11 Hold an information night
Although information nights are not necessarily new or fresh, try sessions for different aspects of real estate, for example, “Landlord information night”, and “Loan Market” night. Demystify the real estate market for your clients and provide information that they can use.
12 One street at a time
Setting a goal to ‘sew up’ a particular pocket of your suburb through prospecting within six months. Start small, and capture your market one street at a time.
Josh Allison, Ray White Bundoora, www.raywhitebundoora.com.au.
13 Become ‘Mindfit’ with ‘Innercise’
John Assaraf helped build a billion dollar Real Estate empire RE/Max in the United States on the back of what he now calls “Innercise”, often described as brain training or neural reprogramming. Agents in 2012 should implement “Positive Think Tanks” into their teams as a way of conditioning new thinking for success. Neuroscience shows us constant reinforcement of success thinking breeds success outcomes. Try one of the many “mind fit” programs available today, it may just change your results, and your life.
Jet Xavier, Mindset Coach, www.realestatesalesuccess.com.au.
14 Stand out and use video in your marketing
Current statistics show that 82.5 percent of all web users view video online. Furthermore, 30 percent of all current web traffic is devoted to video. That number may be as high as 70 percent by 2020. Today’s buyers and sellers place a premium on video. While only 12 percent of all agents have a YouTube account, 73 percent of the sellers are more likely to hire an agent who uses video in their business.
15 A coach, trainer, or mentor?
Which is right for you?Training teaches you a skill or a strategy for your business. No matter how long you have been in the business, attending regular training can help you improve your business and your income.
Mentoring refers to learning from someone who is an expert. An excellent example includes working with a top producer and shadowing that person to learn how they conduct their business. A mentor draws upon their professional experience and can show you how to succeed by doing what they do.
Coaching comes from someone who may not necessarily be in the same industry but understands the principals of keeping you accountable for what you have decided you need to do to be successful. While training and mentoring can help you achieve your goals, coaching is usually the best tool for helping you to double or triple your commission income.
Kevin Turner, RE Uncut, www.realestatetalk.com.au.
16 To Do: Coffee!
We attend events, we listen, and we write notes. What we need to become are great implementers. How? Well for me it’s having a list of to do’s. My list is about 100 items and as I tick off the completed ones, I add in any others. The trick is to getaway from the office, the distractions, and invest one hour of time on yourself. Grab three items, only three, and work on getting them created, achieved and implemented before the same time next week. I invest one hour every Friday morning with a laptop, pen, and notepad, sketching things out and delegating, all from my local Starbucks or Zarrafas coffee shop.
17 Understand that every skill set has a ceiling.
Real estate changes. Buyers perceptions change. The market changes.Technology changes. Our goals change. Whatever stage your at in your careerthere will come a time when you will plateau. A time when the glass is fulland you need to learn how to get a bigger glass. Hopefully if you buildmomentum and learn the importance of consistently prospecting your listingnumbers will grow, in turn increasing your sales. With this comes newchallenges, time management, vendor management, contact systems, growinginto an effective business unit. You should be on a track of constantprogression towards your big plan. Understand what you need to step up alevel. Tweak yourself, your systems and strive for constant growth.
Edgar Natolo, Natgroup, www.natgroup.net.
18 Stay close to the average sale price.
As the market moved rapidly in 2011 many agencies had to change the way they did business. When the size of the pie changes you need to change your table manners. The average sale price suggests that’s where the majority of sales happen. Find out the average sale price for your area and list stock $50,000 either side and you’ll maintain business momentum. Where markets get stuck is well above the average sale price. Remember as the market changes so too does the average.
19 From emotional to process based selling.
Far too many agents rely on emotional vendor management as opposed to process based selling. Processed based selling starts by understanding how you move the client from listed to sold. Indicators of interest in a property sale include enquiries, inspections, second appointments, contracts (in NSW), and offers. Out of all the agencies we’ve worked with process selling can cut their average days on market in half. Why does a property get to 30 days plus on the market without a second appointment? Because the agent doesn’t have a process.
20 Use your time wisely – work in short bursts
Too many people waste time in the workplace. If you worked in clear 45-minute sessions using a timer, you’ll create a focal point and it is easier to measure your productivity. Great agents aim for 8-12 connections per 45-minute session, with a minimum of two45-minute sessions per day. You should start your calls first thing in the morning with your first outgoing call at 8am. In the morning you’ll be the least interrupted, and the most focused and energised that you will be all day; so it makes sense to do your highest life time value and dollar per hour activities when you’re at your best.
Josh Phegan, Real Estate Coach, and Trainer, www.joshphegan.com.au.
