How Breann Green closed 210 deals in one year on 50 contacts a day

Breann Green00:00

Highest producing year personally was 210 deals. I was doing four hours a day, 50 contacts a day with a goal of setting three appointments. I knew exactly how many people I needed to talk to to get a listing, so I just adapted through the times to what sources were working and continued that formula my entire career.

Loida Velasquez00:21

What’s going on everyone? Welcome back to a brand new episode of Vulcan7 Coaches & Mentors, where we bring you some of the best in the industry to share with you their tips and strategies so that you can implement them in your business immediately. Now, on today’s episode, we’re gonna be talking about building a team and how you want to make sure to have team members that will be consistent, doing production.

00:44And if you’ve thought about even starting a team right now in this season of what we’re going through in real estate, this episode will be for you. So make sure that you have your pen and paper ready. And with that being said, I’m gonna go ahead and bring on today’s guest, Breann Green. Welcome, Breann.

Breann Green00:59

Welcome. Thank you so much for having me.

Loida Velasquez01:01

Absolutely. So for everyone that’s watching that maybe is not too familiar with you, just go ahead and give us a little bit about your background.

Breann Green01:10

Yes. So I have been in real estate 19 years. So I started right before we had the great mortgage recession, and so that’s really where my real estate career began.

01:21And I was a single producing real estate agent through 2020, and then we started building our team in 2021. My highest producing year personally was 210 deals, and then I started to transition into leveraging myself to get some help.

Loida Velasquez01:39

That’s awesome. A question I love to ask all my guests is, what did you do before real estate, or is real estate the only thing?

01:46Do you have sales experience? What was that like for you?

Breann Green01:51

So I actually got licensed on my 18th birthday and sold real estate through my senior year of high school. So I’ve not had any other career outside of real estate. I am a third generation realtor, so I did have some obviously knowledge of the sales experience and some training with that through my dad and grandfather.

02:13But no, I didn’t have any background in sales when I actually started this.

Loida Velasquez02:17

Awesome. So when you did get started, what did your prospecting look like?

Breann Green02:22

Prospecting was really three hours a day. And back in 2006, there was not a whole lot of leads or anything that you could purchase. And so it was a lot of white pages, calling and making just listed, just solds, expireds, for sale by owners, and that’s how I built my real estate business.

Loida Velasquez02:42

So it sounds like you were picking up the phone, you were talking to people. At some point, were you afraid of rejection, call reluctance, or what was that like?

Breann Green02:55

I would say an advantage I had coming into this industry being a third generation realtor was I had seen my dad and grandfather pick up the phone and call or door knock, and that was how they built their real estate businesses.

03:07And what exposure I’d had to other real estate training companies too, everybody that was highly successful was talking to people every day. So I just connected the dots quickly of if I was gonna become a successful real estate agent, I had to talk to people some way, shape or form every day about real estate.

03:25So I wouldn’t say I necessarily ever had call reluctance. Even knowing the skills and doing what I needed to do, it really was 90 days before I started to see the results of what I was doing. And so I think it was more some frustration sometimes with questioning, “Okay, is this gonna work?

03:42Is it gonna take off?” But I also did find at the point of usually when frustration built was usually the point of breakthrough as well. So I think it was just always connecting to that blind faith. If you talk to enough people every day, you will find people that need to buy and sell a house.

Loida Velasquez03:58

Absolutely. And I love your progress, and over the years you mentioned your highest year was over 200 transactions. So kind of walk us through what that was like. What was your prospecting like when you hit those numbers?

Breann Green04:14

Once I graduated from high school, I mean, I was doing four hours a day, 50 contacts a day with a goal of setting three appointments is kind of where that progressed to.

04:22So my entire career of a producing agent was built off of using my Vulcan7 and calling my expireds, my for sale by owners. Granted, in 2020 the expireds and for sale by owners really changed with COVID. But thankfully I had built up a really great database of past clients and people that knew me, so I was able to really connect with them, get a lot of the business off of them.

04:49I switched to calling more just listed, just solds, probates, divorce. I found some other niches as well, but my career has always been built off of creating business because I wanted to have a duplicatable business, and I knew if I made enough calls, I talked to enough people, I knew exactly how many people I needed to talk to to get a listing or make a sale.

05:10And so I just adapted through the times to what sources were working and continued that formula my entire career.

Loida Velasquez05:18

And now you’ve built a team or you got to the point that you’re like, “Okay, I can’t do this all myself. I need to have more people.” How did you get started on that route?

Breann Green05:28

Yeah, so I’d say the end of 2020 I knew I had personally maxed out myself, and part of my passion with what I’ve done is just I wanna bring the highest level of service to everyone that I work with, and there’s so many agents out there that I don’t feel like know what they’re doing or know how to handle different markets, and so I was really passionate about that.

05:48And so when I started to look at building a team, I was like, “Okay, I need to find a way to bring in people that can help me reach more people.” But also it’s like, okay, if I’m gonna bring people in to help me reach more people, how can I impact and change these real estate agents’ lives in order to create an income or a life for them that they never could have had otherwise?

06:10And so that was really how our mission and vision started with building our team, and that’s still what it is today.

Loida Velasquez06:17

So what does your team look like right now in terms of agents? How many people are there?

Breann Green06:22

We have 25 full-time agents on our team now.

Loida Velasquez06:25

Awesome. And do you also have transaction coordinators, assistants, or for you specifically?

Breann Green06:32

We do. So really what we’ve done with building the team is I’ve created it a lot of the way that made me successful. And going… Most of the time, salespeople aren’t great administrative people, and vice versa. And so we have three full-time transaction coordinators, and each one of them also have a VA, so there’s six in that department.

06:55We also have a sales manager that’s over the recruiting and the onboarding and initial training of our agents. My husband is over operations and lead flow. And then we have an ISA department as well that’s also making calls to set appointments for agents as well.

Loida Velasquez07:13

That’s awesome. So let’s say there’s an agent that’s watching or listening and they’re like, “Breann, I feel like I’m at a position where you were.

07:21I’m a solo agent. I am getting burnt out. I need to grow a team. I’m thinking about it, but the way that the real estate market is, I’m kind of hesitant about what direction I should do it, or even making sure that I get agents that will be consistent and actually produce.” So what would be the first step that you would recommend for them to take if they wanna go and start to build a team?

Breann Green07:48

I will say this, thankfully when we started building a team, an agent I knew very well that had successfully pulled himself from personal production to team pulled us under his wing. And he told me, he was like, “Breann, this is gonna be the hardest thing you’ll ever do.” And I don’t think I fully got that until now, four and a half years later into this.

08:11I’m like, “Oh my goodness, this was for sure the hardest thing.” So I think you’ve really gotta get clarity on what you’re wanting to build. What is the team gonna be? Do you need one or two people that can come in and help pull off the extra deals off of you? What are you really wanting to create?

08:28What does that look like? I think you really need that vision to start, and then once you have that vision, I would say you’ve gotta look at what systems do you need to have in place to be successful in bringing them in, and do you have enough business to support the agents that you’re bringing in? I think if you look at those three things first, that will at least give you enough of a solid foundation to build in the right direction, but there’s so much more that goes into building a successful team than just that.

Loida Velasquez08:54

Can you talk a little bit about accountability or just the expectations that you have of your team members?

Breann Green09:01

Yes. So I am very upfront with the people that come in and work here or wanna work here that we’re not the team for everybody. We are a prospecting team. We do have a high per agent productivity.

09:14Last year the agents that were with us a year or more were on average closing 33 deals a year. And so we do provide leads to our agents. We obviously teach them to prospect. A lot of our agents have Vulcan and are in their prospecting, but we do provide leads to them. And so through Follow Up Boss, we track that they’re making enough calls, that they’re calling their leads the right amount of time, that they’re keeping their list cleaned up, that they’re converting their leads.

09:42We’re paying attention to all of that and we’re coaching to all of that. We’re paying attention to are they in the right trainings to give them the tools and skills they need. So we are a high accountability team, but with the high accountability there’s also high empowerment. So we’re making sure they have the tools they need.

09:59We’re really empowering and helping them achieve that, but they do have to meet our metrics to stay on leads here or they’re not gonna get the results that they’re looking for.

Loida Velasquez10:10

Absolutely. So if there’s an agent that’s watching, and maybe they are a solo agent and they’re doing this part-time, what recommendations would you have for them if they were possibly interested in even joining or learning more about your team?

Breann Green10:26

Well, if you’re a part-time agent, we only hire full-time agents, so our goal is to help figure out what you need to be able to come full time, because I’m a firm believer to truly be successful in real estate, you’ve gotta commit full-time. You’ve really gotta burn the bridges. You’ve gotta commit 100%.

10:44It’s not always gonna be easy. And if you have a plan B, you have something else you can fall back on, you’re never gonna do fully what it takes to truly be successful in real estate. So if you’re considering joining a team or our team, that’s something we’re gonna talk to you about is, what does it take to get you to fully commit?

11:02If you’re not willing to fully commit to real estate, you’re probably not gonna make it, so it would really be looking at what’s holding you back and how do you remove that obstacle so you can fully commit to it.

Loida Velasquez11:13

Awesome. So right now, depending on where agents are, we’re seeing inventory sit for a long time, or in some places homes are selling very quickly.

11:24Are there any conversations that you are having with your team on how to deal with specific sellers depending on the activity that’s happening?

Breann Green11:33

Yes. We actually have a whole market shifting listing class that’s going on right now. But you think about this, if you’ve not been in the real estate industry 14 years or more, you’ve really never seen a market where they have the volatility that we do.

11:50And it’s not uncommon, at least in our marketplace in Oklahoma City, we can have homes still go up on the market and sell immediately or sell with multiple offers, or we could have them sit on the market 45 or 60 days. And there’s sometimes no… why was there that difference, you know? And so we’re really walking our agents through, one, making sure that we’re pre-qualifying our sellers hard enough to find sellers that really do have to sell.

12:16If they just want to sell, they’re probably not gonna take our advice and do what’s necessary in a market like we have right now to get their home sold. So it’s really finding out what’s really important to them about selling the home. And then we also are walking them through how to set up the expectations.

12:34And an important thing I teach with a changing market is, we personally never take ownership of the market. I mean, I don’t control what price your home sells at or what a buyer’s response is. I don’t control those things. My job is to interpret the data and help you know what the data is telling you so that you can get your home successfully sold.

12:54And so we break down for our sellers, “Okay, this is what buyers and agents are telling us if we have no showings in the first two weeks. This is what buyers and agents are telling us if we do have showings but no offers.” And walking them through what to look for and what to expect, and then we’re interpreting that every time we’re talking to them each week.

13:14So we’re really, instead of just being like, “Oh, your home’s gonna be sold in 45 days.” We’re not having that kind of conversation anymore. We’re like, “This is what we’re looking for, and this is how we need to track along when to do what, and a price adjustment if we need to, or make adjustments.” We’re walking them through kind of step by step what that looks like, so they’re not surprised in two weeks when we’re like, “Oh, it’s time to lower the price.” “Why?”

13:38So we wanna help them understand and really interpret that data.

Loida Velasquez13:42

Yeah. I love everything that you just broke down because I feel that that is a missing piece that a lot of agents, they don’t implement in their business. They either take a listing, and then they’re like, “Okay, we’ll see what happens, and when the time comes, I’ll talk to the owner and let them know we gotta reduce the price.”

13:57But it’s all about having step-by-step strategy, and also laying out the foundation and the expectations with your clients so that when you do have to have these tougher conversations, it’s almost like they are expecting it, but it doesn’t catch them off guard, right?

Breann Green14:14

Right. I mean, let’s be real. I mean, I don’t think that’s any agent’s favorite part of their job.

14:20I mean, I don’t like calling and telling a seller, “Oh yeah, we’ve gotta lower your price.” Nobody likes to do that. But if I don’t take ownership of the price up front, and it’s the market, and it’s the buyers, and here’s what the buyers are saying, the market is saying, and I know their motivation, and you can lead them along, then you don’t hesitate to call sellers and update them.

14:42But I would really encourage people listening, if you’ve not been in this industry 14 years or more and experienced a market like this, it’s okay. It’s okay to not understand what to do. It’s not okay to not start to figure it out, and there’s so many resources available that will walk you through exactly what to do and how to learn this, or your brokers or team leaders.

15:04But you need to get with somebody that has been through all the different markets to help you learn what to do, because it’s costing your sellers lots of money, and we’ve had sellers not understand what’s going on. We’ve had sellers delay making price reductions, and instead of making a 15 or $20,000 reduction, it ends up being a 30 or $40,000 reduction.

15:25And so chasing the market can cost your sellers a lot of money, so you’re really doing your clients a disservice if you don’t get educated and figure out what to do and how to get ahead of the market.

Loida Velasquez15:35

Exactly. So as we wrap this up, for any agent that might be interested in reaching out to you, learning about your team, your company, or any programs, coaching, and trainings that you do, can you just kind of share where they can find you?

Breann Green15:49

Yes. You can connect with us on Instagram at thebrianngreen, is our Instagram. Our website is thehomesbybrianneteam.com. And so any questions you have, you can connect with us on one of those resources, and we’d love to chat with you.

Loida Velasquez16:05

And remind us once again where you’re located in case anyone has any referrals for you.

Breann Green16:09

Yes. So we are located in Oklahoma City. We service the greater Oklahoma City metro area and all the surrounding suburbs as well. So anybody who has movement into central Oklahoma, we’d love to help ’em.

Loida Velasquez16:21

Awesome. Well, Breann, thank you so much for coming on the show today. We’re gonna make sure to put all of your links in the description box of this video.

16:28And for everyone that’s watching, we’ll see you on the next one. Bye.