Past Clients

Past Clients

Your past clients are some of your best referrals and potential future prospects. So why are you ignoring them? Past clients should be included in your daily call sessions, and today I’m going to tell you why you need to stay in touch with them. Most agents are focused on prospecting for new customers and expanding their databases, and of course that is necessary. But collecting data is not enough. All those names represent people you need to know personally. It’s those relationships that provide real growth inside of your business. If you think you are too busy to keep…

RFM Analysis

RFM Analysis

Getting face to face with your clients is the way you get listings, but to book those appointments your prospecting calls must produce results. The best way to encourage people to meet with you is to make that meeting relevant to them by knowing your client and their situation. Some of your best prospects are open for inspections attendees, and a lot of those are people you already know. The first step is to get the data from your opens into your database and categorised quickly. Efficiency is key, because the people you see on Saturday need to hear from…

Performance Management

Performance Management

No one enjoys doing performance management, but it’s the only way to identify and handle issues with your people that affect your business. In order to take some of the pressure and pain out of this process, today I’m going to share with you some very effective methods for staying on top of performance management in a way that is positive and supportive for everyone. Your goal is to help your people reach their potential without hitting them too hard with their shortcomings. You have to talk about listings, sales and income – that requires hard people management skills. It’s…

Getting Efficiency On Your Saturdays

Getting Efficiency On Your Saturdays

Saturday is a big day for your business, but if you’re not making the most of it then you’re losing the game. In this Coaching Tip I’m going to tell you how to get the efficiency you need to do more open homes, gather more data, and target your prospecting for better results. The key is to manage your time more effectively, especially on Saturdays. If you are going to each home, opening up, putting out signboards, turning on lights and setting everything up yourself, then you are wasting your time and expertise as a professional agent. These are tasks…

Getting Back On Track

Getting Back On Track

If you’re not getting the listings you need to reach your goals, then you’re off track. I’m going to share a simple system with you today to kick you back into place and get your momentum going again. You have to set a goal, and that is based on knowing your numbers. You need a target number of listings per month that you must reach because you can’t sell if you can’t list. If you have no target you’re just winging it, and that kind of inconsistency is not going to move your business forward. You have to have a…

Doing the Basics

Doing the Basics

You want to be a great agent, but what are you doing to make that happen? Wishing and hoping won’t get you listings. Neither will doing what everyone else is doing, because they are content with fewer results than you want to achieve. You have to do the work that’s most important, and you have to do it every day. Have a directions meeting every morning with your assistant to get clear on what you must do to succeed that day. If you are working alone, meet with yourself. Make a task list of all the people you need to…

That One Key Number

That One Key Number

Knowing your numbers is vital to measuring your success, but there is one key number you need to focus on to maintain consistency in sales and income. That number is different for each agent. Depending on your level of business, you will want to focus on one of these: • Open for inspections • Appointments • Listings • Size of your database Most agents need to set a number of open for inspections per week because that drives your lead generation cycle. The more openings you do, the more neighbours, potential sellers and potential market appraisals you meet, and therefore…

Is the Vision Big Enough?

Is the Vision Big Enough?

If you’re going to build a thriving business, you have to have a vision for it that inspires you. If your goals are too small there’s nothing rewarding to work towards. And if your thinking is too limited you won’t be ready for growth when it happens. Growth without planning will bury you. Start by deciding what you really want to achieve, and then plan for it in detail. Don’t limit yourself to what I call “version one thinking” which is basically one office and minimal fees. Is that really all you want out of your business? It’s much more…

Why your marketing isn’t working

Why your marketing isn’t working

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…