Ready, Set, Succeed!
by Jim Gainer
http://activerain.com/jimgainer
I’m ready for a very successful year, and I hope you are too.
Lots of things have happened in 2008, but the most important thing is that we learned from them. So let’s look at some of the best lessons from 2008…to be honest these are good lessons in any market.
Have a plan. Listings and sales don’t just walk in the front door these days. You need to decide how much business you want to do and develop a plan to go and get that much and more.
Develop an Internet marketing plan. More and more buyers are starting their search on the Internet and more and more sellers understand this. You need to have a plan for how to use home tours, social networking, property search and listing inventories to attract and generate contact information.
Don’t de-value your worth as a professional. When the going gets tough, the tough get 7% or 8% listings – because they’re tough and savvy. It’s too easy to discount your services just because the market gets a little more challenging, but I submit to you the smart homeowner wants a tough and savvy agent. I remember Floyd Wickman saying “…sellers don’t list with wimps…” Sorry if that offends, but you may be worth more than you give yourself credit for.
Consistently follow up. This is what most of your day should be filled with. High tech or low tech, what ever works is what you need. It’s hard enough to get buyers to commit, you need to be proactive and get them going at your pace. Here’s an example; on Wednesdays and Thursdays I call all my buyer clients and leads and tell them that my schedule is filling up fast, and we should go and see that listing I sent them (auto-emailed) the other day.
Sharpen your sales skills. It’s not enough today (and it never will be) to complete license school, pass the state test, and complete the required continuing education. You need to be smarter and have more exposure to new ideas than your competition to win over a tough listing appointment.
Inventory rules! And it always will. Even in a market where the inventory is piling up you want more listings. You want well priced, good looking, salable listings. Inventory brings buyer inquiries and sold inventory brings more listings! So always market the fact that you have sold something – just sold cards, or neighborhood sales updates.
These are just 6 things you should think about as you welcome 2009! I know I just scratched the surface of the topics; the last piece of advice for the New Year is find a business coach. I coach my agents through these and many more issues to ensure their success. Go make it your best year ever!
Ok, after reviewing Jim’s article, it’s hard to say which point was more important than the others. However, in talking with real estate agents all over the country, I can say that most need help with their Internet Marketing Skills. With close to 80% of home buyers and sellers looking on the net for some portion of the transaction, you can see how important having an internet marketing plan can be.
Do you have a direct response web site? Do you know what Web 2.0 is and why it’s important to your real estate business? If the answer is no, then it’s time to invest some time in an internet education class. The internet is here to stay and you can gain the need skills in no time!
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