Realtor® sales tip
Welcome 2012!
Another year! More opportunities! Resolutions, goal setting and change! What will the coming year look like for you, your family and your book of business?
By marcus wally
A
s we ring in the new year, it’s time to renew our vows … our commitment to the amount of business to conduct in the next 12 months. The great part about making vows is that we are in sole control and are fully responsible for the amount of business we generate as well as the amount of money we make. And said another way: We are responsible for our level of success!
Your attitude sets your altitude! We must develop our personal economic forecast for the budget that will be an integral part of our business plan for 2012. So tell me: what do you want your year to look like? Make this your dominate picture, and envision it happening. Start with these steps: •
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Look for the sunshine: Remaining positive can march you through almost anything. This is a market for pros, and they are who survive. Polish your skills so that you shine in the tough times … word will spread! Being busy creates the energy to drive additional business to you! Constantly communicate: Keep prospects in the know. Electronic newsletters, just listed/just sold postcards and websites packed with current and useful data will ensure customers that sales are happening and encourage them to get on the bandwagon. Getting back to the basics is key. Remember the ways we used to generate business when we first got into the business? Try embracing those proven skills … go back to your roots, walk those neighborhoods and knock on doors just like we used to do! Always give Exceptional Customer Service (ECS): Today, our customers and/or clients have the opportunity to experience what working with a polished wisconsin real estate magazine
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REALTOR® is like, and once the topnotch service bug bites them, they don’t tolerate anything less. With this being our benchmark, we must make it our mission to always under-promise but over-deliver. Let actions speak louder than words, and allow the underlying foundation of the real estate business ring out loud and clear - and that is to build your business from referrals. Referrals are the lifeblood of our business, and when you treat each and every customer or client like they are your one and only, you will never disappoint or damage these folks who can make or break your business.
Professional Tips for 2012 1. Increase your knowledge base: We all must live by the mantra of “Education is Power.” This is what truly sets up apart. So register for a new course! Take a course in the specific field in which you’re specializing so you can gain the knowledge to lead the pack. And whatever you do, tell everyone you come into contact with - tell your entire sphere of influence - about your newly acquired skills. Why keep it a secret?! Toot you own horn. This is called being proud! 2. Work off a professional calendar: Buy a 2012 calendar and block out your vacation time. This is one of the most critical elements to any mega-successful professional. Mark those anniversaries, birthdays, graduations, sporting events, weddings and more. Make sure you mark out the vacations that you and your family dream of taking. These important dates are now in permanent ink and may not be changed do to real estate. Remember, I believe that there is no such thing as a real estate emergency!
january 2012
3. Ask for Referrals: Keep the Golden Rule in mind and practice it daily. Also keep in mind my second Golden Rule, which is that everyone has the need to buy or sell estate. Ask each person that enters your life if they have the need to buy or sell real estate. Commit to contacting 25 people that you don’t know each day. Of course, always be aware of the Do Not Call Registry, and verify your company policies regarding cold calling with your broker. With these new contacts, you’ll have more business than you’ll be able to handle. Now that’s a resolution! Lastly, make sure sellers price their homes realistically. The current market is all about price! Know your numbers, such as sales price, the proximity to original price and days on the market, and share them with the seller. I refer to this as our “homework” when speaking with my customers and/or clients. Walk away from sellers who are unwilling to listen and face the mirror on asking price. Remember my “SWSWSWN” philosophy: some transactions will work, some transactions won’t, so what? - Next! Or more simply stated, “Some will, some won’t, so what? - Next!” This is my mantra! Why not make it yours? Happy New Year!
Marcus A. Wally, MBA, is an active Florida REALTOR® in St. Augustine, Florida. Marcus is the founder and broker of New World Realty, which also manages coaching and facilitation of education classes around the world. Marcus earned his MBA from the University of North Florida in Jacksonville. He can be reached at (904) 669-1081 or by e-mail at marcus@ newworldrealty.com.
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