Tips for Getting Back to Basics in a Changed Market

By Chuck Green

RISMEDIA, June 14, 2008-Today’s market brings so many changes to the day-to-day activities that agents take part in. From recruiting to retention and finding the right listing price, Vince Leisey, broker/owner of Prudential Ambassador Real Estate, has found that it’s all come down to getting back to the basics.

Vince Leisey
Broker/Owner
Prudential Ambassador Real Estate
Omaha, Nebraska

Region served: Metro Omaha and Lincoln
Years in real estate: 24
Number of offices: 2
Number of agents: 300
Best tip for getting the right listing price: The key is making sellers understand that while we haven’t had the wild swings that places like California and Florida have had, houses in Omaha have depreciated. That’s hard for people to accept because they think real estate always goes up, but they have to be realistic about pricing their property right.
Best tip for dealing with difficult customers: Maintain open lines of communication.
Best tip for running a successful meeting: Keep it short, to the point and on track.

What strategies are most effective for you in terms of recruiting?

I don’t do mass calls or letters. I’ve always believed that the most effective recruiting tool is a high retention tool. If you have extremely low turnover-which we do-and create an upbeat environment, slowly but surely, people are going to hear about that from your agents and continue to come to your firm.

Best strategies for dealing with a slower market?

Getting back to the basics. I believe that means engaging your agents in daily activities and helping them grow the business in terms of prospecting, following up and integrating technology into their marketing.

How do you deal with the negative effects of the media?

Part of it is making consumers understand that Omaha is not like the balance of the market and things aren’t as doom and gloom here as you hear on some of the national news outlets. It’s really an educational process to help them understand the realities of our market from a point of view of the economy, unemployment and job growth.

What strategies do your agents utilize to stand out to clients and achieve customer loyalty?

We bank on attitude, energy, passion and excitement. One thing we probably preach more than anything is how much their clients care about their project or home and how much easier it is to sell something if they have the same energy and excitement that their customers do.

Best ideas on client retention?

Always maintain an open line of communication, address issues-good, bad or indifferent, in a timely manner-and make sure you’re there to help them in any manner possible. We’re now in a society where everyone expects instant results and answers.

Best idea for time management?

Make sure you’re disciplined enough to stick to business. Don’t get sidetracked with personal matters or chitchat. And keep it short.

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