Jul 2, 2019
Mark Pattison began his career as an employee at Microsoft, but it didn’t take long for him to get bored and move on. Four years ago, he moved to San Diego (on a moped that didn’t belong to him) and started selling real estate. He did nine deals in his first year before starting his own team, and since then, he has grown like crazy, logging 73 transactions in 2017 and 116 in 2018. Mark’s team has closed 100 deals so far this year, putting them on track to do 250 deals in 2019. In March alone, they did 30 sides! So, what’s his secret?
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Mark is the founder of the PorchLight Real Estate Team, a group of seven top agents set to sell over $100M in volume this year. He is a graduate of Seattle University’s Albers Business School and among the top 1% of realtors in San Diego County. Today, Mark sits down with Oliver to explain how his approach to managing a team has changed over time and discuss how educating his agents has led to their exponential growth.
Mark walks us through his team’s approach to generating leads, discussing how he uses Facebook to engage with his sphere of influence and how he converts prospects at an open house. He also describes the free online tools he can’t live without and the organizational habits that contribute to his success. Listen in for Mark’s insight on surrounding yourself with people who will lift you up and learn how to take your real estate career to the next level!
[0:45] Mark’s impressive exponential growth
[2:12] Mark’s approach to building a team
[4:04] How Mark educates his agents
[10:59] Mark’s role on the team
[16:00] Mark’s shifting approach to managing agents
[21:02] How Mark got started in real estate
[25:51] Mark’s experience with starting a team
[28:35] What makes Mark’s team profitable today
[31:29] The breakdown of Mark’s lead sources
[33:15] How Mark earns new clients at an open house
[41:46] How Mark’s team handles portal leads
[43:26] The value of having a coach
[47:15] The tools Mark can’t live without
[49:20] How Mark engages with his sphere
[55:45] The habits that contribute to Mark’s success
[1:02:54] Mark’s insight on overcoming objections
[1:10:31] Mark’s advice for taking it to the next level