Most agents dream of running their own team one day, or at least making a few hires to give them their free time back. But what are the factors that determine the structure of our team? What are the most effective lead generation strategies? What can we do now to allow us to afford stepping out from production one day? In this episode, Jeff Glover shares his journey from being a furniture salesman to building a team that sells over 1,000 homes per year.

Anyone who’s built a business in any industry has had failure along the way. -Lars Hedenborg

3 Things We Learned From This Episode

• Virtual offices come at a price (03:40-04:40) Virtual offices may not be our best bet if we value a strong company culture. When we are working with people who aren’t in the same room, it’s harder to build a system and keep them accountable.
• Prospecting is the most effective lead generation strategy (16:15-17:25) Outbound strategies are both expensive and exhausting. In most cases, the biggest ROI is generated by prospecting. The second biggest lead generation source is usually referrals.
• Build leaders if you ever plan to retire  (13:13-14:00) We need coachable agents that will become leaders if we ever plan to step away from production and get more time for ourselves. Choose people who have the raw brain power and the personality that can grow into making decisions on your behalf.

Outbound strategies such as radio and billboards might sound tempting, but at the end of the day, most agents can’t afford it right off the bat. Furthermore, outbound marketing is not even the most effective lead generation tool out there. If you are looking to grow your business from scratch, your best bet is to build a business that nurtures its team to become leaders and expert prospectors.

Guest Bio-

At only 34 years old, Jeff Glover has over 15 years of experience as a Realtor. He went from being a furniture salesman to becoming the leader of a team that sells over 1,000 homes per year. He is also the founder of Glover Heroes, a non-profit organization and helps reward local heroes. You can learn more about Jeff and his team at http://jeffgloverassociates.com/