A few fairly simple strategies can help new agents and grizzled vets alike succeed.
by Frank Serio, CRS
Frank Serio, CRS, is a Certified CRS Instructor and broker/owner of RE/MAX By the Sea in Bethany Beach, Delaware.
The great thing about the real estate industry is that the sky’s the limit as to how much an agent can earn. With a little bit of focus, discipline and hard work, any agent can excel.
Both agents who are new to the business and veterans looking for a renewed kick-start to their career can benefit from the following tips:
1. Build a Database. Reflect on all the people you know and compile a list of those who already sing your praises. These people will become the nucleus of your core group of raving fans. Think about vendors you have worked with, who sold you your car, who fixed your computer, your banker, accountant, etc. Anyone can be a possible client or source of referrals. Add these names into a database (CRM) and create a systematic way to reach out to them on a consistent basis with valuable content.
2. Always Be Marketing. People in your community need to know who you are, what you do and how to find you. Make it a habit to give out 20 business cards a day. Write five thank-you notes a day to people you have just seen, read about in the paper or online, heard good things about or have spoken to that day. Wear a name tag everywhere you go. You will be surprised that people will actually ask you about the market and inquire about buying or selling a home.
3. Be Social. Social networks make it easy to stay visible in front of your sphere. But be sure to contribute information that your friends would find relevant—and it does not necessarily have to be about real estate. Keep your online profiles and pictures up to date on the various social sites so people can see you are engaged.
4. Monitor Your Online Presence. Search the keywords potential clients might use if they were looking to buy or sell a home in your area. If your name and business does not come up, it’s time to upgrade your online presence (your own website, home search, etc.). Many MLSs now allow IDX to display sold data: You can call all your past clients and ask if they would like to be kept up to date on what properties are being sold in their communities. Most people will say yes, and this is a great foundation to stay in touch with the community you serve.
Frank Serio, CRS, is a Certified CRS Instructor and broker/owner of RE/MAX By the Sea in Bethany Beach, Delaware. He can be reached by email or his website.
