Home Agents & Agencies Top agents profile – Michael Cavallaro

Top agents profile – Michael Cavallaro

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Attracting new business is the life blood for any business, in particular for real estate agents to ensure your agency stays profitable.

Sometimes this might be hard to accomplish and ideas on how to jump start your business can be tough to come by.

Luckily enough we have spoken to a number of the top selling agents from last financial year here in South Australia, and they have each given us their top three tips for attracting new business, while also telling us how they spend their working week.

What are your top three tips for attracting new business?

The most important thing for growing your business is to build relationships. For me, what I find is that it’s great to have the scripts and one-liners up your sleeve, but really you should just be having conversations with people. If you find out your client’s situation and keep the conversations honest and transparent people will respond.

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My second tip would be try to think of how you can achieve the warmest possible referral. It’s all good doing cold calling and it can work for the most part, however, for me it is not as lucrative for creating warm business. So I adopted the plan of building my business through different networks where I leverage off the people I already have the existing relationships with. So basically, my network is referring me their client for business. This works because by the time it comes to me appraising the property, I already have a warm introduction through my network and am a very trusted source. It’s important to remember that if you go this route, your service must be impeccable, otherwise you will never get referred to again.

Finally, one thing I live by is doing what I say and sticking to it. If I say I am going to send a document or make a call etc. I actually do what I say. You would be amazed at the amount of agents who say they will do something and then put it to the bottom of the pile to then be forgotten about. It is also important that once this is done that the leads are followed up. This is the most crucial part. Just set a reminder in your CRM system and follow up every lead. No follow up = No business.

What does your usual working week look like?
Typically every work week is different. However, every morning I go to the gym which is a non-negotiable. I believe that this is one of the key instruments to my success. If you build yourself up from within, you are built to take all of the dramas that are associated with real estate.

Once finished at the gym I typically set my morning up to be mainly admin based work. That would be going through emails, return calls, call vendors, OFI Call backs, check CRM system and tracks etc. I also like to do the majority of my prospecting time in the morning.

From 2 pm onwards is where I book my appointments every day. This is an ideal structure but a lot of the time it will get rearranged depending on the day. I work both Saturday and Sunday so I plan to always have my Fridays off.