Eventually, another agent came into my office and told me we had a new website that was dumping leads onto the floor and nobody was working them. So he asked me to. We partnered up and started figuring out how to build a team around working these leads. I suggested we hire some ISAs. and did, but we didn’t execute it well and we wasted money.
I went back to the drawing board, studied some other industry titans that were using ISAs with their sales team to successfully convert leads, and learned how it worked. We took their principles and processes, integrated them into our own, and scaled that company to 5 agents 100 transactions per year to 30 agents and 650 transactions per year.
We built our ISA department into a repeatable process that worked. I developed training materials that allowed me to take a stranger off the streets with no real estate experience, combine them with our average lead mix, put them through the training, and have them produce 60 transactions for the team with their first 12 months.
At some point I realized that the tools I built and the skills I developed around training and teaching could be used for other real estate teams. That was the genesis of Smart Coaching and Training back in 2016. Since then, we’ve been bringing those skills, tools, and processes to other teams and brokerages around North America, with immense success. Now we service clients from coast to coast in the US and Canada, ranging in production from 100 million to 500 million.”