114. Marcia and Patrick Lafferty Interview: How to build a lead generating team that trains and retains.


March 28, 2019

Today I’m talking to Marcia and Patrick Lafferty of Compass in Downtown West Palm Beach. Thirteen years ago they started in real estate with no money and no connections. They grew their business to what is today a team closing over $40 million a year. The leads they generate for their business and their team are through a website and marketing platform they began building when they started the business. Those leads now account for over 85% of the business that their team closes. Not only do they have a lead generating machine for their team, they have created a team that brings on new agents to train and retain. Today we talk about how to build a lead generating team that trains and retains.

  • Patrick and Marcia’s story (3:50)
  • Patrick describes how they self-taught their foundation in the beginning of their real estate careers (8:00)
  • Patrick talks about creating their own lead generator and bringing on their first agent to help (9:25)
  • Patrick share the structure of their team (20:32)
  • Marcia talks about balancing work and life (26:36)
  • Patrick shares their biggest challenges and how they dealt with them (33:10)
  • Patrick and Marcia share on how to select the right team members (39:26)
  • Maria shares their one thing (56:24)

Resources / People Mentioned

Books Mentioned

One Thing

“Care about people. Love people. Love your business. Love what you do.” Marcia Lafferty

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