It's 2:57am, Tuesday morning!
I just returned from an Internet Marketing Conference in Atlanta tonight. I drove home from the airport at 12:35am.
I've been asleep for a little while and...I rolled over in bed and now I'm wide awake, thinking about real estate strategies that can help other agents. Since I'm not able to fall back asleep with my mind racing, I thought I'd take time to write down my thoughts.
I've been a successful Realtor for 22 years now and have also been coaching real estate agents for over three years. There are so many thoughts running through my head right now on how to help you, but I want to share a few of them with you now:
- Why are you in real estate and what are your written goals for 2007?
- You must start out focusing on no more than 3 target markets - don't be a jack-of-all-trades and an expert at none. What 3 areas of business do you WANT to do first? Don't tell people you do everything. Find some agents, who specialize in areas you don't know, i.e. investment properties, commercial, farther away areas. You can refer these to other agents and gain a referral. I don't know your market, but I would consider open houses in the low to mid-price range of your area. (more first time buyers who don't have agents already and first time sellers who want to move and sell, but lost contact with their first agent.) There must be buyer leads that other agents in your office don't want or don't have the time to handle, so offer to pay them a referral fee and run with the buyers. (Meet with the buyers at your office first and find out their needs, explain the process and make sure they're pre-approved by a reputable lender before you show them a home.)
- Are your business cards blank on the back? Decide on a reason why a buyer, and separately, a seller would want to work with you. What do you do differently than most others? When you figure it out let me know. Just posting here, you'll get great answers. Then put the 2 points of difference' on a sticky label and put them on the back of your business cards. Next, everywhere you go (in line at the grocery store, getting an oil change, etc), compliment someone and ask them "Hi, I'm _________. Have any of your friends or family in the last few weeks talked about making a move? If YES, get their name and number to follow up with them and get details. If NO, say thanks and give them your card briefly share the 2 benefits on the back and to keep you in mind." You have to narrow the time frame or people will say NO, because no one will come to mind when it's too vague. You'll feel awkward at first, but keep doing it. How many cards can you pass out in a day? Don't overdo a goal, but set a reasonable number at first and don't go home until you do it. Believe me, it works. I've done it.
- I would spend 1 to 2 hours a night reading through the blogs in the different groups that will teach you strategies to make you successful. You might ask for how long? My answer is for as long as it takes. Are you watching some mindless TV shows in the evenings instead of advancing your real estate education? Are you willing to do what it'll take to be successful in real estate? That may sound harsh, but in my opinion, it's too easy for people to become agents and then too easy to leave after a short while. You must become a real estate professional, because you are affecting people's financial lives!!!
- I would also contact your local board and find out training classes are being offered in your area that will give you the training you need. If you have to drive to another board to find what you're looking for, how long are you willing to drive? (Tip: when you go to trainings outside of your own area, it's a great opportunity for referrals from agents from that area. You must be friendly, confident and network.)
- Do you have a written business plan?
- Do you follow an 'Ideal Week' Schedule?
- How good is your listing presentation?
- How good is your buyer presentation?
- Do you have an accountability partner?
I could go on and on. But it's a step at a time. Review these thoughts and put some answers down on paper.
I'd love to hear back from you. You may also want to recommend to your close agent friends to subscribe to my free, weekly tips: http://www.agentsuccesstips.com/. I've written over 125 weekly strategies and mindsets to help agents achieve more in the real estate business.
But ultimately, IT COMES DOWN TO THE DECISIONS YOU MAKE on a DAILY basis.
Keep in touch and let me know how you're doing.
To your success,
Dan
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