A potential client reaches out and specifically wants to work with the team lead. How do you distribute listing leads in this case, and how do you build trust with the seller?

Northrop Realty’s Creig Northrop went from team to brokerage with 100 percent retention. He says the key is keeping the culture exactly the same.

He also partnered up with Long & Foster, the relocation side, for national reach and Sotheby’s for international reach to take his locally popular brokerage to the next level.

Northrop says he gets about 2,000 listing calls each year. And he handles each one himself and flawlessly hands off the leads to team members, while maintaining the sellers’ trust along the way.

“You gotta get really good at making people understand that [your team members] are just as good as you are,” Northrop said. We’re all team members — one business, he added.

“That’s why [agents are] with a team … you want leads, coaching and training — and that’s what a good brokerage should also carry through as well.”

Moderator Kris LindahlKris Lindahl Real Estate, sat down with Northrop onstage at Inman Connect New York to talk through growth, seller leads, competing with iBuyers and more. 

Watch the full conversation above on Inman Select.

Email Inman

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