The Showing Assistant Model

Aug 12, 2016 1:33:44 PM


Seguing from the previous seller panel, Gary Keller, Keller Williams co-founder and chairman of the board, turned to two agents on the buyer side to focus on one particular point of discussion: the showing assistant model.

Learn from two top agents who run a successful buyer side how they leverage themselves by using the showing assistant model.

Jennifer Lewis, agent from the Austin Southwest (Texas) market center, was encouraged by her mentor Wendy Papasan to do a showing assistant model her second year in the business. It worked out okay, she said, but admits that personality differences got things off to a rocky start.

She believed in it though, and forged ahead with another hire from her bench of talent: Mary Daniels.

“She’s a rockstar,” Lewis beamed. “We really gelled.”

This partnership helped contribute to a surge in business, driving Lewis from her impressive start of 32 units in the first nine months to 72 units, currently on track toward 100.

Keller then inquired about the specifics of Lewis’s showing model. She said that the first two times she did it, she went with a percentage. The showing assistant handled the “non-money-making activities,” which freed her up to do lead generation and conversion.

MC16_8.12_BuyersPanel_2.jpgSince then, Lewis has transitioned to a per-transaction approach. It has proven more effective for the volume level she and her team are currently at.

Keller resolved that committing portions of commission to the buyer team actually works, and it remains an area and practice agents have strayed from and should return to.

Next, Martin Bouma, agent from the Ann Arbor (Mich.) market center, offered his take on the showing assistant model. Originally he saw it as a retention solution to those buyer agents who were burning out, but ultimately he experienced failure and a loss of leads due to lack of knowledge on the part of the assistant.

Instead, Bouma and his team have essentially created an executive assistant position to support those at-risk buyer agents. This helps those individuals to have more of a personal life, including spending more time with their families.

With the proper support, his agents are really getting it, knocking out their own work as well as leveraging administrative talent to step away and take vacations and downtime.

Tony DiCello, vice president of MAPS research and development, then recalled that Bouma himself used to be guilty of stating that ever-popular phrase “I have no time.”

“It takes a little time to trust that you have time,” Keller reflected. At first, it can make you feel like you are cheating.

DiCello concluded by reminding the audience that just because you can reclaim time and counterbalance your life doesn’t mean you should get into the practice of passing clients off to your team.

“The downside is when you just hand them off,” he said. “You can’t just hand them off. Every hand-off becomes a sell-off."

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