What It Takes to Start an EBU (and how LJ Hooker Connect can help you)

17th September 2020

Are you an experienced real estate agent looking to break through the ceiling of your current earnings? Establishing an Effective Business Unit or EBU, could be the first step in building a team that underpins your market growth and, ultimately, boost your bottom line.

With an EBU you will regain precious time to focus almost exclusively on high money-making activities. This, in turn, will allow you to unleash new opportunities and increase revenue and market share. But what does it take to start an EBU and grow a successful team?

A first strong indication that you might need to establish one is plateauing market share. Prospecting, listing, negotiating, marketing, client concierge services and running all administrative tasks, you might be working 7 days a week, but not growing market share and your gross commissions. Because of a lack of time and resources, you can’t take advantage of your unique real estate sales skills.

Unlock sustainable market growth

This is when establishing your own EBU could be key to unlocking sustainable market growth. As the Lead Agent, you will be able to focus exclusively on growing market share and increasing your property sales. Responsibilities such as property campaign management and lead generation will be managed by your sales associates.

Building an EBU does not need to be capital intensive when you find the right partner. “LJ Hooker Connect has a comprehensive, experienced agent support team that will take care of all your administrative tasks, design your localised profile and property market, manage your property campaigns digitally, assist with your client communication and more importantly all your accounting and business administration where required. This will allow you to focus on achieving more sales, growing a team and, the end game, significant market share”, explains Jeremy Lewis, National Director of Performance and Growth at LJ Hooker.

Estimate your potential GCI and define clear roles

So how do you get things started? Firstly, you need to estimate the potential amount of gross revenue that can be earned in your marketplace (GCI). You then need to identify the amount of time you spend on what tasks and ensure the distinction between the roles. In a classic configuration, the team should consist of a Lead Agent working on strategy and closing deals, a Sales Associate taking care of prospecting and client concierge, and an Executive Assistant who will perform all administrative tasks and contractual relationships.

“One of the major identification pieces with the Executive Assistant role is to ensure that there is no expectation for them to start prospecting and proactively closing revenue opportunities. They are to add value with admin and client interaction only. LJ Hooker Connect has created the foundation of an EBU, our administration support team are your executive assistant, managing all your administration tasks, digital marketing campaigns and client concierge engagement,” Mr Lewis said.

Once you are running your listings at capacity and prospecting is becoming increasingly difficult, it is the right time to introduce a Sales Associate. “This person will primarily focus on lead generation, manage buyers once negotiations have been finalised, and support property marketing campaigns.”

Rely on LJ Hooker Connect to play the long game

Working on defining the roles and tasks is a crucial step to structure your EBU the right way as it will allow you to figure out what type of people you need to recruit. “When doing so, you want to make sure that you are building a strategy for the long game. The goal is to consistently take a larger share of a greater marketplace”, said Mr Lewis.

This is another task you can get support with within LJ Hooker Connect. “With our leadership team, we work on identifying the growth patterns and determining when to bring on an associate agent. We then also help with recruiting the right Sales Associates for your business. We will have a look at the type of person you need in your team, what their competences and strengths must be, the tasks they need to cover, so we can take care of structuring your and their day appropriately. We will also put in place all the necessary support so you can continue to develop your market share.”

Deliver real estate services more effectively

Moreover, by joining LJ Hooker Connect to establish or develop your EBU, you will benefit from the reputation of the most recognised real estate brand in Australia. You will also leverage an innovative mobile platform and get access to innovative technology to deliver real estate services more effectively.

Sanjeev Kumar, LJ Hooker Connect Lead Agent in Riverstone and Schofields, and who joined the program early 2020, sums it up in these words: “LJ Hooker Connect is designed to allow agents to work remotely (from home or office) in a competitive environment where they still get incredible service and leadership.” 

“The platform and support provided by LJ Hooker Connect has lifted my productivity and that of my team. Thanks to the support we get through the program, we have been able to concentrate on getting in more leads, increasing my personal brand and that of my team in the area and, ultimately, making more sales and listings than ever before.”

Choose LJ Hooker Careers & Connect

If you are interested in furthering your real estate career and starting your EBU with the support of a well-respected brand, LJ Hooker Connect could be the answer for you.

Contact us today to learn more about how you can join the path to work-life balance, increased productivity and real job satisfaction.

Sarah Dickson

Sarah Dickson

Head of Communications & PR
Sarah has helmed the PR and communications for many of Australia’s largest real estate and property development groups. At LJ Hooker, she’s part of its Executive Leadership Team and oversees the media and communications for its network of 480 offices and 6,000 people around Australia. At her heart is sharing how the brand, its platforms and support can assist people in accelerating their success.

Are you ready to see where LJ Hooker Connect could take you?

See what our team have to say about us

“What attracted me to LJ Hooker Connect was the opportunity to partner with Australia’s most iconic real estate Brand. The technology is cutting edge and the support is only a phone call or email away. The high end marketing is tailored to my market and the sales support team takes care of the administration side of things. The ongoing training and coaching is world class. Working remotely with LJ Hooker Connect is the perfect work life balance for my young family and a special opportunity for
agents looking to build a business from the ground up!”

David Rees
Sales Agent, LJ Hooker Connect

“I joined LJ Hooker three years ago after a decade in property management with an independent. With LJ Hooker, I have been able to further my career to become Department Manager. I attribute this to the exceptional in-house training and collaboration at state and national conferences; basically being part of a bigger team that is willing to share ideas and celebrate achievements. Technology has transformed industry activities, and LJ Hooker’s own tools have greatly increased my own efficiency.”

Debbie Copley
Senior Property Manager, LJ Hooker Kensington | Unley

“LJ Hooker’s regular campaigns allow me to engage with the marketplace in fresh and meaningful ways. The campaigns enable me to put systems in place for regular connections. Experienced trainers – who themselves have worked in my role – have assisted me in developing a successful career over the last 15 years, as has the tremendous opportunities offered through networking sessions where I’ve been inspired and motivated by others in the LJ Hooker Family.”

Nadine Edwards
Sales Director, LJ Hooker Cairns Edge Hill

“The continual training and support you receive from LJ Hooker is the best way to fast-track your development. The positive feedback from landlords, tenants and workmates is testament to this. The collaboration between offices is a major part of LJ Hooker – it is like one large work family ensuring you stay on top of all trends and legislation. Everyone has your back to help you be the best you can be!”

Shaun Harvey
Property Investment Manager, LJ Hooker Paynesville

“I regularly work with many extremely busy vendors who only want to communicate electronically. That is absolutely fine with LJ Hooker’s Vendor App. The Vendor App gives my clients real-time updates on our sales campaign, what’s happening, what’s next, etc. It also houses all the documents in one place. This technology is a game-changer and minimises a lot of the common anxiety involved in selling a home, no matter the environment. It allows me to service my clients seamlessly and, if needed, I could list a house tomorrow without even seeing the owners face-to-face.”

Neil Goswell
Sales Agent, LJ Hooker Connect

“I started my career in real estate with LJ Hooker seven years ago, initially drawn to its unmatched presence in Sydney’s south-west; LJ Hooker has been around forever and everyone knows what it stands for. What I discovered and took advantage of is LJ Hooker’s multi-faceted training programs which are tailored to whatever point in your career you’re at. It has enabled me to build a strong repeat and referral business. Client facing incentives are also a great entrée to winning more business.”

Steven Cirillo
Sales, LJ Hooker Padstow

“I previously worked at independent and other network agencies before opening an LJ Hooker franchise in 1998. When I initially opened our office, we had three staff; now we have 35. It was clear that the training, systems and processes LJ Hooker offered were better than anywhere else around at the time, and continue to be so today. I have worked in every real estate role – from administration to property management, commercial leasing to residential sales – and I can say that LJ Hooker offers the most comprehensive support systems to optimise productivity. There is a culture of sharing within LJ Hooker so that best practice processes, referrals and general collaboration which sets the brand apart, truly living up to the ‘Nobody Does It Better’ commitment.”

Paula Lagrenade
Admiral, LJ Hooker Victoria Park

“Over the 25 years I have been with LJ Hooker, our office has undergone a significant increase in market share and is now the number one real estate business in Lithgow. As a business owner I am able to work in sales, growing our customer base and doing what I love best; selling real estate. I am supported by a brand that utilises the best marketing, digital marketing and technology available, while my team have access to first class online and offline training and events. Running a business is not easy, but with LJ Hooker I feel supported by a whole network.”

Jamie Giokaris
Franchise Owner, LJ Hooker Lithgow

“I went from a leading sales role with a competitor to establishing a franchise with LJ Hooker 14 years ago. In 2017, I opened a new purpose-built real estate centre which can cater to 50 staff and has overhauled the customer experience on the Gold Coast. With the brand’s support, I have been able to achieve my ambition of becoming the leading sales and property management office in the 4211 postcode and a leading office for sales volume on the Gold Coast. LJ Hooker’s marketing initiatives, especially in the digital space, enable us to keep pace with customer expectations in the modern age, and prepares us for the next innovations before they emerge.”

Shane Colquhoun
Principal, LJ Hooker Nerang
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