Radio has been very good to Andrew and Angela Duncan, husband-and-wife leaders of The Duncan Duo & Associates, a successful real estate team in Tampa, Fla., that has garnered endorsements from national broadcasters Glenn Beck and Sean Hannity, and local personality Jack Harris.
In tandem with radio commercials featuring the celebrity endorsers, the Duncan Duo Team, as the group is known, also reaches a wide audience through “The Duncan Duo Real Estate Show,” a live, one-hour call-in program that airs Sunday mornings on 970AM WFLA.
“If you listen to talk radio in Tampa, you know who I am,” says Andrew Duncan, a Chairman’s Club member and Broker/Owner of RE/MAX Dynamic.
On the show, Duncan discusses the real estate market, provides statistics, hosts guest experts such as home inspectors and mortgage lenders, and talks about his team’s listings. Even RE/MAX Chairman and Co-Founder Dave Liniger has been a call-in guest.
The exposure, combined with reinforcing marketing strategies and the team’s service-oriented systems for following up on leads, translates into a recipe for a strong real estate business. In fact, the Duncan Duo Team roughly tripled its sales volume to $53 million in 2012 from $18 million four years earlier, when it was aligned with Keller Williams. This year, the agents have already surpassed their 2012 total.
Here are The Duncan Duo Team’s top tips for creating a dynamic marketing strategy that translates into a robust stream of warm leads, referrals and recurring business.
CREATE A MULTI-PRONGED SALES STRATEGY
In addition to its radio presence, website, video testimonials from customers, high-end commercials for luxury properties, social media marketing and yard signs, the Duncan Duo Team also offers a guaranteed-sale program, which in essence promises that a home will sell or the team will buy it. Agents also monitor a live-chat feature on the office’s website during business hours in order to immediately respond to inquiries.
USE THE TOOLS AT YOUR DISPOSAL
The group uses RE/MAX tools, such as The RE/MAX Collection and global.remax.com, to market its listings and services. They’ve produced eight, three- to five-minute videos for properties listed for more than $800,000 and
have contracted or sold all of those properties. The sales generated additional transactions totaling roughly
$10 million in volume, Duncan says.
REACH THE RIGHT AUDIENCE
Although the Duncan Duo Team – which includes 13 agents and four assistants – covers only three of the seven counties in the radio station’s market, Duncan notes that listeners in other areas could buy in the team’s market, and the show helps position team members as experts in local real estate. It translates to higher-end sales, he says.
The team is on pace for approximately 500 closed transactions this year, 200 of which will come directly from radio, Duncan says.
BE CONSISTENT AND FOLLOW THROUGH
Duncan has also developed scripts and forms for his agents to use. The agents – who are either listing or sales agents exclusively – receive training on how best to communicate with prospective clients. All leads that come into the office receive a response within an hour.
“We have a standard operating procedure for just about every step in a transaction,” Duncan says. “There’s an action plan assigned to every lead.”
Agents mark actions on their calendars and check them off when they’re completed.
The team also has customized Outlook, BoomTown and Top Producer software to support agent activities.
For video of RE/MAX Founder Dave Liniger’s interview on the Duncan Duo Real Estate Show, click the below links.