Author: Lorrie Cozzens

Jack Bailey, 30-year veteran Broker/Owner of Help-U-Sell Greensboro, sales coach, and community advisor on achieving a debt-free lifestyle for anyone who asks, has also been creating a large presence in 2018. Not only does Jack stay busy closing lots of home seller and buyer transactions and consistently tracking on our top producing sales charts, he also recently decided to take on the opening of a second office in North Carolina.

What can you tell us about your extraordinary revenue and profit growth?

The name “Help-U-Sell” alone generates leads. People see it and have an interest. We follow the Help-U-Sell Real Estate model protocols. We rely a lot on our “Center of Influence” marketing efforts. The corporate office has made that simpler and far less expensive than ever.

I’m also a bit different because the people who work with me are all salaried employees. I pay bonuses, and their expenses like MLS dues, mileage, and other benefits. I find that I am more profitable when people feel secure and they feel they have something to lose. If I paid them pure commission on a 60% split, I wouldn’t be nearly as profitable, they wouldn’t work nearly as hard, and our turnover would be far greater. I’ve done well by running my real estate business like a regular business. We are profitable on the pure volume of sales we bring in.

How many total full time/part time people did you operate with last year and what was your annual number of transactions?

Working with both buyers and sellers are myself and a newer associate, John, who is still in his first year of real estate. My wife, Cheryl, also works for the business full time, overseeing the office administration, along with two part time assistants helping in that department. Last year we had another long time colleague retire, she showed houses for us part time. So right now, three full-time and two part-time employees.

Last year we closed on 136 total sides, which we’re quite proud of both as what we achieved as a team and also compared to Broker/Owners in other markets.

Are you in a high or low priced housing market? 

Compared to the rest of the country, our market is lower. Our median price range on a house is between $180,000 and $185,000.

How has the Help-U-Sell Franchise Real Estate System been beneficial to your profit and revenue growth?

When you start off with Help-U-Sell, they teach you all of the systems they have in place and give you the tools that allow you to run effectively. When you have all that ready, you’re able to go out and sell more. You’re going to sell houses more efficiently.

Getting new listings is more difficult now than it was a few years ago because of low inventory, so we are actively working with more buyers now also. I am in the process of bringing on a new person who will be working exclusively with buyers so we don’t leave any potential sides off the table. For April, our buyer and seller sides were nearly equal.

Do you have a Competitive advantage? How so?

If we walk into a house for a possible listing, we have a 98% chance of walking out with the sale. If you present the material well, with a great price and a good personality, there is no reason why you shouldn’t get the sale. A good listing is going to have multiple buyers in a few days.

Are the Marketing Technology Systems effective at reducing time needed to market?

What’s been really cool to witness is the evolution of Help-U-Sell technology over time. They have automated so many things. Center of Influence marketing is vital to real estate. Under the old way, you would often get too busy to do it every day. So you put it off and then days turn into weeks and months, and your hot leads have turned cold. Now, they just take care of it for you. You don’t need to create the marketing pieces yourself. You just choose the template you like, customize it, set your budget and your area of interest and go to work. It’s easy and it doesn’t take up too much time. When you’ve reached your budget, it stops until the next month begins.

How does the HUS system help you overcome a Tight Inventory?

It is a tight inventory for everyone. Low inventory means it makes it that much more important to get every listing you can. What I love about Help-U-Sell Real Estate is it works for a buyer’s market and a seller’s market. It works during a great economy or a recovering one. We present the facts, and the facts are you are likely to be saving a good $18,000 of your equity as a home seller vs. a traditional 6% commission. That’s hard to turn down as a home seller if the presenter is personable and professional.

Lastly, the support from corporate is not just innovative, it’s tremendous. They have created a system like no other franchise. The coaching calls included – they are open-minded to new ideas. They are helpful and are there for us Broker/Owners. In the 30 years I have been involved, what I love most is the Help-U-Sell attitude. We pull together, us against the rest of the real estate world. Owners share ideas and what helps them in their market.

But it’s bigger than even all that.

One of the people in my coaching group reached out to let me know he couldn’t make a call because his infant was terribly ill and had to go to the hospital. He asked me to share his apologies with the group for not being able to attend. We should have been his last thought but he included us. The group responded by asking for his number so they could text well wishes and prayers for the baby. It is both a team and a family, and I couldn’t be prouder to be a part of it.

I am more excited than ever about what Help-U-Sell has coming down the road. My mindset is not about me being profitable. I love helping people.

Debra Schmidt, Broker/Owner of Help-U-Sell Heritage Real Estate of Steele County was working in marketing for a glass manufacturer when she realized a desire that’s pretty common to parents of younger children: she wanted a job that offered more flexibility so she could better tend to the needs of her school aged daughters. As luck would have it, a family friend owned a real estate office and  invited Debra to work for him.

Debra quickly decided to become a licensed real estate agent. Two years later the Broker decided to sell his business and Debra went for her Broker’s license herself. After researching several options, she opted to buy a Help-U-Sell franchise. “It was an easy decision,” Debra explained, “I love houses and I love looking at them. With real estate, you have the flexibility to create your own schedule and earn as much you want. The sky is the limit.”

Having worked for a traditional real estate company previously, Debra better appreciates the differences in having a Help-U-Sell Real Estate franchise. “The coaching groups are a boon. I’m in the Master Minds group (for the top producing brokers). The brokers are friends who want to see other people succeed. The support team at corporate is on point when it comes to problem solving. It’s an organization with integrity and I am proud to be a part of it,” Debra shared.

Over the last 18 years, Debra has seen a lot of positive changes come to Help-U-Sell regarding upgrades to the marketing materials and tools offered. “The websites were just upgraded within the last year to be adaptive to all viewing devices. The Arounds postcard program has been around for a long time, but the technology they’ve implemented more recently definitely makes it easier to use and more precise to target your audience. They just introduced a new FSBO program. There is always something in the works – a constant evolution towards making things better, which I appreciate,” Debra added.

Of all the tools available at the ready to make marketing easier, Debra and her team (consisting of an office manager and a full time agent) agree that nothing beats providing excellent customer service. “When we list or sell a house, we treat those clients as customers for life. We send them an item of value every month in the mail. It could be tax advice during the month of April, spring cleaning tips, or a great marinade for grilling in July. We aim to make it relevant and timely,” she said. Her team also taps into the database another way by implementing “pop bys”. This could mean bringing by a pie, or a box of chocolates – something small but meaningful that helps keep Debra and her team top of mind.

This strategy is working well for them, as not only is Debra’s team is on track to complete about 107 transactions this year, they are getting more business than their local competition in Owatonna, Minnesota. “60 to 70% of our business comes from referrals, so we’re going to keep doing what works,” Debra explained. “We’re also about giving back to our community, too. We’re getting involved with the Diabetes Association as I have a grandchild with juvenile diabetes, so we plan to participate in the walk at the Mall of America. But anyone who walks into our office and asks for our support in person, I will support them, too. Little league, Relay for Life, soccer teams – so long as they come in!”

Having spent a few decades in the real estate business, Debra offered this advice to anyone contemplating breaking into real estate:

• Keep in touch with your clients throughout the year
• Do a good job
• Be timely in all things – responses, appointments, paperwork
• Make your clients feel appreciated

“There are a lot of good agents out there, so you have to go above and beyond to making a lasting impression,” Debra offered, “Hard work and Help-U-Sell make that more achievable.”