I got the opportunity to speak to 150 of the Top Coldwell Banker Real Estate agents and managing brokers in Colorado yesterday at the Coldwell Banker Global Luxury Conference in Denver.
My message was about Why SERVING OTHERS is a key to your success as a real estate agent – and the pursuit of “Living the Dream”.
I have built a very successful business as a real estate agent because I wake-up every day and challenge myself to serve my clients – and prospective clients.
What Does Serving Your Clients Up-Front Mean?
I pride myself on being an expert in my market. I publish a monthly newsletter and market report among other things, and this is one way that I serve my clients up-front and ongoing to help them understand the “big picture, and all the details of the Crested Butte Real Estate Market.”
I do not solicit or do out-bound cold calling to generate leads. Unlike many real estate coaches, I do not teach this for a few reasons.
It is NOT the way to earn the Trust of an affluent client niche.
People don’t want to be solicited. Do you like getting a solicitation call at your home in the evening?
It is not sustainable long-term in your business.
- When you get busy – you will stop soliciting and lead gen dries up
- After the recent mid-term election Pollsters stated that it is getting very hard (time consuming and expensive) to get people on the phone because fewer households have a land-line, and people don’t answer their mobile phones from numbers that are not in their Address Book / Contacts.
Lead Generation and Consistency Is a Challenge
Most real estate agents we talk with find that Lead Generation and Consistency is a Challenge in their business. Even top agents find that prospecting and follow-up are time consuming and are “not fun” and so this leads to call reluctance and procrastination.
The ONLY WAY for You to build a Sustainable Real Estate Agent Business in Your Market is with Proven Repeatable Systems to ATTRACT New Affluent Clients.
Marketing Earned the Clients Trust
I had a couple who were considering selling their home. They called me and asked me to come to their home to meet. I spent quite a bit of time preparing materials to discuss – and was ready to go through my presentation. When we sat down – they said they had already selected me to represent them – the reason being they had been getting my monthly newsletter and detailed Real Estate Market Report for quite a while. They said that they determined early on that when they were ready to sell their home – they would use me.
I had built trust up front with this client. I had served them – and they valued my level of expertise and the fact that I demonstrated my attention to detail and competence as a skilled real estate agent.
The Epiphany For Me
If I spend the time and effort to help clients to make informed decisions and distill data by providing information – I increase my value and they are appreciative.
Because I spent many years in Sales and Marketing in the tech sector, I understand that as real estate agents we are the Product and the Service, and demonstrating our ability and what a client can expect up front helps them to make an informed decision.
Change Can Be Hard
I hear it all the time from other agents that it is hard to Change and Adapt. They feel stretched already and feel like they don’t have the time, nor skills to do things differently.
I totally understand – every day I wake-up and I am a real estate agent too. I have all the similar stresses in my life and business.
You Are Either Getting Better or Getting Worse
I had a wrestling coach in high school who frequently challenged us by saying “You are either getting better, or getting worse every single day relative to your competition.” This is true in our real estate agent business also – plus the world is also changing around us.
If your Clients are searching online for answers to real estate questions and you are not there providing answers you are conceding those clients to another agent.
If the internet and technology can help you and your clients and you refuse to change you are not serving your client.
If a prospective client calls me and after we hang-up I can respond with an email with a link to my market report, my BUYING or SELLING Book and other pertinent info in about 2 minutes. This serves my client and because I have efficient simple systems I am able to continue to build a sustainable business.
CHANGE, ADAPT, TAKE ACTION,
Take Your Life and Your Business to the Next Level
I hope this has been valuable. See more info at
www.RealEstateSecretSystems.com
www.RealEstateSecretSystemsForAgents.com
If are ready to take your business to the next level and would like to set-up a 25 minute coaching call to investigate whether Real Estate System Secrets Training and Coaching is right for you please go to: www.RealEstateSecretSystems.com/apply
Thanks,
Chris.