When it comes to powering your team, diversify your portfolio
Meet Jimmy Burgess. As the Chief Growth Officer with Berkshire Hathaway HomeServices Beach Properties of Florida, he knows a thing or two about empowering agents. His core function is to find ways to add value to the team’s 170+ agents.
As part of the Berkshire Hathaway Home Services franchise, Jimmy’s team enjoys a slew of tools and technology to support their efforts and a network of people to learn from and bounce ideas off of. He sees success through helping his agents take advantage of these opportunities and providing more options to empower them.
Our job is to put our agents in the best position possible. As a company, we’re adding as much value as we can with the best technology that’s out there outside of the brand. Our job is really just to provide them with the tools to be able to do their jobs more effectively. So in reality, I don’t think it’s an “either/or”… I think it’s an “and.”
The benefits go beyond the software too. Expanding their “network of experts” through the connections of the BoomTown community have been pivotal to their growth. From Facebook groups to user conferences, it adds a new level of diversity and inspiration into their business and they can get real answers and solutions from people who have been there, been through it, and found success on the other side.
Winning strategy: Acting on top opportunities and nurturing leads for the long-term
Jimmy is very hands-on with the team and the system. On a daily basis he carves out time to help them hone their marketing campaigns and maximize the tools to discover opportunities. He knows their success boils down to 2 main concepts:
- Acting quickly on hot opportunities: knowing exactly who to call and why to call
- Creating strategies to nurture and engage leads who are further out in the process
With BoomTown, it’s simple.
When you can instantly know who the hottest prospects are, it’s like the work has already been done for you. It literally gives us the ability to know who’s hot when they’re hot so that we can make sure we can be there to provide the service they want and deserve at that time of need.
As Jimmy explains, real estate is a “know, like, and trust game.” It’s a slow burn to build successful relationships and maintain clients. You have to constantly engage them and position yourself as the expert even when leads are potentially years out in the buying or selling prospect. And taking that off an agent’s plate is another place where BoomTown really shines for him.
With BoomTown where we’re continuously following up on people, what we’re seeing is that our ROI may be solid in the beginning but it gets really good as we go down through the system, and the system’s used more. And the system does the work for us and people begin to show back up that maybe haven’t been on the site in months.
In fact, this year one of his agents closed 12 deals through BoomTown. 9 out of 12 of those leads had come through the system over a year and a half earlier. It was the automated marketing and drip campaigns that kept them engaged and in-the-know, nurturing them to a point where they were ready to act.
Relentlessly prioritize investing in things that add value
Any successful business has to stay in a constant state of analyzing what is working and what is not. Don’t waste time and money on broken systems or technology that’s not a good fit for your team.
We’re just continuously saying, “Could we be better spending our money and our time somewhere else?” And what’s been great about BoomTown is on the back-end support we’re able to see which agents are following up correctly. We’re able to see who’s doing what. We’re able to actually calculate because we know which sales come from the BoomTown leads and it’s easy to the ROI.
As someone who has first-hand experience in lesser CRM systems, and tech solutions that leave you hanging, Jimmy knows you get what you pay for.
If you’re looking trying to empower your team and you’re wanting the best CRM, and you’re wanting the best lead generation tools, why not go to the best people? And when you do that, it always works out in the end.