What are agents who list 20 properties a year doing differently than those who list seven? Unexpectedly, we found in a survey we offered through NAR in February, they spend 1/3 less time prospecting for those listings, that’s less than 5 hours a week.
Where they did invest more time was in meeting with buyers and sellers, spending an hour or two a week on the phone or on appointments. It appears that systems, like Top Producer® CRM, can free up busy agents so they can spend less time trying to find new prospects because they get good results by first turning to their sphere of influence.
We looked at the seller statistics from NAR; we discovered that on the selling side, the majority of homeowners listed with an agent were referred, recommended or they knew from a previous transaction.
Again, what is different about these 20-something-transaction agents is that most of them use a database to keep communications going to foster repeat and referral business; which was not the case with the agents who average seven transactions a year.
Time goes by and a previous customer or a prospect you lost touch with can disappear.
Losing touch can happen to the best of agents. We recently added a new feature in Top Producer® that surfaces five people each day and displays them in a colorful way on your laptop or mobile device where you can’t miss them. This surprised one of our $45 million producer customers who was astonished to see the name of a customer show up there as someone who had not been contacted for 28 months!
To learn more about how we work with agents to keep their communications going with their database, click here.
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