OPPORTUNITIES on 100 smaller clients a year. This creates a larger cli- when they can identify a trend before it happens because ent base, which can lead to more sales and money than prices are lower. For example, I noticed a fundamental relying on a few bigger clients. For example, I closed shift in the real estate market before it happened involv140 deals in 2013-2014—or 10 times the average realtor. Don’t assume bigger is better. Find Clients that Accept You: I entered the real estate world at the age of 24. Everybody was older than me, so I tried to make myself look older by wearing glasses to fit
in. At one point, I even put chalk in my hair, so it would look gray. When business wasn’t picking up, I realized that I had to change my business approach or leave the business. I couldn’t give up because I needed work, so I began looking to clients who were closer to my age. I discovered my niche by finding younger people who wanted to buy and sell condos. Focus your energy on finding clients who accept you.
ing baby boomers. My research showed baby boomers downsizing and moving into homes with a master bedroom on the first floor. I noticed this shift as it gained traction and sold my 7,000 sq. ft. home in order to buy a townhouse with a master bedroom on the first floor. I was able to identify this trend and make investments in these homes before they went up in value. In simple terms, I bought low and sold high—a sales strategy that others can follow when they are intuitive enough to notice market shifts before they happen. Manage to the Minute: I believe in protecting my time. I don’t take calls unless they are scheduled on my calendar because I manage my time down to the minute.
Create a Micro-Client Presence: Most larger businesses want to market to the masses. I created a hyper-local online presence in real estate. In business, people typically
want to work with someone who knows and understands them. This is especially true in real estate. I now have more than 40 websites in different local markets to appeal to individual communities. This strategy can apply in different sales markets and sectors. Identify the Trends before they Start: Entrepreneurs and business owners can make more money with sales
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In business, you need to be in control of your time if you are going to be in control of your life. And in the fast-paced entrepreneurial world, this approach is even more important. Smitha Ramchandani of Keller Williams Realty works with home buyers and sellers from all price ranges – from condos to mansions, from India to New Jersey.