With the growth and increasing numbers of realtors in real estate today, a seasoned agent needs tools to fire up their sides, or at least sustain consistency. Maybe you are one of the thousands of new realtors that need a quick and successful start. According to the National Association of Realtors®, our industry has seen a 26 percent increase in membership since 2003, now totaling over 1.1 million. That's a lot of new agents, and although business is good and growing in many markets, commissions can be harder to come by.
Success is always dependent on tools and proven strategies. If you need a boost in business, or just want to continue to have the lifestyle you have been accustomed to, implement these 10 business building, customer friendly facts, and you can be the Rainmaker you want to be! As the old saying goes, "If you fail to plan, you are planning to fail."
- Never show up late for an appointment. What good is an appointment if you're not going to keep it? Just remember all of the times you were on time for an appointment, but the other party wasn't. Feels good, doesn't it? You are sending the wrong message to your customer or client about their importance, and that they are not your number one priority. At least call ahead and let them know if you're running behind. Show respect and it will be given in return.
- Leave your cell phone in the car or at least turn it off. How about the last time you were in a retail establishment and the clerk was either on the phone or took a call while you were waiting? If you are that busy, it's time to hire an assistant.
- Ask for referrals. You will be amazed at how many of your clients will gladly give a referral if you just ask. What are you afraid of? And it often works better to ask for a specific referral, maybe a neighbor, relative or coworker, rather than, "Do you know anyone that wants to buy or sell real estate?" Ask often. "If at first you don't succeed, try, try again."
- Send a hand written thank-you note. I've learned that taking 10 or 15 minutes a day proves invaluable in building long-term relationships. If you want to guarantee that people think of you as their realtor of choice, always be the one that keeps in touch with a kind thank-you. You will find that you could send out dozens of notes everyday for the simple acts of kindness that are offered to you on a daily basis that are often left unnoticed.
- Give a thank-you gift to someone that referred you. When someone does respond with a trusted referral, personally deliver some kind gift of appreciation. It could be a gift certificate or anything that shows your thanks and gratitude. And by the way, #4 doesn't count here, unless it accompanies a gift. It should not matter if the referral actually becomes a customer or client. Kindness and appreciation show constant and regular dividends and will be followed with more referrals.
- Give a business card to everyone you meet. It always amazes me how often we act as secret agents and just assume that everyone knows that we are in the real estate business. Give a card as often as possible. If you are a new agent, you might even consider setting a goal to give out a certain number each day. The cost of business cards is minimum and insignificant in comparison to the expense incurred on newspaper, radio or television.
- Become the local real estate expert. With just a little bit of effort, you can be the invited guest to speak at dozens of luncheons or meetings that would love to hear about the local real estate market and trends. I know realtors that write regular articles for newspapers or are guests on local radio shows. The sources for your material are easy to come by with some thought and preparation.
- Constantly communicate with your sphere of influence. Investigate systems for keeping in touch with the people that already know you, like you and trust you. Whether it be email, phone, snail mail or personal visits, just do something! If you don't find a method for staying in constant contact, don't be surprised when people you think should be your customer are working with some other agent.
- Read and get more education. Maybe this should be the year to take that designation course you know you need to take. Statistics show that agents with designations make significantly more money than those without. And, find time to read. It sharpens the mind and keeps you in touch with trends and current events in the industry.
- Keep balance in your life. My father died recently, and I was quickly reminded that "in a hundred years, it really doesn't matter what kind of car I drive, or how much money I make, or the house that I lived in," but rather the love and relationships that I take with me.
