Brian Macmillan from Metro Brokers is a great young example of a proactive business generation lifestyle. Are you still waiting around at home for someone to call you about buying or selling a house? You've all heard about "joining a leads group". This story will get a couple things straight. #1, you have to go out and get business. #2 They are not called leads Groups #3 Business is out there for the taking. #4 You need to take the bull by the horns and start your own club.

MetroBrokersTV: Welcome to Broker IPTV and today we are talking with Brian Macmillan and this is part of our Gen X Gen Y section in Broker IPTV where we talk to some of the younger producers and I mean people that are actually producing in the business. Brian is with Metro Brokers and Brian, why don't you tell us a little bit about yourself, like how long you have been in the business?

Brian MacMillan: This is actually the beginning of my fourth year in the business.

MetroBrokersTV :Great. So, tell me a little bit about your business? Where does most of your leads... where do most of your leads come from? Is it via Internet...?

Brian MacMillan: The majority of my leads actually come from my 1-800 call capture system and print marketing right now. We get a lot of buyer leads off that system, but then probably right below that would be my Sphere and then a BNI organization that I am a part of.

MetroBrokersTV : A BNI... why don't you tell me what that is?

Brian MacMillan: BNI is actually, it stands for Business Networking International. It is the world's largest referral network and about a year-and-a-half ago, I actually started a group up in the North Metro Denver up in Broomfield and we have had that going now for close to, I guess probably a year-and-a-half.

MetroBrokersTV : So, it is a referral group. It is not a leads group? How come they call leads group?

Brian MacMillan: Yeah, no. We call it definitely a referral group and there is a big difference. If you get a lead from somebody, they don't know you are calling. They don't know what your background is. How much... if you are not in real estate, you don't know what the production is, but a referral is something that is nice and warm. Those individuals know you are calling, they know they have been referred over to you highly, and they look forward to my call. So, there is a big difference and we try to weed those leads out actually.

MetroBrokersTV : Well, I know you do a lot of production, so obviously these referral groups BNI must be worthwhile. Why don't you just tell us how often you guys meet?

Brian MacMillan: We meet on a weekly basis and every Wednesday morning 7.30 to 9.00 up at the Eagle Trace Golf Course in Broomfield. I actually... I think that is one of the main reasons why it so successful is we are in front of everybody on a weekly basis versus just go and do some networking event monthly and people forget about you. We are in front of our... what I call my sales crew, 19 other businesses that are looking out for my best interests on a weekly basis.

MetroBrokersTV : So, that is pretty hardcore, meeting every week. There is a lot of people that don't have the dedication to meet every week. Tell me about like who is in charge and we talked about how often you meet, but who runs the show?

Brian MacMillan: Well, we are setup very much like a more large organization is setup. We have got a President, which is myself and the only reason why I had that role is because I started the group. We have a Vice-President, as well as Secretary and Treasurer. Now, we have a Membership Committee that reviews all applications that come in. For future prospects, we have a Visitor Host, an Education Coordinator, a VET Coordinator. So, we have a pretty solid leadership team that all has its own duties to make sure that the group is run efficiently.

MetroBrokersTV : So, tell me a little bit about the format then and who presents and how they present? You said that BNI has got a model that says, "Givers Gain" right?

Brian MacMillan: Yeah, that is the main theme. If I give you a referral, you are going to go out and try to get me one back to say thanks, essentially. It really does work that way. I have noticed over the year-and-a-half anybody who gives me a referral I go out of my way to try to get them back with business.

MetroBrokersTV : Interesting. So, why don't you tell us your production year-to-date just from your referral group?

Brian MacMillan: Year-to-date of course three transactions. I have got one set to close next month under contract and then currently working with one active buyer and one seller.

MetroBrokersTV : Well, that is great considering most brokers are... I think we will see the 2006, 2007 stats are in.. are you aware that the average real estate broker in Colorado will have less than three transactions per year. So, it sounds like the referral groups are a great way to generate business and keep yourself in front of people?

Brian MacMillan: Yeah, what I found is, in our profession when a referral comes through it generally the sale price is going to be higher. So, we definitely see more on that side of things and my print[Phonetic] marketing that pulls kind of the lower bracket. We always have a better chance of capturing more qualified buyers through the referral network as well.

MetroBrokersTV : That is great. Well, I appreciate your time very much Brian. It was great talking with a successful practitioner such as yourself.

Brian MacMillan: Thanks Mark

MetroBrokersTV : Thank you.

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Posted in Marketing, GenX GenY

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