By Jim Droz
Every now and then we’ll hear from agents that they are not too pleased with what they consider a mediocre level of sales production. They are always looking for ways to generate more business and earn more income, but we’ve wondered if they’re truly doing everything they can to increase production. This includes keeping in touch with their sphere of influence and past clients, building, marketing and maintaining their image within their territory, and offering top-tier service that builds repeat and referral business, as well as loyal customers.
To ensure that you won’t go into a slump, here are five tips to create a system that will help you build and increase real estate sales production for your real estate business.
Take the Time to Go Door to Door
Oftentimes we take face to face communication for granted and rely too heavily on smart phones, high speed Internet access, and instant gratification. Going door to door serves as an excellent method to reconnect with your neighbors. Schedule at least an hour every day to go door to door and introduce your product (you!) and your services. This will be a good way to make contact with potential clients who will use your services in the future when they are ready to buy or sell their home. Plan out in advance by scheduling specific days and times that you will be door knocking and commit to it. Be prepared to do this for the next six months.
Build a Database
After you’ve finished your door knocking duties for the day, take the names, addresses and other contact information that you have collected from the day and put them into your database or spreadsheet. (Quick tip: If you have an iPad or a tablet handy you can easily input your new clients’ contact information right on the spot). Be sure to regularly contact the people in your database by sending them monthly newsletters and emails reminding them who you are, your services, and what you can do for them throughout the duration of your real estate career. You should also do the same with clients you have worked with in the past.
Project a Successful Image
You’ve already achieved quite a bit of success so utilize that success by marketing it. An easy way to go about this is by using your Listings, Listings Sold, Buyers Searching, and Buyers Closed to create press releases, update and send out newsletters, and advertise. Marketing your image and maintaining brand awareness is an integral part to increasing production and ensuring long-term success.
Improve Your Services
There is always room for improvement, especially when it comes to providing optimal service to your new and returning clients. Always take note of your clients’ needs and make the effort to meet their demands and exceed their expectations. Additionally, are there any ways you can streamline the way you do your job? Are you using the latest technological tools and apps to make the home search easier? Always be on the lookout for new ways in which you can perform your job more efficiently.
Don’t Be Shy
Some agents are nervous about asking their clients for referrals, but it doesn’t have to be a stomach churning experience. Make it a part of your business by regularly reminding your past clients that one of the best compliments you can ever receive is a referral as it is a testament that your clients are satisfied with the services you have provided and it shows credibility on your part. You can also take the extra step and ask your past clients to put in a good word for you by writing a testimonial that details their experience in having you as their Realtor.
By taking these appropriate steps you will be well on your way to securing a system that will increase productivity and production. So what are you waiting for? Get out there and get started!