Home Everything an Agent Should Know (But Probably Doesn't) Top agents profile – Craig Smith

Top agents profile – Craig Smith

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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?

Consistently campaigning around every new listing, coming soon, just listed, just sold – letterbox drops, door knocking and phone calls. It is so much easier to contact people when you have some information that is relevant to them. Open inspections and call backs are also a key part of prospecting around listings. Activity and the right attitude generates new business.

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Go the extra mile to help people. The contract to settlement period and beyond, personally keep in touch by phone, update vendors on conditions of contract, help purchasers with those after sale requests. If you are a good person to deal with on both sides of the sale, referrals and repeat business will come.

Have a system to keep “front of mind” with past vendors and purchasers, when you get busy it’s easy to let contact with this key database slip. Six contacts a year is my goal. I found having two years of pre designed and printed material ready and then personal direct mail every quarter. It doesn’t have to be real estate related material either, you can be creative here. Then two phone calls per year – an anniversary call and a market update.

What does your usual working week look like?

I try to keep my ideal working week simple and a little bit flexible. Given that you quite often have a potential vendor or buyer to meet at short notice.

I like to get up early and exercise and be around to see the family before my work day starts, I find this gets me in the right frame of mind to start my working day which normally starts at 9am.

Mornings I focus on my office work, including vendor and buyer follow up calls, prospecting calls, appraisal preparation and marketing.

Afternoons from 1pm onwards is face to face appointments, that being appraisals, buyer show throughs, negotiating contracts and presenting offers.

Two days per week, normally Tuesdays & Thursdays, I also will block out a couple of late finishes anywhere up to 8.30pm. I use these evenings to present market appraisals with potential clients that aren’t available during normal hours, vendor meetings and follow up calls for clients I couldn’t get a hold of in the morning.

Fridays I am out of the office and I try to balance my time with some time off away from the office. I still spend an hour or two on the phone following up the week’s appraisals and other important calls I may not of been able to get a hold of from Monday to Thursday. There is always someone you think of that you should call and haven’t quite found the time during work, and an hour or two on a Friday morning finishes off my week well. I find I enjoy the rest of my day off knowing everything is in order and ready for the next week.

Like everyone in the industry weekends are “Show Days” – I try to work a full day either Saturday or Sunday, depending on how things line up.  The day is spent doing appraisals, buyer show throughs, open inspections and ideally finishing the day with signing up offers.

Balance is important although I find that sometimes when I am super busy I need to work both days on few consecutive weekends, and I will then try to even this out with a short break like a few days away on top of my normal longer holiday period each year.