Nov 3, 2020
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
- 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
- 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.
Keri was able to close 19 contracts her first year, her husband Dan
was able to do over $21M in his first year.
is aiming for 100% growth every year, even at the massive volume
level that they move right now.
a team leader allowed Keri to hold herself accountable for the
environment that she created and the people that she surrounded
focused on who, not how, when building her team which led to
- Realtors have trouble building teams and
letting go of the day-to-day because they do not trust others
enough to delegate those tasks.
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.
is no one-size-fits-all method to grow a real estate business, so
don’t listen to any coach that tells you so.
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.
you’re small, you’re forced to blend jobs together as opposed to
hiring for one specific job.
plans being set up wrong from the beginning for the buyer’s agent
or seller’s agent is one of the most common problems.
order to hit her goal of $1.2B, Keri needs to close 1,751
your average and history with 1st-year agent success, and hire
based on those numbers.
large part of being successful hinges on answering the phone the
first time that a prospect calls.
sure to account for all the time it takes for your ISAs to both
call new prospects and perform follow-ups.
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.
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
- Keri’s reality check approach trains agents to
prepare clients for the market using real numbers.
successful agents have a poor work-life balance.
3 Key Points:
- Everything changed for Keri when she attended a
junk-email event and began to network with top
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
the real estate industry, it’s safe to have a hiring plan with a
projected 50/50 success rate.