The market has been improving. Several brokers in my office are busy and closing transactions. However, I am not so busy and I need some help to start doing something different. What do you see successful agents doing?
Signed, “Desiring Success”
Dear “Desiring Success”:
You are correct that the market has picked up and that some brokers are getting busier. What are these brokers doing that you, and others, are not doing?
It goes back to a fundamental concept of Real Estate marketing: Being personally connected with people. Especially those people who know, like, and trust you. Successful agents take the time to connect with people on a consistent basis. After all, we know that Real Estate is a “People” business.
Brian Tracy, in Eat that Frog, states “You can get control of your tasks and activities only to the degree that you can stop doing some things and start spending more time on the few activities that can really make a difference in your life.” So, what do you need to stop doing? What do you need to start doing that will make a real difference?
Here are two fundamental and vital actions you can start doing immediately that will make a difference in your Real Estate business. Both of these actions need to occur first thing in the morning, before you get distracted by your emails or Facebook. Do your most important work in the morning, and you are guaranteed of having a successful day.
Each morning take one hour and call at least 5 past clients or people in your Sphere
Identify the people you want to call, along with their phone numbers. Do this the night before so you can begin making calls right away the next morning. No delays.
Have a written script that emphasizes that the market has shifted and is now a seller’s market. Let people know that there are not many houses on the market, and the ones that sell are frequently getting multiple offers, driving prices up. Emphasize that it is a great time to sell and you are looking for people who want to take advantage of rising prices. Ask them who they know who is thinking of selling that you can help.
When you call your most important referral sources, invite them to lunch. Go on at least two lunch dates per week. Thank them for their support and be curious about them.
As Kent Swigard, a successful Seattle broker likes to say, “I live and die by my Sphere.” He doesn’t make cold calls or depend on internet leads. He consistently stays personally connected to his past clients and Sphere. And, he is very busy right now. Coincidence? I don’t think so.
Each morning follow-up on your leads.
Most brokers don’t have a system to consistently follow-up on their leads, so they end up falling between the cracks. When this happens, these precious leads end up working with another broker.
Use your contact management system to track your leads contact information, calls you make, and meetings you have. Take notes and schedule, in your calendar, when follow-up calls are to be made. Microsoft Outlook is a good tool for this purpose.
In summary, talk to people, both on the phone and in person. The more people you talk to, the more appointments you will have. The more appointments you have, the more clients you will get. The more clients you get, the more closings will occur. The more closings that occur, the more commission checks you will receive. The more commission checks you receive, the more options you have on how you want to spend your life.