As the top Zillow-recommended agent in Utah, Robynn believes that buyers and sellers have a more positive experience with the power of a team behind them. She has held various agent roles, including buyer-specific, individual, partner and now team leader, and offers unique insights about her decision to form a team.

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DO I STAY OR DO I GROW
Robynn Eccles, The Eccles Group, Coldwell Banker

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Meet our presenter
ROBYNN ECCLES
Premier Agent

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My story
“I’m lost.”
“I’m
ready.”
“I need
support!”
Start career as an
independent agent
“I will train
you!”
Join a dynamic team
as a buyer’s agent
Hire licensed agent
Full partnership
for six years
Leave team
On my own again
“Do I shrink
or grow?”
“This is
great!”
Today:
Managing
a team of 5
“It’s not in my
DNA to shrink”

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What does growth
look like for you?

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Growth as a…
BUYER’S
AGENT
INDEPENDENT
AGENT
TEAM
LEADER

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Growth as a
BUYER’S AGENT

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A strong team offers:
 Lead sources
 Admin services
 Systems
 Processes
Why become (or remain) a buyer’s agent?
Allowing
you to…
Focus on clients
Sell more houses
Grow your business
Save time

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Reasons NOT to leave a team
1
Your ego
Your name and picture on the
door doesn’t pay the bills
$ in hand $ on paper>2
Your splits
100% doesn’t account for the
cost of running a business
Income Ego>

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Growth as an
INDEPENDENT AGENT

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Business planning for next year
1. Determine your growth goal
2. Identify your growth expense cost
3. Add together for your GCI goal
4. Identify your average commission
5. Calculate the number of houses
you’ll need to sell to hit your goal
Current: $100,000 | Goal: $150,000
Growth goal: 50%
Current: $30,000 (+ 50% growth)
Next year: $45,000
GCI goal: $195,000
Avg commission: $7,800
GCI goal ÷ Avg commission
= 25 houses
If you sold 16 homes last year, evaluate how you’ll sell those 9 additional homes

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Need to evaluate…
Your bandwidth
Your lead generation platforms
Your conversion percentage

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Need to evaluate…
Your bandwidth
Your lead generation platforms
Your conversion percentage

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Consider adding an admin or transaction coordinator
Why? Take lower-cost activities off your plate and
spend more time doing income-producing activities.
Why agents hesitate to hire support:
Get over it!
1
Hard to
delegate
Scary to commit
to their salary
2
A couple of options…
Unsure what to
have them do
3
Define their role…

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Fixed schedule and salary
Work on a per-file basis
 Determine how many hours
they must alleviate to ensure
a positive ROI
 They only get paid when
you get paid
For me:
• 1 hour prospecting
• 2 hours on appointments
• 12 hours showing houses
• 17 hours communicating,
negotiating, etc.
= 32 hours
From converting to closing
A couple salary options to consider…

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Delegate to your assistant all the tasks that…
• You don’t like, that don’t have to be done by you
• Prevent you from being your most productive
• Aren’t being done because you don’t have time
Defining their role…

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Need to evaluate…
Your bandwidth
Your lead generation platforms
Your conversion percentage

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It’s time to diversify if….
1 lead source
accounts for
more than 50%
of your business
You have
fewer than 3
consistent
lead sources
or

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Need to evaluate…
Your bandwidth
Your lead generation platforms
Your conversion percentage

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Increasing your conversion rate
In the example we covered earlier…
You closed 16 houses at a 4% conversion rate
You could close nearly 25 houses at a 6% conversion rate
16
nearly 25
4%
6%
Leverage your Zillow Group business consultant
TIP!

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Growth as a
TEAM LEADER

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Starting a team
 Know your why: The right team model varies based on your goals
 Develop and define: Build systems that duplicate previous success
 Model: Learn from (and copy) other successful team leaders
 Get coached: It’s time to shift your mindset to being a business owner

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Don’t let your business
happen to you
 Define your goals
 Make a plan
 Get to work!

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