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Category Archives: career

Best Ways to Get More Real Estate Clients

This is the perfect time of year to review your last year as a real estate agent.  While the weather is cold and the client’s aren’t coming out of the woodwork, you should be organizing your papers, planning new advertising strategies and finding new ways to increase your prospects.

I like to go through my social media sites and make sure all of my information is correct and freshened up.  This is also a great time to take a few classes and get them out of the way before the season really goes into high gear.

What I like to concentrate the most on is how to get more clients.  I do a lot of research on the internet, read books, get involved with different networking groups and talk with other realtors.

While doing some browsing on the internet, I found a few sites that I feel might be of value to you as an agent.  there are several things you can do to increase your client base.  I’m sure some of what you read will be information you have heard before.  I’m also sure that there will be some information that will come in handy.

Take a look through the links.  I hope this year brings you twice the success of the year before. 🙂

http://www.realestatesalesleads.net/marketing/39-ways-to-generate-new-real-estate-sales-leads/

http://www.salespractice.com/forums/t-1700.html

http://realestate.about.com/od/marketingforrealestate/Marketing_for_the_Agent_Brokerage_and_Client_Properties.htm

http://neilschwartz.net/

If you are interested in buying or selling a home, you can contact Wendy McCance at:

Real Estate One

26236 Woodward Ave
Royal Oak, MI 48067 
248-414-1248 ext. 119
wendymccance@realestateone.com

 

 

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Posted by on February 15, 2013 in advice, business, career, how to

 

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Real Estate Agents are not Salespeople. We are Consultants.

When I decided to get into real estate, I figured that my background would be a perfect fit.  I have a strong history in the sales field.  I was really good in my field, and truly enjoyed the social aspect of a sales job.

When I took the classes and worked with a mentor, sales was what was discussed.  There were strategies and outlines.  There were even scripts you could use.  It wasn’t until I really got off the ground that I realized that sales has nothing to do with being a good real estate agent.

I’m sure there are agents out there that will argue that this is a sales job, but let me tell you why I think it’s not. My feeling is that if you are a good agent, you are not a salesperson but a consultant.  This is one of the few jobs where it doesn’t matter how hard you might try to sell someone on a home.  Buying a home is incredibly emotional.  It is also one of the biggest expenses you will have in a lifetime.  I don’t know anyone who is casual enough to allow a salesperson to come in and twist their arm to buy a home that might not be right for them.  Let me state it another way.  I could never be that person who puts pressure on a client.

My personal feeling is that if you are a good real estate agent, you will treat your client like you would treat a good friend.  There is respect, understanding and help in figuring out what type of home might suit that particular client best.

As a real estate agent, you are there to guide your client.  You must be knowledgeable and able to teach them the steps in home ownership.  You are the person that a client will go to for consultation.  Maybe the time is right for a customer to buy, and maybe it’s not.  The goal is not to sell a home, but to help a customer decide what’s right for them.

If you go about your job in this manner, the rewards will come.  A customer might use you later down the road because of your honesty and integrity.  You will gain a good reputation, and yes, you will sell homes and make a good living.

It’s all perspective.  I know that I would be turned off by an agent who felt like a salesperson.  On the other hand, an agent that acted as a consultant would impress me and leave a lasting good impression.

For those of you just starting out in real estate, this way of looking at your job might be of enormous benefit to you.  If you are an agent, how do you approach your job?  Are you a salesperson or a consultant?

 
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Posted by on January 22, 2013 in advice, career, houses for sale, real estate

 

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Getting Through the Lean Months

After having such a busy schedule these last few months, my schedule has slowed down considerably as the holidays are fast approaching.  Like every new realtor, there is a worry about getting through the lean months.

Lets face it, you can advertise and farm areas to death with no immediate results.  These methods are key in establishing yourself and making your name familiar with the masses.  This is not a fast way to sustain your income though.

I make it a priority to keep my name circulating through flyers, email, social media and volunteer work.  Even so, I still need a source of income.  I think that in the beginning, many people fall off the real estate wagon because they don’t have the funds or a backup plan to sustain them.

I am a writer.  I can pull in extra money from the articles I write.  This is an ideal job because I can juggle my real estate career and my writing career without a conflict in schedules (at least at this point in my career).  I do realize that down the road, this could become a bit more challenging as I get busier.  For now, I find this to be a good compromise.

My advice to anyone starting their career is that now that you have worked to hard get here, don’t let something like paying bills get in your way of success.  It’s inevitable that down the road you will see an increase in your income, but this is a career where making money is slow in gaining momentum.

Have a back-up plan.  Something that won’t affect your number one goal of being a realtor.  Whether it is a part-time job, or a small side business, you will need some sort of supplement.  Below I have listed a few ideas for ways of making some extra money.

1.  Teach classes at a local community center.  They can be classes on how to get your home ready to sell or how to rent out your home.  The class might be based on a hobby you have or a skill you possess.

2.  Become a freelance writer.

3.  Set up a social media campaign for clients.  (maybe for other realtors or small business owners).

4.  Sell items at craft shows if you are creative.  Slow months for realtors are busy months for craft shows.

5.  Babysitting is a big business.  Try care.com or sittercity.com.

6.  Running errands or pet sitting are always in demand.

7.  Lastly, think about the skills you possess.  Maybe you are a great organizer or know how to do bookkeeping.  Whatever it is, take advantage of it so that you have more money flowing through your household.

 
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Posted by on December 12, 2012 in advice, career, how to, self-help

 

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Communication is a Key Trait of a Successful Realtor

There is nothing more frustrating than chasing down a person you are relying on for answers.  This is especially true when you are buying or selling a home.  This is one of the biggest decisions you will make in your life.  If you don’t have good communication with your realtor, your situation can become extremely stressful.

I live by the motto that you should always fill in the gaps and have the questions answered before your client can come up with the questions.  Lets take the example of selling a home.  Selling a home can be an emotional and sometimes stressful process.  The family has memories in the home they are selling.  The home needs to be ready at a moments notice to show to potential buyers.  Keeping your home in perfect order while you are still living in the home can be exhausting, especially if you have kids or pets.  The reason a family might be moving might not always be under the best of circumstances which can create more stress..  Basically, when the process of selling the home begins, there are already certain expectations about what a client might expect and what the outcome might be.  The last thing a homeowner needs during a time like this is to worry about chasing after the realtor for information.

I worked with a family that was selling their home not to long ago.  The house was put on the market and by the end of that same day, an offer came in.  It all happened so fast that the family barely had time to process what had just happened.  The offer which was above the asking price was accepted and a date for closing was set.

What people sometimes don’t understand is that the date is an educated guess.  Situations come up which can hold up the process.  In this case, title work was not completed by the date the closing was planned for.  This is actually a very common scenario especially when more than one bank is involved.  The sellers at this point would obviously become a little anxious and possibly nervous that the buyer might back out because of the date being changed.

Contacting the sellers right away to let them know what is holding up the closing needed to be done the moment I found out.  Easing any worry was done by checking in with them on a consistent basis.  I might not have an answer to what the new date would be, but I could tell them that I spoke with the other realtor and their client was very understanding of the situation.  I contacted them when I found out that all the paperwork was in and we were just waiting on the bank to process the information.  I wanted to make sure that I was able to make them feel confident about what was going on.  I needed them to know I hadn’t fallen off the face of the earth (even if there wasn’t much to report).

Having good communication with your clients is really a key to your success.  People are putting a tremendous amount of trust into your ability to take care of them.  It has been incredibly rewarding to talk with a client and have them express relief and appreciation for knowing what to expect next and knowing I would be there to take care of them.

 
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Posted by on December 7, 2012 in advice, career, real estate

 

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Great Links and Ideas to Keep you Focused and on the Right Track

There are moments when as a realtor you need to regroup and readjust your goals.  Whether it be from burnout or a lull in traffic, every now and then, it helps to get some advice or some new ideas to energize and renew your goals.  Below are some terrific links i have found that I have found help me get back on track when I need a boost.  I hope you find some of these links valuable for you in your own career.

http://www.toolsforrealestate.com/my-17-best-business-tips-for-real-estate-agents/   17 best business tips.

http://realestatelicensedirect.com/real-estate-agents/   Having a mobile office, flyers, stress management and ways to amp up your career.

http://realtormag.realtor.org/sales-and-marketing/how-i-sold-it  How I sold it stories plus a slew of other very good articles.

http://www.netreal.net/articles/flyers/improve-your-promotional-flyers-and-improve-sales.html  Article about putting together a good flyer.  Additional articles on the left side of the page are worth a look at as well.

If you have any additional bits of advice or links you would like to share, please leave a comment.  Thanks.

 
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Posted by on December 3, 2012 in advice, career, real estate

 

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Reorganize and Set New Goals

This time of year is always busy.  There is Thanksgiving, Christmas and New Years all back to back.  Personal obligations increase as family stops in from out-of-town, there are holiday parties to attend and endless amounts of shopping.  Even during the craziness of the season, my mind drifts back to where I am at in my real estate career.

I have been doing a lot of soul-searching about what I have accomplished so far in my career and what I would like to see happen this next year.  I have definitely gotten my feet wet by renting out properties and listing and selling a home.  I feel more comfortable with the mounds of paperwork and the knowledge of what is the correct protocol while working with a client.  With the uneasiness of so many new experiences behind me, I can now concentrate on what I have learned and what areas I need to tweak.

My biggest pitfall was getting so wrapped up in the activity of working with several clients at once, that promoting myself fell into the background.  I felt overloaded and had difficulty juggling the task of continuing to get my name out there.  I did hand out flyers and send out emails, but now that I am wrapping up some deals, I have little on my plate to work with.

I am looking forward to the fact that December is a little bit of a quieter month.  I need to reorganize all of my paperwork and come up with a better filing system.  I need to sit down and tear apart all that I have done to make a solid career out of real estate and plan a new way of going after business.

I am grateful for all of the experiences I have had.  I am thrilled that I work for a company that has weekly training seminars that help you on your path.  Ideas are always fresh this way.  We have had so many different people come and speak with us at these meetings.  Truly, that is my favorite part of these meetings.  I love to hear from so many different personalities.  There are so many ways to go after business, and it’s great to pull a little bit of an idea from one person and a little more from someone else.

By the time January hits, I will be running full force again.  I will have completed my work makeover and will feel organized.  I will have a plan in place and some extra confidence to back me up.

Have you considered where you are at with your own career?  Have you ripped apart your way of going after business and restructured your plans?  I believe in keeping things fresh.  If you spend too many months working one system, you will get bored and a bit lazy.  I believe that every now and then you should shake up your system.  Reevaluate where you are at and what you want to accomplish.  Success is there for the taking.  Being mindful of what your weaknesses are and adjusting your plan of action can be the difference between success and failure.

 
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Posted by on December 2, 2012 in advice, career, how to

 

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Weekly Meeting

Last week I went to one of my weekly meetings.  Recently we have had some guest speakers.  The people who have come in to speak with us have been realtors who have been in the business for on average 20 years.  These are the realtors who are top producers and have really seen it all.

I have felt incredibly lucky to have been able to get in front of these people and hear what their experiences have been like.  The wealth of knowledge I have attained from these individuals has been priceless.

This last meeting really stuck out for me.  We had a woman who came in and discussed her views on how she runs her business.  The part of her discussion that really hit home for me was when she talked about her attitude towards her clients.

I had just come off of a week where I had put in some serious time with a renter.  They had finally found a home they loved.  After submitting their application to the owner, they were accepted as the renter for that property.  The client spent a few days dragging their feet while this owner had pulled her listing from the market.  In the end, I received an email stating that they had decided to go with a different home.

I have no idea if there was really a different home.  I don’t know if they had another realtor they were working with on the side or if they had worked with someone renting out their own home.  The hardest part of the experience was not knowing the true circumstances behind the change of heart.  I just had to accept what had happened, wish them luck and move on.

At the meeting, the realtor had spoken of some highlights she had with clients and some of the rough moments.  What had happened with my client was far from unique.  It has happened to every realtor at one point or another.

The realtor who addressed the group was a mild-mannered person.  She reminded me in many ways of the way I look at things and how I choose to handle them.  She is resigned to the fact that things will happen that won’t be of benefit to you.  It is the nature of the business.  It brings up the question of are you happy enough in the business that you are ok helping someone out even if it doesn’t result in a sale?

The realtor made an excellent point that really brought the whole discussion full circle.  Realtors (for the most part) really aren’t sales people.  Realtors are consultants.  People are making huge financial and emotional decisions.  It is not up to us to decide what works for them.  It is are job to show them options and support their decisions.

I look at it like this.  If you go to the department store for a new outfit, you might have a salesperson assisting you.  They are there to show you options.  They give you a selection of wardrobe pieces to try on.  The salesperson can go on and on raving about an outfit and how you must get that particular item.  If the price is too high, you don’t like the color, you can’t imagine where you would wear such an outfit or you feel the garment isn’t a good fit, you most likely will look elsewhere.  It doesn’t matter how hard the salesperson tries to convince you to buy it.  Their job is to consult and give options.  If a sale is made, great!  The salesperson, to be good at their job and be able to enjoy their job long-term needs to be happy as a consultant no matter what the outcome.  If not, they will burn out.  They will no longer enjoy their job.

I got into this business because I like assisting others.  I like getting to know different people and feeling as though I have helped them in a very personal decision in their life.  As far as I am concerned, money is the bonus you receive on occasion when everything falls into place.  It’s the only way to look at this business if you are in it for the long haul.  If money is something you feel desperate to get every time you meet a new client, the deals are just going to fall apart.

People are savvy.  There are a million realtors out there.  When a decision is this big, a customer needs to feel a sense of trust and loyalty.  Your intentions must be pure.  You want to help them find what’s best for them.  The moment your needs come before theirs, you are no longer servicing them as you should.

This in my opinion is the way this business must be looked at.  You are a consultant and are in this business to assist others in what is important to them, period.

 
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Posted by on November 18, 2012 in advice, career, opinion

 

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