Everyone who attended the sales meeting yesterday received
some great information from 10 of our “Superstars” !! For those of you
who couldn’t make it and for those that think that you might already know
everything, are already fired up and focused with your business and are having
so much success that you don’t have any more room right now for positive,
worthwhile information, here’s what you missed:
10 Action Items to Build Your Success! (here’s what
our Superstars said...) If you don’t have the time, at least read the bold
copy and the rest later!!
1.
Ken Neufeld: Use Realist (or similar program in your market or
the Title company) to find homeowners who purchased their homes in 2003 or
prior – these people all have equity right now (unless they took out a
second or refinanced (which Realist will show you)) and are great sources for
listings. Listings are the name of the game and with these well
positioned traditional sellers, you can hit a home run. Prospect this
group!
2.
Nichole Parent: (the 7-Eleven story!) Nicole went to
7-Eleven to grab a water and the attendant noticed her custom LP magnets on
the side of her car and said that she was looking for a home, but wasn’t sure
where to start. Nichole said, “with me”! and has since sold and
closed escrow on this lady’s first home. She’s currently working with
another client that overheard their initial conversation while he was in line
behind Nichole. Use car magnets and your name tag – don’t keep it
a secret that you’re in real estate – tell the whole town!!
3.
Jenny Ferguson: Work into every conversation that you’re in
real estate. If someone compliments you on what you’re wearing your
response could be, “thank you, I’m show property today to several clients and
wanted to make sure I looked professional”. Or maybe they see you at the
car wash; you can let them know that you have an appoint later to show houses
with clients and you’re wanting to make a good impression. It’s easy,
but we have to do it. Also, weave it into conversations with you
sphere (don’t take it for granted and think that they’ll automatically refer
you business). Jenny has two deals right now and more in her pipeline
from one attorney friend whose daughter is on Mia’s (Jenny’s daughter) soccer
team. Go get ‘em soccer mom!!
4.
Lilly Avakian: Don’t discount the importance of being
friendly in your own neighborhood and reminding neighbors of what you do.
Look for opportunities. As a grandmother to twins herself, Lilly stopped
a lady who was walking with her granddaughters (because she noticed they were
dressed alike) and commented, “how darling, are they twins?” From that
one conversation, Lilly sold 2 houses. She has more stories just like
that and all from talking to people in her neighborhood. Be nice and
be the resource for real estate in your neighborhood!!
5.
John Stone: Be yourself! Success will come when
you identify what you’re good at and then do as much of that as you possibly
can. John has his own style of doing open houses – but keeps one
thing in mind, make the clients feel comfortable! Whatever your style,
break down the proverbial walls between you and the client, demonstrate that
your knowledgeable and great to work with. Do open houses on various
days and times (nowhere in our Code of Ethics does it say that “All open
houses must be on Sundays between 1-4”). A great listing might be taken
for this Sunday, try to hold it open tomorrow morning from 8:30-10.
6.
Cheryl Shields: It’s your business, promote yourself!
Use the tools that your marketing department has created for you like custom
post cards, your web and mobile sites, your email signature banner, etc. and other
avenues like the Fresno Bee or personal newsletters to promote you.
Use your photo on everything (even if it’s not as nice as Cheryl’s) to promote
you. It’s an advantage if people feel like they know you before they even
meet you (remember not to use that photo from 10 years ago though – that might
show that you’re not up on your marketing!!). Promote, promote,
promote! (you and London make an unbeatable team!)!
7.
Kerry Crabill: Now that you’ve done the open house (or
whatever it is), follow up! While building rapport at open houses,
Kerry gets as much contact information as she can from prospective clients
(mailing address, email, phone number) so that she can follow up. To be
the most effective, remember details about the prospects (were they
wearing something with a Pro athletic team logo on it, are they golfers, are
they looking for a particular school district, etc.) and weave these details
into your follow up to show you remember them – they’re special!
Then, follow up with an immediate personal note, a few days later an email
(with your photo on your banner signature), and then the icing on the cake is
the personal phone call. You always have the opportunity to wow the
client – take advantage!
8.
Debbie Henes: Give back to your community (schools,
church, charities, etc.) because you genuinely care and the business will come.
Recognize and appreciate others for how they are giving back – they in
return will see you in the same light (putting others first). When you
love (if not the whole) at least some part of your community, and you love what
you do, real estate, people will feel this and want to help.
Constantly remind people that you’re in real estate by letting them feel your
passion and letting them know that you’ve taken great care of those they
referred to you. Talk to people at every event you attend and create the
opportunity to hand out a card and get a lead. Invite people onto your
Energy Bus!!
9.
Brent Patch: Know the numbers! Get into the MLS
consistently to know what has come on the market and what has sold in a
short period of time. Pick a price range and or a neighborhood.
If you know what has been listed and sold in a particular neighborhood in the
past 15-30 days, you’re armed with great prospecting information. Through
door knocking, mailing or calling you can approach others in that neighborhood
by saying, “In the last 15 days , 3 homes have come on the market and sold in
your neighborhood. What that tells us is that your neighborhood is in demand
and buyers are willing to pay the price that sellers are asking. Knowing
this, have or would you folks consider selling in this great market?” Knowledge
is power and it will help you build your listing inventory!!
10. Jeff
Lawry: Have a plan and a schedule! Now that you know what to
do, schedule it! Scheduling will make you accountable and aware.
Jeff and the Merced office are working with a points system to
encourage and track their activities and it’s working – call him for details!
Jeff’s example was that if you know you have to add at least one person to your
sphere today but you think you’ve run out of time, as long as you’re aware,
you can make it happen. Jeff hadn’t prospected all day, but upon
looking down at his appointment book he became aware that he still had an
opportunity; he had a 3 o’clock appointment with his mechanic.
Armed with business cards and motivation, Jeff added his mechanic to his
sphere, handed out a card and got a referral all at the same time!! With
any service provider that you use (e.g. dealership), everyone there should
know what you do. They win too – if they refer more business to you,
you’ll buy more cars!!
We all have most of the same opportunities – it’s how we
take advantage of them that makes the difference. Get out there today and
make a difference in yourself, your business and your income!
Good luck!
