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614-3.jpgBy Chuck Green

RISMEDIA, June 14, 2008-When it comes to coping with the negative media, EXIT 6 Star Realty is on a constant mission to educate clients. According to owners Linda Lorelle and Louis Gregory, at every opportunity they tell people that what they’re hearing about real estate in the national media doesn’t necessarily apply to their particular area.

Linda Lorelle and Louis Gregory
EXIT 6 Star Realty
Houston, Texas

Region served: Greater Houston area
Years in real estate: Almost 1
Number of offices: 3
Number of agents: 50
Best tip for getting the right listing price: Obviously, our agents have to know the area in which they work, what the market will bear and do their homework. They also have to make sure the seller isn’t going to come out on the losing end.
Best tip for dealing with difficult customers: First you have to listen, then give them service. Often today, we don’t really service people the way that they should be. So when you go above and beyond what they expect, it makes an impression and takes the fight out of whatever argument they may try to wage with you.
Best tip for running a successful meeting: Be organized, a good leader, listen and know your audience.

What strategies have you found to be the most effective in terms of training?

EXIT training is about as good as it gets. A lot of agents fear knocking on doors, but it was the specialty of an EXIT trainer who came in to work with our agents. First, he instilled a sense of self confidence in them and got them in the right frame of mind. Then he knocked on the doors of five homes in a neighborhood he knew nothing about and came out with two listings. It’s about affirming yourself, setting goals, telling yourself you can do it and following through. It starts with believing in yourself and your ability to reach the goals you set.

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

By educating people through various vehicles, including letters and meetings. We’re very visible in our community and I’m on the speaker’s circuit as a motivational speaker. Every opportunity I get I tell people that what they’re hearing about real estate in the national media doesn’t necessarily apply to our area.

Best idea for time management?

Set goals. You have to have some sort of a structure; a certain time every day when you’re going to do certain things. Define what you need to accomplish in a day and structure it accordingly.

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

Effective marketing. Whether they be flowers, postcards or business cards, make sure your agents are using marketing tools and brand them so that they have the same look and feel every time the public comes in contact with their name and face. Then follow through.