Property Management
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Earn an Extra $100,000
responsible solely and only for yourself - - quite another to be responsible for the well being of other also. 6. Prospect 90 minutes a day. You should prospect at least 90 minutes a day and by "prospecting," I"m referring to calling on FSBOs and Expireds or doing some other high leverage marketing activity like creating a global, Internet classified advertising campaign designed to drive more traffic to your site. I"d make it a point to play the numbers. Lots and lots of numbers. Lots and lots of contacts. Then...I would strive to qualify those leads which showed the most promise and focus my attentions on them and refer all others. And if there we"re simply too many prospects to follow up on and not enough time... well, gee, I guess I"d have to hire a personal assistant or a good telemarketer or have to systemize" 7. Maintain a Data-Base of all Contacts Studies have shown again and again that the “gravy” business comes from people who either know you or know of you. But, as the old saying goes..."out of sight, out of mind.” If you don"t maintain a system of consistent, persistent contact with everyone you know - it won"t be too long before they"ll forget they know you! It"s your responsibility to develop, maintain, and nurture a significant center of influence... not theirs. I know of a member who maintains a data base of everyone he meets and mails to them monthly. His current list numbers over 25,000! His monthly mailings are the only “marketing” he does... and he receives over 50 calls a day from interested buyers and sellers! Imagine... (and what would happen to your referral income if you focused on driving people to your site, qualified them, compiled a database... and referred these wonder leads out for 15% -- all electronically without the cost, headache or hassle of direct mail!) 8. Prequalify Your Buyers Back in my childhood days I earned money picking apples. You were supposed to pick a tree clean which meant climbing a ladder, etc., etc., and it was very time consuming. It would have been a lot more profitable if you were allowed to simply pick the apples you could reach from the ground and move on... Well, you have that option when you master the art of generating lots and lots of leads. YOU can then “cherry pick” the best, most promising, most qualified prospects to work with and pass on the negligible ones to others for referrals. You need to protect your time at all costs, and that means spending the time up front qualifying both buyers and sellers. Chose to focus only on those most promising. I mean, what good does it do to drive a prospect from house to house... hour after hour... using up gallon upon gallon of gas... only to discover later that they don"t or can"t qualify? Likewise with sellers. Why take a listing that"s overpriced when they aren"t motivated to sell? Why? It doesn"t make sense? You can only lose... 9. Master Your Presentations Every presentation you give that results in a closed transaction is worth a tremendous amount of money to you. Have you spent the time necessary to polish your presentation? Do you have a standard come back to every objection you might encounter? Have you learned how to close? Have you actually recorded one of your presentations to determine how you sound? You should! 10. Give Yourself Time Strive to get 12 month listings if at all possible and obtain price reductions every 30 days. In other words, buy yourself time to market the property. Need to know how? Download a copy of the $30,000,000 listing presentation! 11. Call Your Clients Weekly This basically is follow up and, if you"re doing your job, if you"re doing what you said you would do... there isn"t any reason in the world why you shouldn"t be calling all of your clients. I can"t begin to tell you how many expired listings I"ve talked to who were primarily upset because of the lack of communication between them and their previous agent. And, as you know, the easiest way to make money in this business is through referrals and referrals will only come when you conduct your business in such a manner that literally compel people to tell other people about their absolutely wonderful experience with you. And, quite frankly, people don"t have wonderful experiences with salespersons -- they have wonderful experiences with friends, with those who are concerned about their needs and who care enough to communicate that care with them. 12. Make Yourself a Celebrity. People do business with people they know. Are you known? Are you known as the local real estate expert? 13.Educate Yourself. As you are...and as we"ll continue to do.Pages: 1 [2]