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Staying front and center in the mind of your client is critical for repeated real estate success. In the following interview, RISMedia talks about recruiting, retention, agent motivation and more with Terrie O’Connor, Broker/Owner of Terrie O’Connor REALTORS®, a member of Leading Real Estate Companies of the World® in Ramsey, N.J.

OConnor_TerrieTerrie O’Connor
Terrie O’Connor REALTORS®, a member of Leading Real Estate Companies of the World®
Ramsey, N.J.

Region served: Northern New Jersey and Southern New York
Years in real estate: 33
Number of offices: 8
Number of agents: 330
Best tip for getting the right listing price: Present examples of real-life situations where people who priced compellingly received close to asking price, full price or over asking price.
Best tip for dealing with difficult customers: Take them by surprise and address them with a logical, polite and well-presented counter conversation.
Best time management tip: Make a list of the important items to be done each day, prioritize this list and check off each item as it’s accomplished.

What strategies are most effective for you in terms of recruiting?
We recruit on many levels, including hosting our own real estate licensing school, acquiring a list of recently licensed agents from the state, and contacting experienced agents through our management team and sales associates. Once recruits have been hired, they have access to educational and motivational programs that we host in our own offices. After that, it’s all about follow-up.

What is the most effective way to motivate agents?
Motivating agents begins with taking a personal interest by coaching and creating accountability through caring, concern and example. We have each agent create a spreadsheet that includes all of their potential buyers, sellers and current transactions, as well as a timeframe and projected commissions that could be earned. Seeing the actual figures is extremely motivating.

How do you advise your team members on client retention?
Not only do our agents stay in touch with clients through a CRM system, they also communicate through articles and public relations, social media, newspaper stories, magazine display advertising and direct mail. We also keep a high profile by supporting community and philanthropic events, which promotes agent engagement, constant networking and volunteering.

Is there a particular initiative that’s helping keep Terrie O’Connor REALTORS® top of mind with prospective clients, existing clients and in the communities you serve?
We recently began a new initiative that involves utilizing brand ads that follow clients and prospective clients who inquire about anything real estate around the Internet, which is managed through our relationship with AdWerx. Agents are taking ads in their market areas that attach to potential buyers and sellers who are surfing real estate and lender sites, similar to the way in which a site like Zappos follows you around after you’ve looked at shoes online. This type of property advertisement brands the agent and company to targeted Web prospects who have expressed interest in real estate information.

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