Hellickson started selling real estate in 1991 and believes greatly that people get further together. As a coach that mainly deals with helping people develop and grow their teams, Michael explains that his expertise has helped him compress the process for his clients.
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At the height of Michael’s own team’s successes, they were closing one hundred or more homes per month, with their best listing agents closing over twenty of those transactions themselves. Their team consisted of around seventeen agents and a little less than twice as many admins. Over the course of running this team, he learned everything he needed to know!
Naturally the question comes to mind- where do you find one hundred deals in a market to close a month? Michael boasts that especially on the horizon of the market crash, anything that had an ROI of three or more was what the team became committed to. With each new lead source, they kept having the opportunity to take over the market when competitors started to drop because the market was falling apart. Hellickson preaches to heavily document, tune, and standardize your processes each time your business takes on a new lead source, expecting anywhere from two to eighteen months before seeing a stable conversion rate to affix decision-making to.
At its height, the team had as many as twenty-five lead sources, and the agents and admins were working them as hard as they could. Each had a well defined process and checklist attached to it because each type of lead should be treated differently. As the market started to recover after the crash, Hellickson had gathered every major lead source for his team and made his brand impossible not to find for anyone that was interested in buying or selling.
His biggest advice on gathering assets for your business is to lean in when other people start to bail, which he greatly attributes his success during that time to. To do that, it’s important to live small and save big. Most of the time agents can live quite comfortably on $10,000, and should be putting the rest back into the business and into savings for a rainy day.
On how he treats his own team, Hellickson says he has to treat mistakes as if they are expected, challenging his team members to be decision makers. He works diligently to trust his team, and give them all the support and technology they need to do their job well. Once equipped- get out of their way and let them take ownership!
Team leads often get burned out, especially when they try to trust their team and experience backfire. “We’re all another squirrel trying to get a nut,” he relays, hoping to always see the best in people and give their intentions the benefit of the doubt. Be humble and surround yourself with people that fill you with good, and remember the rule that you are the sum of those around you.