NORTH CAROLINA 9-10-18

NORTH CAROLINA EDITION

6 Things You Need to Do to

BE A GREAT MENTOR

CONCIERGE CARE: Services

that Lure Clients and Transform Your Reputation

5 STEPS

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT FEATURED AGENT

Shirley Ramsey COVER STORY

ALAN WRAY

EVAN HARRELL

NORTH CAROLINA EDITION

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SHIRLEY RAMSEY

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EVAN HARRELL

EVAN HARRELL

When speaking with Top Agent E Harrell, one can’t notice his affable na and sincere passion for what he doe a living. In addition, his vast rese of industry and local knowledge endeared him to his many buyers and ers in the scenic town of Franklin, N Carolina. Working under the ausp of RE/MAX Elite Realty, Evan p himself on providing the very best in tomer service, which has resulted in top producer status.

A graduate of a Racecar Technology Program at a small schoo CONTENTS

4) CONCIERGE CARE: SERVICES THAT LURE CLIENTS AND TRANSFORM YOUR REPUTATION 6) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR 15) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY

Winston Salem, Evan turned down several NASCAR job offers be returning home to Franklin and opening a 24-hour restaurant. A GOAL Evan CONTRACTS selling18) the restaurant, decided to venture into real estate in 2 “It was(A a field I’d always had some interest in,” he recalls. “I LIFE SKILL FROM THE initiallyOLD goingSCHOOL) to start out slowly, but within the first fifteen days I covered I had a true passion for it, and went full-steam ahead.” Ev success was almost instantaneous, based largely on his knowledg 22) 5 STEPS TO ACHIEVE the area where he was born and raised, and where he now sells. “ LONG TERM AS lived here my entire life,”SUCCESS he says.

A REAL ESTATE AGENT

Currently working with a team that consists of himself, one buy agent and two assistants, Evan has developed a reputation as an a who can be trusted to consistently place his client’s needs front center in every situation. His honesty is also his calling card. “I t be very upfront and honest with people,” says Evan. “I don’t do sugar-coating. I want my clients to know the truth and to know ex where they stand. Whether it’s listing a house and letting the s Phone 888-461-3930 | Fax 310-751-7068 know exactly what price they should expect to list it at, or if it’s w ing with a buyer and letting them know whether a house is over-pr mag@topagentmagazine.com | www.topagentmagazine.com or if they’re being unrealistic. I just try to be honest and real, and t No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent helped me enormously.”

Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

The appreciation his client’s feel for Evan is perhaps best evide To subscribe or change address, send inquiry to mag@topagentmagazine.com. by the perfect five-star rating he has earned on industry website Published in the U.S.

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant Top Agent Magazine

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 8

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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Shirley Ramsey Top Agent Magazine

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SHIRLEY RAMSEY Shirley Ramsey began her journey in real estate more than thirty years ago. After working in an administrative capacity for a family-run business, she knew she wanted a career that would afford her limitless potential for growth. Real estate had always interested her, and after earning her license in 1987, it made for a natural fit. “It turned out to be a great move for 10 Copyright Top Agent Magazine

me,” she remembers. In the many years since, Shirley has continued to cement herself as a consummate professional, bolstered by a reputation for honesty, authenticity, and seasoned expertise.

Based in the Piedmont Triad of North Carolina— which includes Greensboro, Winston-Salem, and Top Agent Magazine

High Point, as well as the nearby communities of Oak Ridge, Kernersville, Colfax, Walkertown, and Clemmons—Shirley spearheads her work alongside her son and business partner of four years, Lucas Ramsey. Together, they serve clients across the county region and also head a full-service property management firm. With over 185 rentals in their portfolio, Shirley and her team have cultivated a respected repertoire and a proven track record. What’s more, Shirley has amassed roughly half her business through repeat and referral clientele. As a more than thirTop Agent Magazine

ty-year professional, she draws upon decades of local knowledge when guiding clients in buying or selling a home. What’s more, she takes a hands-on approach to the transactional process that applies positivity, diligence, and communication to create a successful experience on behalf of clients. “I believe in giving the best customer service you can,” Shirley says. “I try to make it a positive experience and I’m very mindful of maintaining communication throughout. I have learned over the years how important it is to be a good communicator; it 11 Copyright Top Agent Magazine

makes all the difference in the world for buyers and sellers to know what’s going on during each step of the process.” Likewise, Shirley customizes her working style to suit each respective buyer and seller. When working with buyers, she goes above and beyond to curate a memorable house-hunting process. When working with sellers, she addresses anxieties and questions by staying accessible and responsive throughout. “It’s a huge milestone to buy a home, and I try my best to make it as stress-free as possible and do extra little things to make it an experience worth celebrating,” Shirley says. “When working with sellers, I follow-up constantly and provide feedback, because I know staying in touch is paramount.”

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In fact, Shirley’s approach to the listing process is comprehensive. From pre-photoshoot decluttering and staging to high-quality photographs that capture a property’s finest angles, Shirley leaves no detail unaccounted for. “First impressions make all the difference, and a picture says a thousand words,” Shirley says.

From there, she leverages the power of digital marketing to reach wide-ranging online audiences, while mining her extensive database to increase local visibility. “Whether they’re buying or selling, I try to make the transactional experience the best my clients have had in real estate,” Shirley says. “I gauge my approach based on my clients’ goals and personalities, and I do my best to surpass their expectations. I Top Agent Magazine

want to give 110% to them and that’s how I get a lot of referrals and repeat business. There are so many emotions and stresses in the process, so I try to be sensitive and handle everything I can on my end so that clients focus on their next chapter.�

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Beyond the office, Shirley gives back by staying active in her local church and through animal rescue and welfare organizations. In her remaining free hours, she relishes time spent with family and loved ones, travel with her husband, and playing with her three rescue dogs.

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As for the future, Shirley shows no signs of slowing anytime soon. She plans to continue growing the business alongside her son Lucas, while expanding their property management outfit to support local homeowners and investors. “We plan to keep improving what we do, sharpening our skills, and staying abreast of new technology as we develop our business,” she says. Finally, with more than three decades of insights and

experience behind her, Shirley considers what she values most about her day-to-day role as agent. “I love the people,” she reflects. “I’ve met some of the most wonderful people through my profession who I would’ve never met otherwise.

It’s so rewarding to be able to help someone. I still believe that buying a home is the American Dream, and it’s incredibly gratifying to help people achieve that milestone.”

To learn more about Shirley Ramsey email realestatewithshirley@gmail.com, visit ShirleyRamseyHomes.com, or call (336) 416 – 7474 www.

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 16

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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Goal Contracts

By Barry Eisen

(A Life Skill from the Old School) A few months ago I spoke at a real estate sales meeting in an office where I’ve spoken and taught seminars for many years. As soon as I was finished, an agent, who had transferred into this office about a year before, standing in the back of the room, graciously offered a glowing testimonial about my seminar he had taken ten years ago. He talked of a number meaningful changes for the better he had experienced in his life since that seminar. Then he took out 18

of his pocket a small number of 3 by 5 cards and held them up like he was holding the Holy Grail. Of all the internal and external techniques he was exposed to in the seminar, these cards (Goal Contracts) were his game changer.

I stopped guessing years ago, which ideas or systems I teach will be best or most appreciated. We all perceive ideas so differently. Generally, feedback I get in coaching sessions is Top Agent Magazine

that the biggest issue for most, who are not fulfilling their own personal promises, is lack of focus, not lack of ability or planning. There are lots of good ideas available to shake a person out of the Limbo they’ve created. Here’s one that has worked for many. If you like the idea, don’t just acknowledge it as a “nice idea.”

Do it for a month. Get past the initial new/awkward/judgmental stage. Then decide whether this is an idea worth continuing or not. Come from KNOWING, not second-guessing. 3. On the second line, answer the You have everything to gain and time question. What is the specific nothing to lose.

TARGET or DUE DATE for that goal to be accomplished? (A specific The Goal Contract date creates a sense of urgency.)

Get as many 3 X 5 cards for as many 4. On the third line of each card selected personal/business goals answer the HOW? question. This is the action step, where the rubber you’d like to accomplish. meets the road. How are you going 1. Create 4 horizontal lines across to get from where you are to where each card with a few spaces in you are going? Dig deeper than the lazy answer: “If I knew what to do between each.

I’d be doing it!” If you’ve crossed the street by yourself a few times You have everything to already, chances are you know what gain and nothing to lose. you need to do. Write this down in a few words on the third line.

2. On the top line of each card answer the question WHAT? What 5. On the bottom line of each card, is that card’s goal? Write that goal SIGN YOUR NAME. As simple and on the top line (e.g. Weigh 150 lbs., perhaps silly as this may seem, we $200,000, run a 42 minute 10K, etc). have been conditioned to live up to Top Agent Magazine

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you feel self conscious), on your office and home office desk, etc.

Just the physical act of moving the cards, subconsciously reinforces what the cards represent. Since most of our attitudes and actions are subconsciously motivated, you will feel more immediately compelled to make the better, usually more 6. Stick a small piece of double productive decision. sided tape on the back of each card.

This is a little idea that can play big 7. Carry these cards with you in getting you to another level. through the travels of your day. In Because it’s easy to do, it becomes your pocket or handbag, carry case, easy to NOT do. Do it, you’ll like it! on the dashboard of your car (not when you have others with you, if Copyright©, Barry Eisen.

responsibilities we sign for (mortgages, insurance, credit cards, cars, etc). Personal and business goals don’t generally fall into that category. A small action can have a huge impact. As you sign your name, feel the responsibility of your commitment.

Barry Eisen teaches personal development seminars and coaches Southern California top producing rEALtOrS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 20

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EVAN HARRELL When speaking with Top Agent Evan Harrell, one can’t notice his affable nature and sincere passion for what he does for a living. In addition, his vast reservoir of industry and local knowledge have endeared him to his many buyers and sellers in the scenic town of Franklin, North Carolina. Working under the auspices of RE/MAX Elite Realty, Evan prides himself on providing the very best in customer service, which has resulted in his top producer status.

A graduate of a Racecar Technology Program at a small school in Winston Salem, Evan turned down several NASCAR job offers before returning home to Franklin and opening a 24-hour restaurant. After selling the restaurant, Evan decided to venture into real estate in 2014.

“It was a field I’d always had some interest in,” he recalls. “I was initially going to start out slowly, but within the first fifteen days I discovered I had a true passion for it, and went full-steam ahead.” Evan’s success was almost instantaneous, based largely on his knowledge of the area where he was born and raised, and where he now sells. “I’ve lived here my entire life,” he says.

Currently working with a team that consists of himself, one buyer’s agent and two assistants, Evan has developed a reputation as an agent who can be trusted to consistently place his client’s needs front and center in every situation. His honesty is also his calling card. “I try to be very upfront and honest with people,” says Evan. “I don’t do any sugar-coating. I want my clients to know the truth and to know exactly where they stand. Whether it’s listing a house and letting the seller know exactly what price they should expect to list it at, or if it’s working with a buyer and letting them know whether a house is over-priced or if they’re being unrealistic. I just try to be honest and real, and that’s helped me enormously.”

The appreciation his client’s feel for Evan is perhaps best evidenced by the perfect five-star rating he has earned on industry website Zil-

low.com, on which site he is a Premiere Agent with dozens of glowing testimonials to his credit. Among them is this rave: “Evan was great to work with. He knows the area very well, and truly seems to love it there.

I’d say that’s the best thing about working with him: he enjoys selling people property in his hometown, because he thinks it’s a great place to live. He seems to love what he does and is genuinely happy to help. He did a great job negotiating for me on the property I just bought and was maybe even more excited than I was to get such a great deal. He and his team will be there with you from the first time you look at a property, through your closing, and beyond.”

Another obvious reason for Evan’s continued success is that fact that he focuses on building long-term relationships with his clients, rather than any potential commission check. “I don’t consider myself a salesman as much as I consider myself a relationship-builder,” he explains.

“I think they appreciate my personality, and I’ve become friends with many of my past clients.” Evan maintains these solid relationships by sending cards to his clients on holidays, birthdays and other significant events in their lives.

Expert marketing also plays a role in Evan’s top agent status, and some of the tools in his arsenal include using professional photography, in addition to virtual tours. He also strategically utilizes targeting marketing with the intent of reaching out-of-the-area buyers, as a significant portion of his listings are vacation properties.

When he’s not working, Evan enjoys spending time with his wife and five-year-old daughter, Elin, coon hunting, and training his dogs for that sport. He also sits on the Macon County Planning Board. “It helps me know what’s going on with the county,” he explains. He is also heavily involved with his church.

Looking to the future, Evan’s plans are to simply continue growing his business and providing the exceptional customer service that has become synonymous with his name. “Real estate is not work for me,” he says. “I love helping people. I’ve learned that if I don’t worry about the money that I’m making, and instead focus on helping people and doing the right thing, then ultimately that results in a sale and a satisfied client.”

For more information about Evan Harrell, please call 828 - 371 - 5103 or email EvanHarrellSales@gmail.com Top Agent Magazine

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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