When Ray White Glenelg Sales Executive Sam Paton moved to Adelaide to start his real estate career, he had no contacts and no relationships. What he did have was an incredible work ethic and the drive to achieve something big.
Through an unwavering commitment to prospecting, the former navy electronics technician has rapidly grown his business and now consistently sells more than 100 homes per year.
In this interview with Ray White Head of Performance and Recognition, Bianca Denham, Sam talks about how he was able to launch his career through relentless prospecting and why it is still a non-negotiable in his business today.
He explains how setting daily prospecting goals, with a focus on cold calls and door-knocking, helped him build relationships in the community and he reveals how he put his team together, the big mistakes he made along the way and why face-to-face contact is always the best way to connect with people.
“I understand that if I don’t make enough phone calls, I won’t book enough appraisals, then I won’t list enough to sell enough properties to earn what I want to earn. It just has to be done.” – Sam Paton
Bianca and Sam also discuss:
- Why Sam became obsessed with “getting data” early on and not worrying about listing and selling.
- The power of strengthening relationships with face-to-face contact.
- Why hiring a sales associate as your first team member can be a mistake and the role he wishes he filled first.
- How to manage a volume sales business and deal with the backend work that goes along with it.
- The key tasks Sam does on a daily basis to keep the business running like a “well-oiled machine”.
- The non-negotiables that Sam lives by every day.
- Why Sam focuses on processes and structures and the reason he reviews them every six months.
- The importance of having a great team around you and being able to trust them.
- The value of selling at auction during the slower market cycle and why it is beneficial for vendors.
