Elite AgentINDUSTRY NEWSNEWS

Million Dollar Agent: Update

We caught up with Edgar Natolo in late April for the latest on his quest to earn $1 million in commission this year.

EDGAR, HOW’S IT GOING?

Wow what a ride the last six weeks have been! Just shows that hard work does pay and you never know what is around the corner. March for me was a huge month in sales. The “honest conversations” I had with sellers in February “repositioned” many properties well in the market. This result was 14 sales on the board for March. I found that when I took a close look at my listings and worked out the possible commissions if I sold them all – it really does make you focus on getting them Sold!

HOW ARE YOU USING YOUR HIGH NUMBER OF SALES TO GENERATE MORE LISTINGS?

At one point I did a sign count in one of my farm areas that has 811 homes. What surprised me was that one of the major franchises has more listings than me, however the only properties with “SOLD” signs were mine. So it’s not about listing anything and everything, even in this market.

A lot of agents are still in a negative mindset, for the few that do speak with their owners, it is discussion such as “nothing is selling” and “there are no buyers out there”. Yet here I am in same market, same area with same buyers but different results. So, when I meet sellers, I speak with passion, excitement and now just show them a raw photo of the sales board. That’s the moment, enough said!

Also, once a property is sold, I pay for my own large custom sign with a BIG sold on it and links to our social media outlets. Some may say excessive but it gets results noticed.

Our prospecting now includes raw polaroid pics of the sales board or a SOLD sign that says “Sold in 4 days at full price”. Simple & effective.

LEARNT ANY NEW LESSONS?

Absolutely. Just hearing what owners say because of what their agents tell them made me focus more on “anchors”. An anchor is just something that holds you back from what you really want to achieve. In real estate I think we use a lot of anchors, buyers aren’t out because its holidays, its hot, its raining, everyone is at work, everyone is on holidays and so on. I learnt to remove all anchors and believe that if a property is positioned correctly there is always a market.

DID YOU END UP TAKING ON ANOTHER PERSON?

Yes as planned, I wanted to add a third assistant to my team to help with the admin side & prospecting. For now its entering details into Complete Data for me, preparing prospecting letters (I send about 300 per week) and doing prospecting calls.

WHAT ARE YOUR NEXT GOALS?

Well I really want to start sharing what works on stage more if I can get the time, but for now I think the next three months will be further cementing our dominance in some of my core areas, increasing market share and expanding area. All this while maintaining our vendor management routine and buyer trails. This is a big task but I think we have laid a good foundation.

TELL US ABOUT “THE REAL ESTATE COMMUNITY” THAT YOU HAVE STARTED ON FACEBOOK?

I started this group with Simon Finlayson and Zac McHardy. The community is all about positive energy and total support for one another. Within three days we had 500 members, after 11 days about 900 members and to date about 1,300 members. The great thing is that we made the group a worldwide community and we have agents from the USA, UK, GERMANY and we all have the same issues. Anyone involved in real estate should join us and network, learn and mingle. This means principals, salespeople, personal assistants, receptionists, property managers, marketing managers, real estate coaches. The more vast the skills set, then the better more enriched information is shared.

HOW CAN PEOPLE JOIN?

Simply go to facebook and in the search bar type in “The real estate community”. The group should show, then just request to join. Let all get together, help each other, and make the whole real estate world united and a better place!

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