Written by Sam Gohra
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.
Brad Allan – Gary J Smith
Top 3 Tips for attracting new business:
Open Inspections are Showtime!
- Many people looking at selling are researching their selling agent by attending opens in the immediate vicinity to them.Get the basics right, make sure you are set up and ready to go before letting anyone in. If they are early don’t let yourself be flustered. Head in, lock the door, set up and open up prepared. If you are going to take people’s names and numbers call them back.It sounds simple but I hear so many stories from buyers and sellers that agents take details at opens but they never hear from them.Every buyer has the potential to be a seller! Find out exactly what they are looking for and place them on a database that will notify them of properties that suit their criteria, not blast them with every listing you get.If they have something to sell, warm them up before trying to push for an appraisal.
Focus on helping people
- Educate yourself on all facets of real estate, most importantly the building process and design layouts.I help many of my previous clients and referral clients plan the new build of their dream home, their development or extension. You need to deliver this sort of service whether they have a house to sell or not.The new build or renovation might be their forever home and they know that you are helping them without a sale on the horizon.The relationship building that takes place with this is priceless and referrals will come from this in large numbers.
Build your social media presence
- If you don’t have a separate business Facebook account set one up now! It is critical that you have separation between a personal and business account.The marketing potential for social media is endless. Providing off market opportunities and sponsoring them on Facebook will attract new clients that you might not have otherwise interacted with and you will also engage with your current clients.Don’t blast the whole of Australia, be specific with the postcodes you a promoting yourself to.Sponsored posts along with Easter/Xmas giveaways etc are the perfect way to attract new followers. I have recently changed my social media strategy and it has had an immediate impact.
How I spend my working week:
A common week for me consists of:
Monday: Team discussion, meeting with buyer manager and personal assistant in planning the week to come including new releases. Buyer manager first round of open inspection callbacks. Speaking with buyers showing interest from the callbacks and dealing with offers from the weekend. Identifying hot sellers to follow up. Afternoon appraisals. Listing appointments 5pm-7pm. Evening: vendor feedback and catching up on any calls, emails not attended to during the day.
Tuesday: Buyer manager 2nd round callbacks. Written vendor updates. Coming weekend open inspection planning. Follow up of hot sellers. Appraisal day. Listing appointments 5pm-7pm.
Wednesday: Team meeting/planning. Finalizing all marketing materials. Appraisal/listing appointments. Office meeting and brainstorming with sales manager.
Thursday: Team meeting/planning. Prospecting day, follow up buyers with homes to sell, cold to warm appraisals. Client assist meetings eg. Building plan discussions. Afternoon appraisal/listings.
Friday: Day off with exception of key handovers for settlement.