Real estate agent coaching training tip by real estate agent coach Danny Griffin
they seek an education
So who’s in charge of your business? Is it you? The company you work for? A coach? I’m certain that you’ll push back and demand it’s you of course. You certainly aren’t the type to let somebody else push you around and tell you how to do things! Right?
But wait a minute..before you get all worked up for a fight, let’s consider that maybe we need somebody to be holding us accountable. However, who we allow to lead us is critical. This week I kept seeing a common theme about questioning who was offering up advice and whether or not that advice was even correct.
You see, when real estate agents endeavor to improve their business, like many other entrepreneurial types, they seek an education. They look for a company, a coach or a successful agent to learn from. They copy the lessons they see and maybe improve their businesses or not.
literally changed the way
Lately, it strikes me that there may be an even better teacher.
Think about that for a moment. Over the last 10 years, the business world has gone through a dramatic change as the Internet has literally changed the way that business must be done…yes, I said must, because the consumer is demanding it.
Reflect upon how you go about buying anything these days. I’m sure you’ve done your own research online before you make a purchase. I do enormous amounts of seeking and searching for information, in fact, the last time I decided to buy a car, I did so much homework that I knew more about the car than most of the sales people at the store.
So where does that leave us as real estate agents? In big trouble if we don’t pay close attention to how the consumer goes about buying or selling a home. Let’s first discuss the shift.
so now what
I suppose we can thank Realtor.com for opening Pandora’s box by publicizing the Multiple Listing Service. What was once private access to the proprietary inventory of brokerages and agents suddenly became public. Now it took a while for the consumer to really beat a new path, but once they started, they would never return to seeing the real estate agent as a necessary first step with their newly found online access.
So now what? Beg for business? No…just adapt.
For years the real estate agent had the power over the consumer to the extent that they had to come to you to gain access to what they really wanted. Now they have direct access; any time, anywhere. You can go kicking and screaming that you’ve lost control, but I say you better welcome your new bosses and make them feel special.
Not that it wasn’t always a great idea to be customer service oriented, think Nordstrom and Mary Kay, but now you have to become a real estate concierge just to win the chance to do business with the consumer.
So how do you begin to do that? Well, suffice to say, there are many ways, but I’ll get you started in the right direction with the two most critical steps that I learned from the boss.
two most critical steps
First, map out a strategic marketing plan to find the consumer you really want and offer them what they want for free. My personal plan includes Instant Access to Homes for Sale for home buyers and Instant Access to Homes that Sold for home sellers.
Next, and perhaps much more important, is to build a strategic and systematic concierge follow up plan. If you thought that the best you could give away for free was instant access to the information, well then perhaps you’re in even bigger trouble, because that’s just the warm up act for your new boss.
If you really want to be a successful real estate agent in the eyes of the consumer, then become a real estate concierge. Give your best service throughout the entire process and your boss will reward you greatly!
About the Author Danny Griffin
-Danny is a real estate agent coach and mind set expert who pursues his passions as an active, top producing real estate agent and coach who believes in simple plans. He is also the founder of The Griffin Realty Group, The Realty Classroom and Free Thinking Tools; however, he’s most appreciative of his wife and 5 kids for tolerating him!