When you work by referral, your clients become the life blood of your business. Although many agents offer great service during the transaction, they may lose touch with the clients once the transaction has closed. They may think, “The transaction is over, why do I need to contact them again? They probably don’t want to hear from me anyway.” Falling prey to these thoughts is a huge mistake for real estate professionals. According to studies from NAR, your clients want to hear from you, even after the transaction is over. In fact, once the transaction closes you can offer your clients a host of other services that reinforce your character and competence. Continue reading
According to the 2013 Profile of Home Buyers and Sellers, an annual report published by the Nationally Association of REALTORS, buyers ranked “honesty and integrity” as one of the most important skills for a real estate agent to have. Additionally, 25% said that these qualities were the most important reasons for choosing an agent to work with. We all want to work with someone we trust; who we know has our best interests at heart. Continue reading
Taking a break gives you time to refocus.
Which agent do you think is more productive?
Agent A works all the time, and tries to squeeze 26 hours of work into a 24 hour day. He never takes breaks, and only takes time off when he has to (such as major holidays like Christmas and Thanksgiving). Agent A never takes vacations, and can’t remember the last date night he had with his significant other. Work, work, work and work some more is Agent A’s motto.
Agent B works in 90 minute blocks, and takes a thirty minute break between blocks in order to switch gears mentally. While he focuses hard during those 90 minutes, he also makes sure to schedule down time during the day. He can often be found taking a walk or jog around the block, having lunch with his significant other or taking a quick snooze. He schedules at least one day off during the week to relax and spend time with friends and loved ones, and he has set aside time for vacations.
So, who’s the most productive agent? Although many of us would say that Agent A is more productive than Agent B, in reality Agent B is the most productive. Why? He takes breaks. Specifically, he schedules time to relax and refocus his energy. It may seem as though Agent A is getting more done; however, by working all the time, he’s less focused and ripe for burnout. Continue reading
Buyers seek your guidance. Write down what they’re looking for so that you can better serve them.
Do you know what your buyers want? While their end goal may be to become happy homeowners, they need your expertise to help them find what they want. According to the National Association of Realtors’ latest Profile of Home Buyers and Sellers, 53% of buyers rely on their agent to help them find the right home. And while they want your help to negotiate a great deal on a home, they also want your insight and knowledge to help them understand the real estate process, point out great features and faults in properties and help them narrow their search. Continue reading
This is a great time to connect with business professionals in your network, and connect them to your clients.
The holiday season is over and it’s time to get back to business. Many of your clients may be thinking of putting their homes on the market or finally making their dream of homeownership a reality. By offering your clients the great service that they’ve come to expect from you, you’ll be able to lay the groundwork to reach your goals this year. Continue reading
Reviewing your goals periodically can help you to see the bigger picture.
In December or January, we think of the goals we want to accomplish during the year—complete 10 transactions, boost our sales by 20%, run a marathon, etc. However, by November, we’re either ready to celebrate what we’ve accomplished or we’re on to the next thing. Most of us remember to set goals for our businesses and personal endeavors, but how many of us take time during the year to review the goals we’ve set? Reviewing goals is vital to creating new tangible goals for the coming year. If you don’t review your progress, you may end up working towards unrealistic goals or goals that aren’t right for the direction you want to go. Continue reading
Tagging your clients on Facebook and other social media networks is a great way to connect with your clients online. When you tag them in a photo or an article, it shows that you’re thinking of them, that they’re on your radar. Continue reading
Over your career as a real estate professional, you’ve no doubt encountered some great lenders, home inspectors, real estate attorneys, etc. who know their stuff and offer their clients a high level of service. Why not refer them to your clients? Since most buyers and sellers are not involved in the real estate industry, they may not know what to look for and look out for; connecting them with a professional that you know and trust is not only good service, it also helps to ensure that the buying or selling process will be smoother for all parties involved. Continue reading
Your contact with your clients shouldn’t end when the transaction ends. Find ways to be of value to them after the ink has dried.
Do you keep in touch with your clients after the sale is final? If you’re like many real estate professionals, you may not be as good at maintaining this relationship as you’d like to be. In fact, one of the biggest complaints of many past buyers and sellers is that their Realtors® fell off the face of the earth once the transaction closed. Your clients don’t want you to disappear—they want to maintain contact with you. Continue reading
Before you hand over those keys, be sure to ask for a referral.
Give. Ask. Receive. We advocate this three-pronged approach to our real estate agents who work by referral. While our agents have no problem giving—or serving their clients to the best of their abilities—or receiving referrals from their clients, many may find it difficult to ask for referrals. Continue reading