real estate systems

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Episode 017 of Real Estate Team OS features Jim Remley, who coaches team leaders and brokerage owners on per-agent productivity and profitable growth.
 
He pioneered one of the first real estate teams in the late 80s and grew it to a 17-office company across Oregon. He later grew a 30-agent team to 250 agents. The keys to both successes: acquisitions, partnerships, and per-agent productivity.

Here, you’ll get telltale signs of an unprofitable real estate company, the best hire a team leader can make, and the simplest recruiting message you can offer.

Listen to Ep 017 with Jim for:
0:00 Intro and welcome
1:15 The balance of empathy and automation in “world-class service”
7:36 A team as a brokerage within a brokerage with specialized positions and why they'll absolutely be the dominant players” - responsible for 60-80% of GCI and challenging solo agents at scale
9:14 How the emerging “virtual team” model works and why it makes sense financially
14:25 “The best hire a team leader can make” and the value of coaching and mentorship for agents looking to invest and grow
16:48 A caution on building teams within teams (and a proposed way to do it effectively)
18:25 How a company he started at age 23 grew to 17 offices across Oregon (through acquisitions, partnerships, and recruiting)
20:02 The simplest recruiting message you can offer and how he leveraged it to grow two real estate businesses
23:46 The two ways they entered new markets as they expanded their business and a strategy to bring top performers into new offices
27:06 The per-agent productivity metric to pay attention to (and new data about it)
30:14 The telltale sign of a weak real estate company (and potential acquisition target)
33:18 The importance of listings for profitable growth and “the #1 place where listings will come from in 2024 without question”
35:30 A basic marketing strategy to speak to those 30 million people who’ll be listing over the next several years
38:20 How the Hawthorne Effect helps you recruit and retain productive agents - and the two things to hold them to (participation or performance)
40:59 The “magic words” of “How’s your pipeline?”
43:40 How to decide whether to leave sales production and the one role you have to figure out how to pay for when you do
46:56 Positive signs in the market and 4 top sources to find more stories and data 

50:30 At the end, learn about the power of a paper route, what he seeks at used book stores, and the travel goal he’s working toward at least 7-8 weeks per year.

Follow Jim Remley:
- https://www.instagram.com/erealestatecoach
- https://www.tiktok.com/@erealestatecoach

See Jim's News and Data Sources:
- Zillow research https://www.zillow.com/research/
- NAR Economists’ Outlook https://www.nar.realtor/blogs/economists-outlook
- Redfin News https://www.redfin.com/news/housing-market-news/
- KCM Blog https://www.keepingcurrentmatters.com/blog/

Learn more about eRealEstateCoach:
- http://erealestatecoach.com/
- https://linktr.ee/erealestatecoach

Learn more about Real Estate Team OS:
- https://www.realestateteamos.com
- https://linktr.ee/realestateteamos

Follow Real Estate Team OS:
- https://www.instagram.com/realestateteamos/
- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes instantly, plus email-exclusive insights and guest previews every week - sign up at https://www.realestateteamos.com/subscribe

Wholesaling since 2014, Ron Rower is currently watching things explode in his mid-Missouri market. As a former attorney, he’s been a big-picture kind of guy who can also keep an eye on contracts. But Ron’s greatest strength is a massive network. People bring him deals and want to partner with him because he knows everyone.

Ron’s proof that you don’t have to be everything to everyone. You don’t even need to have the flashiest website, as he’ll be quick to tell you. His buyers try to stay in the loop even though he’s an old-school texter. Because to Ron, there is strength in partnerships, and he consistently delivers good properties to his buyers and sellers.

Sometimes you’ll see Ron on the dispo and sometimes you’ll see him on the marketing side because his strength is filling in the gaps. The best partnerships are those that work on complementary parts of the business. Even if you’re a husband and wife team, one of you has to be on marketing, and one of you has to be working the phones.

It’d be nice to put the whole assignment fee in your pocket. But how much effort do you have to put in to do that? Ron’s mid-Missouri wholesaling business is blowing up because he’s not interested in keeping the whole fee. If you’ve got a property for him, or if you’d like to partner with him, send him an email to webuycomo@gmail.com.

This kind of success doesn't happen overnight. We’ve been working with Ron for years to help him focus on just the right parts of his business. His growth has been tremendous and I’m honored to be a part of it. If you’re ready for a coach, let’s connect on my website.

What's Inside:

• Why you absolutely need to be consistent. Don’t be hot and cold in what you’re doing.
• How many deals do you do by calling on Saturday a lead that you found last Monday?
• There’s power in spreading the workload out and taking less of a fee from a deal.

Sandra came to me already a successful real estate investor. 18 years ago, she was bitten by the real estate bug, and she’d had success with wholesaling, fix and flips, creative financing, and even Airbnb. She was making money, but she was driving herself crazy working so hard.

When Sandra started in real estate, she bought courses, books, and CDs. She immersed herself in education, and she took bold action. Her work though was sporadic. She didn’t always follow up on her leads, and she had trouble getting a team built out that she could delegate work to. In short, she wasn’t getting consistent results because she wasn’t providing consistent instructions to her team.

It didn’t take much work to plug an already successful investor into a system that meant more money for less work. Listen to how we fine-tuned Sandra’s business so that she could do 14 deals in the extremely competitive Atlanta market. You can literally hear her excitement over having less work on her plate.

Sandra’s also living in a 32,000 square feet mansion outside of Atlanta, completely rent-free. After getting into the property with a creative financing deal, Sandra used more creativity to make the house actually work and earn money for her.

If you want to partner with Sandra, she’s got the money and she’s actively looking for properties to buy. You can email her at: info@barstonegroup.com

What's Inside:

• Being disorganized was literally costing Sandra money because she couldn’t keep track of her leads.
• Do you want less junk leads? How Sandra improved the quality of her leads.
• Mystery dinner parties, AirBnB, and all of the other ways Sandra uses her own property to earn its keep.

I want you to draw three columns on a piece and paper and then ask yourself: “Where am I right now? What kind of headspace am I living in?” I want you to think about your goals, your job, your family, and everything you’ve got going on right now and write it down in one column on a piece of paper.

Then, I want you to think about your dream life. Where do you want to be? Where do you see yourself in a few years? I want you to write down all of your plans in the third column, and I want you to dream big.

You’ll see that there’s still an empty middle column. That blank space is everything that has to happen to move you from the first column to the third column. I’m going to talk about the systems, partners, and teams that you need to put in place to move towards your goal.

There is no one-size-fits-all real estate investor model. You need to find out which real estate method works for you, whether that’s fix and flip, wholesaling, BRRRRs, rehabbing, owner-financed deals, or whatever. The sky’s the limit!

I’m going to share some of my solutions for my clients that address their specific needs while still helping them succeed with their real estate goals so that you can see just how individual real estate investing solutions can be for your life.

What's Inside:

• What kind of model should you follow in your real estate business?
• The 2021 phrase of the year should be “Done is the new perfect”.
• It’s time to stop doing the same thing over and over again while expecting a different result.
• The systems and processes I set up with my coaching clients that are the key to their success are as varied as their real estate goals.

No stranger to real estate, Harry King hooked up with us when he realized that we had the missing piece in his knowledge. As a purchaser of short sales, he’d never had to do his own marketing before, but with our marketing plan, he was able to jump in headfirst with us.

This commitment to taking action has really propelled Harry’s early success in wholesaling. He has an unbelievable 60 offers to follow up on, so we talk through the strategies that have yielded the best success for him. He wants to keep those leads fresh, but he also can’t possibly get through 60 conversations in one day while balancing all of his other marketing.

Listen to some of Harry’s biggest takeaways from working with us, including:

• Improved accountability
• Contracts and support
• Implementing a marketing plan
• Better time management

When you’re talking to sellers, you might come across some irate homeowners who are insulted by your offers. Harry says the best course of action if to stay calm because if you can’t “then you can no longer have a conversation”. Even though Harry has been in real estate for a while, he’s learning a whole new niche. The systems he’s putting into place will help him balance his work and personal life.

What's Inside:

• The idea of laying out a schedule can help you focus on the most important task.
• How Harry uses the tone of his to control the conversation.
• Why Harry says you don’t need to know everything to get started.

So you have someone who calls you and tells you they want to buy a house!!! Awesome!! Now what?!?! 

In this system, we go through the steps you will take with your new buyer from pre-qualifying all the way to closing. 

- Pre Qualification
- Prospect Search
- Booking Showings
- Writing an Offer
- What happens during the conditional period
- How to firm up the deal
- Who to communicate with
- What happens at your buyer visits prior to closing
- Working with the lawyers
- Closing

Systems for Success: Building a Referral Business (SOI, Past Clients and Referral)

This is our favourite system of all of our systems! How to create and maintain a referral based business. 

- Creating/Updating your Database
- Categorizing Your Database
- Communication Styles 
- Setting an Annual Communication Plan * 33 touch point system*
- DO IT! 

If you follow these steps, you will run a very successful referral based business.

Century 21 Percy Fulton Ltd. 
Katelyn Fulton
Broker

Systems for Success: Creating Your Database

The best thing you can do for your business is create and maintain a client database. This is the foundation to your business and without it, it will be very difficult to run a solid business. 

Your Database will help you:
- Stay organized
- Stay in touch 
- Gain more referrals
- Retire early! 

Enjoy! 

Katelyn Fulton
Broker
Century 21 Percy Fulton Ltd. 

Here are some tips and tricks on how you can win in Multiple Offers for your buyer clients in a hot market.

- Preparing your buyers for a bidding war
- Negotiation Tips
- How to present your offer
- What you should include to strengthen your offer
- How to build rapport with the listing agent
- How to negotiate with your own client

Century 21 Percy Fulton Ltd. Systems Training
Katelyn Fulton