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Putting Things in Perspective

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By Lesley Grand

What is one of the biggest mistakes brokers can make?
Many times an agent spends weeks showing a new buyer homes before they figure out what the buyer can actually spend. The most important thing is to find out the basics and then help them understand the need to get pre-approved.

How do you stay motivated?
I am always setting goals for myself. From mini goals to weekly, monthly and yearly goals. I am also in the process of rebuilding. The peak home-selling market for us was from 2000 to 2006 when we were doing about 300 transactions a year. After the financial crisis, we were doing far fewer, so we are climbing back, and that challenge keeps me going.

What are some of your most successful follow-up tactics?
For past clients, I use Top Producer as well as Real Pro Systems. So we stay in touch with drip email systems. We also host community events, like special movie events that are kid-friendly, in addition to sending out a lot of cards. Everything from anniversary cards to holiday cards. I know a lot of people say that print is dead. I am not one of those people. Print always brings us excellent results.

How do you stay happy in the industry?
I am constantly talking to other REALTORS® in other markets who are doing the same things. If we get into a slump like 2007, my peers help put things into perspective. They also help me figure out how to maximize what we do have. After the slump, we got together and figured out we could have a new focus. And we found it fruitful to focus on first-time buyers and investors.

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