When you look at successful vs. less successful Realtors, you have to ask yourself, what the difference was. Generally all Realtors receive the same education through OREA, and Realtors at the same Brokerage are exposed to the same training and development opportunities. So why do some excel and other not? To say that the successful Realtors have been in the business longer is not the answer, as we were all “new” at some point. The answer lays in having a sound business plan that focuses on doing those each day that will lead to success. And when you look at what those tasks are, you have to wonder why more people are not doing them. So here is my Top Three list of things you should be doing on a regular basis to position yourself for success.
- Open House. We know that with only a few exceptions, top Realtors in our office continue to do regular public open houses. We can show a relationship between success, and exposure to the public through holding open house. If you are looking to generate new leads, few places are better than having a paid advertisement with your contact information, followed by a captive audiences of potential buyers and sellers that the house.
- Opportunity Time. Again, taking regular shifts with Opportunity Time works! When we ask successful agents what activities they did in the few FEW YEARS, working the opportunity desk is high on the list. It’s a great way to field incoming calls, and convert them to appointment. If you are not getting success off Opportunity Time, don’t come off the list, set up and time to learn and practice your skills at handling incoming calls and inquiries.
- Phoning Everyone. Successful Realtors understand the value of the relationship in a successful career. As a Realtor you need to be in contact with your sphere of influence 12-16 times per year, and at least two of those contacts must be in person or on the phone. So each day you should have a list of past clients, friends, family, sphere of influence, out of town Realtors etc, to call and talk with, and better yet, set up a coffee or lunch appointment to stay in touch and talk about the business. Having a coffee with someone who already knows you, likes you, and trusts you has a far better chance of producing a referral or a lead than does…hoping someone will call.
So whether you are 3 months in the business, 3 years or 10 years, if you business isn’t at the level you would like it to be, ask yourself if you have a business plan, and if that plan outlines all the activities you have to be doing on a regular basis to lead to a successful Career.
