“Veteran and New Agents alike are lost in the complications caused by the noise of the modern business environment, when in fact the easiest path to success is to stay focused on the low tech basics.”
WHAT ARE THE SIMPLEST COMMON FACTORS IN A SALE?
Part of simplifying your business requires you to use your imagination and do it in your head first. It worked for Albert Einstein! Imagine yourself meeting a person — probably through marketing — and going through the entire relationship from first contact until they point where they are a past client. Let’s break this down into the simplest components.
1. CONVERSATIONS ABOUT REAL ESTATE
You must have these conversations. Low-tech, simple conversations about real estate happen all the time. It’s pretty easy to hear people talking about where they live — their neighborhood. That has to do with real estate. Whether they rent or own, most people are doing something with real estate. This is an easy conversation to fall into. Don’t forget: No one wants to be over-pursued in the beginning of this process. Also remember that face-to-face conversations about real estate are the best.
2. FOLLOW UP REGARDING PROPERTY INFORMATION
People need professional guidance through the complex real estate process. That’s you! When you find someone who is looking to buy or sell within the next 6 to 12 months, offer them access directly through MLS where they can get properties for sale and properties that sold. Sold properties tell a fantastic story. You’re now set up to follow up with them without being a pest, because you’ve given them something that’s micro important to them.
3. SHOWING PROPERTIES WHETHER FOR A SELLER OR TO A BUYER
Whether the prospect is a buyer or a seller, you want to get into properties with them. Show them pointers and give them guidance. After they have access to MLS, get offline so they can see what these things actually look like. Let them know that when they see properties with your guidance, it will make their online search much easier.
4. CLOSING WITH CARE TO CREATE YOUR COMMUNITY
This process outlined above leads to getting the listings, showing properties, writing offers that get accepted and finally, closing with care. Happy past clients can and will lead to future business for you, if you’ve been a good guide throughout the process and closed the deal with care. They become a part of your real estate community, so you want them to be your biggest fans who will sing your praises once the process is done. Why? Because they may decide to move again one day, and because they will know other people looking to move.
To recap, here’s how you simplify your business. Ask yourself: Am I having conversations about real estate? Are those conversations leading to follow-ups regarding property information? Am I showing buyers and sellers properties? And am I closing with care?
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