What Are You Shipping?

What Are You Shipping?

Seth Godin is the author of a series of sharp, relevant marketing books. One of his philosophies is, “What are you shipping?” His point is that you may know the mechanics of marketing inside out. But what are you effectively doing with your resources and capabilities? Specifically, what are you sending out to all of the people inside of your database? You know the importance of being consistent with your daily prospecting calls, but the quality of those calls determines whether your prospecting is actually productive. The best agents don’t just randomly call people – they target their contacts to…

Just Starting- What To Do

Just Starting- What To Do

Every real estate agent has been a beginner. This Coaching Tip is especially for you if you are just starting out in the business, and it’s a great review for seasoned agents as well. Following are ten tips to get you going in the right direction and build a foundation for doing business that will take you to the top. Tip #1: Know Where To Start Make a list of 100 people you know who own property and live in your area. Now, if you don’t know 100 people yet then you may need to start as an assistant rather…

Fee Defence

Fee Defence

Setting your fee is one of your most basic decisions for your business, and is often the hardest. This task is complicated further when your competition includes fee discounters. Clients will often ask you why you charge more than another agent they have spoken with. You need to be clear about why you charge the fee you do, and what your services are truly worth. You justify a higher fee than other agents by providing a level of service that is demonstrably better. If the customer can’t see a difference between you and your competition then they won’t be willing…

Momentum with Open for Inspections

Momentum with Open for Inspections

You might be thinking that January and February can be slower months for your business because of the holidays and business will pick up after that, but this is actually the best time to set the pace for the rest of the year. If you look at what is actually happening in the marketplace, January, February and March are the months you should be writing higher numbers. Australia Day is the 26th of January and most agents will be waiting to start working in earnest around mid-February, but if you want to have an exceptional year you need to start…

Freak Talent

Freak Talent

Every agency wants to have freak talent on board – those sales “artists” who just have a feel for the business and can write phenomenal numbers all the time. The question is, do you have to go out and find them, or can you grow them yourself? Finding agents with that talent and getting them into your agency is going to be rare and difficult. Plus, they may not have enough investment in your brand to stay with you, and if they leave they will take that part of your business with them. What you should know is that talent…

Momentum Through Call Sessions

Momentum Through Call Sessions

There’s no question that call sessions are the most significant technique for building momentum and driving your business to success. So why do so many agents avoid prospecting by phone? The truth is, whether you make those calls enthusiastically or hardly make them at all begins with how you think about the process, and that mindset is completely within your control. The first thing to understand and accept is that prospecting by phone is absolutely necessary. Motivate yourself with the knowledge that in January and February most of your competition is still in holiday mode and they aren’t making those…

Resetting for a New Year

Resetting for a New Year

Before you can take your business to the next level you have to know exactly where you are now and what needs to happen next. You gain this knowledge by tracking your numbers and then using them to project on the future. But you have to start where you are and learn about your current marketplace before you can visualize where you want to go and whether your expectations are reasonable. There are three basic metrics for you to focus on: • Average sale price • Normal cap volume • Fee percentage Your current average sale price determines what your…

What Would It Be Like To Be Your Customer?

What Would It Be Like To Be Your Customer?

Today let’s get a new perspective on the way you do business by thinking about what it’s like to be your customer. You already know how you go about your daily routine and what that’s like for you. How does your average client experience your brand? Your marketing approach represents you, and determines how your customers perceive your brand. This is usually the first impression a new customer will have of you. Will you be connecting with your clients in a personal, emotional way? Or will your message be just another advertising mailer in their letterbox? Make sure you are…

Using All You’ve Got

Using All You’ve Got

Many agents feel that the people they know in their personal life should not be integrated into their business life. If you also think that is true then it’s time for a different perspective, because everybody you know needs to be in your database. If you think about it, all of the people you know through patronising their businesses – hairdressers, butchers, tailors – have your name and information in their databases. Why aren’t they in yours? Imagine how many more networked connections you would have if all the people you know were in your database and receiving your marketing…

Strategies for 2015

Strategies for 2015

It’s the beginning of a new year and that means it’s time to set your strategic direction for building your business over the next 12 months. Knowing what is really important from the start will help you stay on track with whatever happens in 2015. A great place to start planning is with the Big Three Concept. Identify your top 3 business priorities for the year and outline your strategy for accomplishing those goals. It’s easy to think of simple things like growing and managing your sales team for greater productivity, but you really should be setting your expectations higher….