When agents lose deals or opportunities to gain business, it is often because the potential client doesn’t know how much they care. What if we could change that quickly and effectively without costing a lot of money?
“Nobody cares how much you know, until they know how much you care.”
Every REALTOR® needs to utilize their database to the fullest extent to ensure a steady stream of quality leads every month to guarantee survival in Real Estate. It’s much easier to survive in Real Estate when you are not chasing down every potential lead that comes along, only to find out that the customer is not serious or not ready to buy/sell.
Referral leads are always considered the highest quality when compared to other types of leads such as internet leads or calls from paper advertising. Having someone call you up and mention that one of your clients told them to call you, is a great phone call to receive. Trust has already been established by your client. This should help immensely when working with a potential consumer.
Each month I watch the top real estate producers in my firm generate profitable commissions with very little effort. The leads come in consistently each and every month. Generating these leads over and over again doesn’t take that much time, if you get a system in place and work it every day. It all starts with your contact database (your list of relationships).
It’s often said that you have one chance at a first impression. Well the same is true in business. Many times Realtors® have told me that they didn’t know how to move a conversation along without sounding pushy or it sounding too much like a sales pitch. Well here is a quick tip that may help you out.
I meet with countless new agents just starting out and many dismiss the brand name when they are choosing a real estate brokerage. They look at training and the size of the office. If the people there are friendly, etc. While those things are important (training and support are very important), don’t discount the power of your brand.
If lead generation is your top priority for survival, because without leads you have no clients and no business, then wouldn’t the brand have something to do with lead generation? Think about it, what is brand? It’s a familiarization with a product or name. When we are familiar with something a certain amount of trust is built up. We lean to that product or service more than the no name brand.
Many people, who have thought about getting into the real estate business, worry a lot about where they’re going to get their business from. I was the same when I started. Many sleepless nights, waking up in a sweat, worrying about where the next deal was going to come from. It doesn’t have to be like that, if you just tap into what you already have.
Brokers provide lots and lots of things that will help you launch your real estate career. They provide a place to hang your hat, people to answer the phones for you, furniture and an office. They may even provide a website for you and have advertising that you can be a part of. And while these may all be very important, I believe these are the 3 critical things you should compare to help ignite your real estate career and rocket you to earning large amounts of commission while starting a very stable business.