“Insider Secrets to Listing 100 Homes a Year”
Workman Success Systems
Hosts: Verl Workman and Christy Buck
Thursday, February 2, 2017
3pm-4pm EST
gotowebinar.com
link for free downloads: workmansuccess.com/list2017
Summary: This webinar helped agents learn how to become a top-producing agent by sharing
tips for how to improve their processes before, during, and after listings appointments.
Rating: B
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Christy opened by sharing a little bit about the team she has built, which produced 325
transactions and $2.2 million GCI in 2016. She is one of the clients that Verl coaches.
Christy’s keys to success:
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Christy highlighted the use of DISC profiles and other personality tests when
hiring. This helps you to hire the people with the right personalities for the
positions. She also utilizes very detailed training from the start. She talked
about having training videos and other resources so that new people can learn
on their own rather than shadow someone for an extended period of time.
Prospecting for listings:
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Marketing activities:
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Christy emphasized the fact that she doesn’t like her agents to just be sitting
around the office – she likes them to be out, being seen! She uses various
tactics to show the aggressiveness of the team and create opportunities. She
said that there was some pushback from the team at first, but once they saw the
return on their investments, there was no more complaining.
 Ex: Christy requires 2 open houses per week from her agents. In
addition, the night before an open house, they knock on the doors of 20
neighboring houses just to start conversation and get more listing
opportunities by demonstrating their aggressiveness. They usually leave
fridge magnets or something like that behind to create further
opportunities.
The most important fact about these marketing activities that Christy wanted to
communicate was that they ask the lenders, home warranty companies, venders,
etc. to help pay for these events. The events do cost money, but her team is not
necessarily taking the brunt of it.
 Ex #1 – Christy’s team hosts a Thanksgiving Pie Day, where clients can
come and claim their free Thanksgiving pie. At that point, Christy can get
their updated information, and she keeps her name in front of them so
they will recommend her to others.
 Ex #2 – Christ’s team participates in Boo-ing & Egg-ing. Every agent has
to pick 25 houses as their targets. They put little signs in peoples’ yard
that say ‘you have been boo-ed by the Christy Buck team’ and put a bag
of candy on their doorstep. She says that people post pictures on
Facebook, etc. It just puts her name out there in a fun, easy way.
3 phases of listing: BEFORE, DURING, AFTER
o BEFORE: Christy always emails the seller their ‘homework’ packet. This prelisting checklist/packet has everything that the seller should complete before
Christy shows up. That way they can focus on the important things while she is
there. The paperwork include the details for the MLS listing as well as
homeowner details (highs/low on utilities, list of improvements, selling features,
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etc) - once they’ve signed an agreement, they share a provider list to help them
with inspections, cleaners, stagers, insurance, etc.
DURING: Christy always shows the seller her ranking reports, as the numbers
speak for themselves. She introduces her team, and how the fact that she has a
carefully assembled team shows that she is well equipped to meet the seller’s
needs. Christy also shares a little bit about how she plans to market the listings.
She talked about Proquest and how she likes the flyers it produces because it
has the main property on one side and the rest of the listings that the team has
on the other side.
AFTER: Christy didn’t discuss this aspect as much, but this step would include
scheduling staging and photography. She has a detailed, step-by-step action
plan in Top Producer that is carried out at this point.
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Christy says that she uses Boomtown as a lead generating website, and then uses Top
Producer for client management once those leads become clients.
Christy talked about community marketing, and encouraged that you brand yourself.
She talked about how her team uses t-shirts to do that. She also talked about asking for
referrals from people that you are loyal to. For example, tell your hairdresser that you
are committed to coming to them every 6 weeks for the next year, and that you would
love for them to refer one person to you in the coming year.
Christy discussed the details of her car fleet. Her team has 7 cars, which the buyer
agents use. She paid for the cars herself, and the agents pay for the insurance and the
upkeep. She says that people are always talking about seeing her cars everywhere, and
have even followed the cars back to the office to talk to the agents.
Christy talked about special events where they invite other agents to come and learn
from her team. At those events, she shared samples of spreadsheets, her operations
manual, job duties, actions plans, etc. She calls it her 7-digit success plan. She has
one of these events every month.
Verl ended by presenting some of the other offerings of Workman Success Systems.
Specifically, he discussed the AMP program (admin mastery program), which has
everything you need to get your admin trained and running your business. It includes 60
self-paced online instructional videos.