We can learn a lot from successful real estate professionals who have an annual sales volume in the seven figures. These successful agents weren’t always top producers; however, once they found their stride, there was no stopping them. While there may not be a magic potion with the power to turn anyone into a top-producing agent, by following these five tips, you’ll be well on your way. Are you ready to take your business to the next level? Follow these five tips and learn the secrets of a few of our most successful agents.
- Delegate. Many business owners feel compelled to do everything themselves because they don’t want to give up control. However, doing everything is a step on the fast-track to burnout. “As my business grew, my responsibilities grew as a business owner,” says Elizabeth Lucchesi, a real estate professional from Alexandria, Va. with a sales volume of over $53 million in 2014. Heather Roxburgh, a real estate professional from Salt Lake City with a sales volume of over $28.9 million agrees, “I’ve really had to grow my muscles in delegation,” she says. Both of these high-producing real estate professionals learned they had to delegate some of their responsibilities so they could focus on generating leads and serving their clients. Would you like to outsource some of your responsibilities? “Figure out what’s the five dollar an hour job and what’s the thousand dollar an hour job,” says Elizabeth. “You can give away responsibilities once you have a job description for your associates to follow.”
- Manage your relationships. When you work by referral, your relationships drive your business. “My biggest challenge now is making sure that we surpass anything that people would expect when being referred to an agent,” says Jeff Wilson, a real estate professional from Washington, D.C. With a sales volume of over $55 million. “It all comes down to people: What are you doing to stay in touch with your people?” Jeff follows the work by referral system, making calls, sending personal notes and hosting client parties. According to Jeff, what’s important is that you’re genuine in your encounters with your clients.
- Lean into your coach. First, if you don’t have a coach, get one. Second, if you have one, tap into their knowledge and experience. Your coach is there to help you see the big picture, give advice and tips that will help you excel, and offer encouragement when you need it most. They push you to do things you may not have considered. “[My coach] encouraged me to hire a full-time marketing coordinator that could help me continue to sell homes and work directly with my clients, but have that great marketing piece,” says Heather.
- Rise above the competition. How? Stay in touch with your clients. “Most of my clients started out in a very small apartments and townhomes,” says Patti Martin, a real estate professional from Richmond, British Columbia with a sales volume of $42 million in 2014. “By staying in touch with my clients, I also increased my price point of my listings.” Most buyers and sellers want to keep in touch after the sale has closed, but often don’t hear from their agents again. Maintaining consistent contact ensures they’ll think of you when they’re looking to buy or sell again, or if they need a referral to a painter or landscaper. “I want [my clients] to think about their home and me at the same time, so when they go to list or have a friend who is moving, they think of me,” Patti advises.
- Remember to have fun. Generating leads doesn’t have to be boring; it can be all about fun. Dan and Maria O’Dell,real estate professionals from Kansas City, Mo., with a sales volume of more than $70 million, are the king and queen of client parties. According to Maria, they began focusing on client parties seven years ago, thinking it was a great way to touch base with their clients while showing their appreciation for their business and referrals. Who knew that having fun could bring in money? “Client events are really good revenue streams,” says Dan. “People love them. We do them at a very high level and people respond.” But the parties aren’t all about fun; the O’Dells see the parties as an opportunity to ask for referrals. “We ask for business and we ask them to connect us with people they love and care for, and, by God, they do,” he says. “The more you receive, the more you can give away, and that’s what we’re about.”
For more information, visit www.brianbuffini.com.