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Winning with the Team Approach

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By Lesley Geary

How are you closing leads and turning them into business? Are you confident in your use of technology? In the following interview, Amanda Howard of Amanda Howard Real Estate gives us insight into how she is owning her industry.

Howard_Amanda_fullAmanda Howard
Amanda Howard Real Estate
Years in real estate: Since 2004
Region served: Huntsville, Greater Madison County area of Alabama
Average sales price in your market: $180,000
Average market time: 120 days

How do you stay at the top of your game?
We consistently focus on our clients, and do what we know we need to do on a regular basis. We don’t treat this as an independent contracting job. We are a team-centered office, not a broker-centered office. We meet every morning for what we call “a morning huddle.” We do all of our updates at our meetings and we help our agents hit their goals by serving our clients. Basically, our strategy is three-fold: education, technology and customer service.

What is your No. 1 essential tech tool and why?
Our database, which maintains our client and prospect information, is No. 1. We have so many people who come in but are not ready to buy today, so our systems are in place to incubate those leads. We incubate about 700 new customers a month, so that means we have to have an excellent way to take care of all of them without us going crazy and without losing them. That database is our pipeline and we have reminders to keep in touch with each person. People are never forgotten.

How do you remain a market expert?
I am in it every day. Our team as a whole makes us the market expert. We discuss everything daily. It is an absolute business we are running and very professionally.

What sets you apart from the competition?
First, our technology surpasses everyone else in the market. Second, our brand is outstanding. We are strong ethical agents and we have a strong brand name because of it. We treat our clients very well and we have a lot of repeat business. We run our company as a business, but we treat people as individuals.

What are your best strategies for prospecting?
Each person on our team has a goal to prospect five hours a week. We help each person form their daily schedule to meet these goals.

How do you cultivate leads and turn them into closed business?
We touch base with prospects on a regular basis to see what their needs are. I also send out a video newsletter every other week. And I try to use humor. In one video newsletter, for example, I went under a house with a home inspector to show why it’s important to conduct a home inspection. The video was great and helps us stay top of mind with clients and prospects.

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