency into the work
● Full service offering:
○ Onsite
○ Offsite
● 24/7 performance auditing
(888) 742-9557

Reporting
You get a built in reporting dashboard. We log every
hour we spend on the campaign, as well as show
keyword rankings over time, etc.
(888) 742-9557

(888) 742-9557

60% of active keywords
have reached
page 1 or 2 of Google
Statistic based on average of active keywords over 6 months, as of
June 2017. Individual results vary based on local search conditions.
(888) 742-9557

Keywords have improved
by an average of
3 pages on Google
Statistic based on average of active keywords over 6 months, as of
June 2017. Individual results vary based on local search conditions.
(888) 742-9557

Adams Cameron & Co.
“Our ability to provide
them with quality
leads is one of the
main reasons top
agents choose to join
our team”
-- John Adams
Leads Generated
Up 10% YOY Free book with any purchase!
(888) 742-9557

Contact me to receive a
custom audit of your site!
Name: Tim Rabara
Title: Sales Manager
Email:timothy.rabara@ho
mes.com
(888) 742-9557

Sue “Pinky” Benson
(415) 655-0060 Access code: 255-9239-224
SecretsWebinars.com
Sue “Pinky” Benson
Sell Listings
in Record Time
Using Video & Social

3 Secrets To Building A Real Estate Team (that won't drive you crazy)

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