Welcome to the Life and Listings podcast! Today, we are joined by Jack, a business owner based in York, Pennsylvania, a licensed real estate agent but a savvy investor who started his journey in 2009, focusing on building rental portfolios, private equity investments, and short sales. Jack emphasizes the importance of Sandler Sales Training, setting upfront expectations, and maintaining a strong company culture. He shares his insights on hiring and training top-tier sales professionals, creating investment opportunities, and the importance of valuing oneself in the real estate industry. Listen in as Jack discusses how he leverages his investment background to provide unique opportunities for his team and how he keeps them motivated and accountable to achieve outstanding results. Jack's story offers valuable lessons on building a successful real estate business with a focus on people, process, and performance.
“The most important part of anything in sales and business is showing up. And I always say, show up with a grateful heart. When you stop doing that, there's a good chance we're going to have a boost up conversation to try to, let's get this thing squared away so we can all increase our revenue and increase our contributions to the culture, because we want them to be there alongside their other teammates. But when the other teammates see that someone is not showing up 100% and we have 100% mandatory show up for meetings. We meet daily, Monday, Wednesday, Friday, via zoom at 9: 30 and Tuesdays and Thursdays are in-person, and we will bring part time agents onto our team with a path to full time within a certain time frame. If it doesn't happen, we have to part ways.” - Jack Lehr
Key highlights from this episode:
Approach to Building Sales Teams:Jack emphasizes the importance of professional training for his sales teams, using systems like Sandler Sales Training to build effective sales processes.
Sales Training and Development: The business invests heavily in sales training to improve conversion rates and enhance customer interactions. Jack's approach is about mindset, building skills, and teaching team members to value themselves and their services.
Team Culture and Accountability: Culture fit is a critical factor in team success. High-performing agents are expected to show up and contribute positively to the team culture. Regular meetings and mandatory participation ensure accountability and consistency in performance.
Off-Market Opportunities: Jack's background in real estate investments allows him to create off-market opportunities for his team, providing them with additional revenue streams.
Agent Onboarding and Performance: The business brings in individuals with sales aptitude and provides them with the necessary training and support to succeed.
Focus on Value and Revenue: Jack emphasizes the importance of valuing oneself and discourages discounting services, advocating for agents to maintain their professional worth. Agents are encouraged to avoid discount deals, ensuring they receive full compensation for their work.
Relationship Building and Expectations: Setting clear expectations with clients and team members is essential for successful relationships.
About the Guest:
Jack Lehr is the President & CEO of TruAdvantage Team, brokered by Real Broker a high performing residential real estate sales team based in York, Pennsylvania covering South Central PA and Northern Maryland. His team has helped over 3,000 valued clients achieve success through buying and selling homes in multiple different markets. He is the owner of Trusted Property Group, a real estate investment company that he founded in 2009 after previously purchasing several investment properties. With over 550 flips completed that range from complete gut renovations to wholesale deals, the large majority of acquisitions came from a very successful short sale process. He also is involved in several private equity investments, a real estate title company and several other businesses that support his real estate holdings. Jack and his wife Kim reside on a farm and are the proud parents of 4 sons that range in age from 16 to 24.
Jack’s passion in life is helping others achieve at levels well beyond what they ever thought was possible.
Connect with Jack:
Youtube: https://www.youtube.com/@HeyJackLehrHere
Facebook: https://www.facebook.com/jack.lehr.31
Instagram: https://www.instagram.com/heyjacklehrhere/
Connect with Jennifer Staats:
Website: staatssolutions.com
Staats Solution Instagram: https://www.instagram.com/staatssolutions/
Jennifer Staats Instagram: https://www.instagram.com/jennifertherealtor