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By Paige Tepping

RISMEDIA, Jan. 3, 2009-Most real estate professionals agree that getting back to basics is one of the most important ways for industry professionals to stay ahead of competition. “It is crucial that we look back and refocus on strategies that we forgot about when we were in an easy market,” says Gus Grizzard, broker/owner of ERA Tom Grizzard, Inc. Here, learn what methods Grizzard is implementing to target the Central Florida market and get back to basics to succeed into the future.

grizzard_gus.jpgGus Grizzard
ERA Tom Grizzard, Inc.
Leesburg, Florida

Region served: Central Florida
Years in real estate: 16
Number of offices: 3
Number of sales associates: 60
Average sales price: $180,000
Average time on market: 130 days
Best tip for making meetings productive: Make them positive and give your sales associates as many tools as possible to allow them to stay ahead of their competition.
Favorite part about working in real estate: The real estate industry is made up of so many facets and niches that it provides ample opportunity for any individual to get involved, no matter what their strength.

How are you staying one step ahead of your competition?

Getting back to basics is the most important way for us to stay ahead of our competition. It is crucial that we look back and refocus on strategies that we forgot about when we were in an easy market. The home-buying seminars that we are hosting are being used as a forum to educate people and let them know that now is a great time to buy. In addition, our relationship with ERA® mortgage allows us to pre-approve prospective buyers who take part in the seminars, and then caravan these buyers through new developments in the area.

How do you ensure you get the right listing price?

In a market that is constantly changing, pricing a property correctly from the beginning is critical, and getting the correct listing price starts with the seller. Sales associates need to identify the seller’s motivation for putting their home on the market because motivation is the driving factor when dealing with real estate.

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

In order to achieve customer loyalty, sales associates need to have a Web presence and be a dominant player in the market. In addition to being online, it is important for sales associates to put together a dynamic presentation they can share with prospective buyers to show they are an expert in the market. People need to be informed now, more than ever, as to what is occurring in their local market. They are looking to us to provide them with facts and statistics to help them make an informed decision.