• Start with top producers in new markets so they get up-to-speed and profitable quickly.
  • Make sure your expansion team has succession planning for every leader.
  • Average sales price matters -- teams with average sales prices below $250,0000 will find profitability difficult to reach.
  • Have a very good communication system so the company culture is not diluted.

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When Lisa Archer's high school best friend from Birmingham, Alabama, mentioned she was thinking of getting her real estate license, the chief opportunity officer of the expansion team Live Love Homes immediately knew where the team was going next. Her friend had worked in the mortgage industry; Archer knew she had the drive needed to succeed, and after the head of the local Keller Williams market center gave her friend the thumbs up, it was a done deal. "It was a no-brainer," said Archer, who could be described as your classic expansion team leader -- driven and not requiring a lot of sleep. Keller Williams as a franchisor has created opportunities for its associates through its expansion team program. In today's Keller Williams Family Reunion "state of the company" speech, pre...