(Video Transcript - lightly edited for clarity)

When I started this business 30 years ago, one thing was obvious to me. Real estate agents were master salespeople, but they didn't know much about running a business.

Since then, my focus has been teaching top realtors how to run a business as a business because real estate most of the time was run as a mom and pop organization. 

My average client last year sold 200 million dollars in residential real estate. Now its sounds like a lot of business however let's break that down. What I look at, and to me what's proficient and efficient is productivity.

The teams we personally coached last year sold over 36 homes a year per agent. Now, according to the National Association of Realtors, the average realtor sells 4.5 homes a year. My average realtor I work with has 11 agents on the team. So, think about that.

An average of 11 agents sold over 36 homes a year per agent. That is an extremely predominant number that really solidifies for all the people watching today; it's about agents’ efficiency.

So if you want agent efficiency, focus on team building, focus on culture, focus on systems, build a juggernaut that can dominate your market whether it’s a great market or a poor market.

We've come out of some tumultuous times right now, yet all of my clients had the most prolific year last year that they've ever seen in their career.