There is only so much a single person can accomplish in one day, no matter who they are. Members of the Dan Holt Team of the Greater Springfield market center know this well. By harnessing the power of leverage and implementing the showing assistant model, their production is skyrocketing.
Dan Holt, chief executive officer of the team, got his start in real estate in 2009 after leading a successful career in building and development. Only able to handle so many tasks and clients at a time, Holt knew he needed leverage if he was going to increase production.
Following the MREA organizational model, he hired Jen Davis, after several administrative hires. Davis, who was with a different brokerage at the time, originally just wanted to get her real estate license for personal investment reasons. Her decision to join the Dan Holt team as a buyer’s agent in 2012 took her on a much different trajectory.
As the only buyer’s agent on the team, in her first year, Davis closed 49 units. This year, she – along with her two showing assistants – is on track to close between 225 and 250 units on the buyer’s side, making up half of the team’s total production. Holt and his listing specialists will close the other half on the seller’s side: an accomplishment Holt credits to bringing Davis on board.
“If I didn’t leverage and put other people into their 20 percent, I would have never gotten into mine,” Holt says.
The 80/20 principle suggests that 20 percent of an agent’s activities will account for 80 percent of their results. As Holt and Davis continued to increase production on both sides of the business, their need to increase leverage rose as well. It was time to hire again.
A Team of Masters Is Built
Nicole Bower was next to join the Dan Holt Team as the transaction coordinator, where she is tasked with handling phone calls, administrative duties and ensuring contracts are processed and client needs are met along the way; activities which had previously kept Holt and Davis away from their listing and showing appointments.
With Bower on the team alone, Davis’s production jumped from 49 closed units to 72 units in one year.
Emily Baker, the director of lead generation and operations, manages the inside sales agent (ISA) and outside sales agent (OSA) on the team. She has streamlined lead generation with scripts and training, a role close to her heart as a former corporate sales trainer. Baker’s impact is evident. With her on board, Davis’s closed units jumped from 72 to 110 and listings taken increased from 150 to 225 with listings sold growing from 89 to 140.
“Emily taught me how to say ‘no’ or she would say ‘no’ for me,” Davis says about how Baker helped protect her time.
The following year Baker was hired, Holt and Davis each hired a KW MAPS Coach and implemented a showing assistant model.
“Showings were interfering with my ability to negotiate contracts,” Davis says about the time constraints of working beyond her 20 percent.
Hiring Showing Assistants
Davis set out to find a showing assistant. Unfortunately, her first hire didn’t work out. “I hired someone I wasn’t ready for,” she says. “I still liked have the initial face-to-face contact with the client at that point.” After involving both KW MAPS Coaches and Holt, she learned how to let go, trust and hired a showing assistant in January 2016.
“I was focused on her numbers and how I could change her life, not my numbers. I told myself that I was going to help her hit every goal she has.” Leading by example, Davis’ showing assistant followed her on every appointment for a month, soaking it all in – and then she was off.