Recruitment – Grow your own or bring in from competitors

Recruitment – Grow your own or bring in from competitors

Click here to watch on YouTube A major part of growing your business is attracting and retaining great talent. Recruitment can happen by attracting new agents or by building on the strengths and aspirations of the people already inside of your agency. Most important is that you are actively recruiting all the time and putting together a successful team. Your people shape your business so you must invest in them. Know exactly what you intend to accomplish and hire the best people to help you achieve that vision. As you build your team, remember what you are building into it…

Past Clients – Out Of This World Customer Service

Past Clients – Out Of This World Customer Service

Click here to watch on YouTube. You may be missing an entire market segment that is sitting in your database right now. It’s a source of uncontested business that no one else is working—but you are about to do just that. What are you missing? It’s your list of past clients. You actually have two sets of past clients to work with: the people who have sold property with you, and those who have bought. In order to work with this market you need to do two things that you should already be doing: 1. Build and maintain client relationships…

The List – Ultimate Productivity

The List – Ultimate Productivity

Click here to watch on YouTube There are some surprisingly simple systems you can use to get yourself back on track and working at your ultimate level of productivity. First, increasing your daily bookings is as basic as starting each call session with a list of your top 5 potential sellers. It’s those face-to-face appointments with clients that get listings and, ultimately, sales. Just think about what happens if you start every business day calling five potential clients first thing, before you even check your email. You can’t take them to market if they don’t know you, so make those…

Targets and Managing Anxiety

Targets and Managing Anxiety

Click here to watch in YouTube. As real estate agents it’s simply in the nature of our business that we will experience anxiety. You will sometimes feel discouraged and overwhelmed. This is normal. The key to dealing with anxiety is learning how to manage it, and the best way to do that is to know what you need to do and focus on accomplishing your goals. Once you decide how many listings and sales you need to complete to be successful, then you can begin to make that happen. For example, let’s say you know you need to write $500,000…

Productivity Over the Phone

Productivity Over the Phone

Click here to watch the video in YouTube. Connecting with prospects by phone is probably the most important thing you do every day, so you want to be as productive as possible when you make those calls. Most agents simply leave it all up to chance whether they will make an appointment or progress a customer. But this is not a game—this is your business. First, get focused. What is your goal in making these calls? • To establish and maintain a business relationship • To progress a customer • To make an appointment with a prospect If you are…

Setting The Vision

Setting The Vision

Click here to watch on YouTube. You can’t get anywhere you want to be if you don’t know where you are going. That is why having a clear vision for your real estate business is so important. Tactical thinking is fine if your tactics support a long-range strategic plan for growth. Tactics without a plan, however, are only a random unrelated set of short-term solutions. When you look to the future of your business, what do you see? In fact, why are you in the real estate business? Some agents end up owning a real estate business with no real…

Ultimate Productivity – Reduce The Breadth Of What You Do

Ultimate Productivity – Reduce The Breadth Of What You Do

Click here to watch on YouTube. Productivity is about more than just staying busy. You need to see tangible results from your efforts before you can say you are truly being productive. The best agents have established habits and procedures to make sure they are focused on doing the work that will net them the most listings and sales. Of course, when you’re just starting out you are likely doing all the work inside of your business by yourself. Your first challenge is to grow your business enough to start hiring other people to do the basic tasks so that…

Overcoming fear, procrastination and distraction

Overcoming fear, procrastination and distraction

Click here to watch on YouTube. Some of the greatest enemies to your productivity are fear, procrastination, and distractions. There are more disruptions in your life than you realize, and they limit the amount of work you are able to get done. You can put yourself in control of all that, though, and the first step is to identify what those disruptions are. Some agents—especially when they are just starting out—hold self-limiting beliefs that keep them from performing at their highest level of ability. It’s a kind of self-talk running in their heads, telling them they are not ready yet,…

How to progress the customer

How to progress the customer

Click here to watch on YouTube. Prospecting is all about lead generation. You generate leads through activities like meeting people at open for inspections and sending market reports to homes in your market area. Most agents are clear on this and are successful in gathering plenty of leads, but often they fail to think about specific next steps to move the sales process forward. The process between lead generation and lead conversion is called lead nurturing. This is how you prepare your client to enter the marketplace. Whilst we tend to focus on “how” the client would prefer to go…

How to prospect for Now

How to prospect for Now

Click here to view on YouTube It’s so tempting to approach potential clients as though they are ready and eager to launch their property into the marketplace, because that’s where your mind is working. But your clients may not be anywhere near that stage in their own minds. Slowing down and starting with where your client is right now may feel like a strategy that will put you way behind the curve, but it actually puts you in a position of working ahead. Start thinking in terms of providing value first and invoice second. The dialogue you use with clients…