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?
1) Brand & Profile awareness with social proof on the major internet portals – promote client testimonials, sold stickers on signs and good presence in the Messenger & Advertiser Newspapers along with quality direct marketing to their door. Numerous open inspections per week to meet as many buyers and potential sellers as possible. Vendors want to use an agent that is known to be honest, reliable and has proven sales results in their area.
2) Under promise and over deliver. Every point of contact with both buyers and vendors must be handled promptly and professionally. Ethical handling of offers from purchasers; keep them informed of the sales process and expectations. Every call I make or take is logged on my database and a follow up scheduled in my calendar. Open inspection reminders, Anniversary calls, just listed in your street calls, sold callbacks. The more contact I have with potential sellers giving relevant information they require, the better chance I will be top of mind when they decide to sell. Help & give without expecting anything in return, you will quickly become their trusted adviser. Have your vendor’s best interests first, keep them well informed through every step of the sale and settlement, they will be your future referrers.
3) Support your local community and they will support you. Assistance both financially with donations and sponsorship, conduct charity auctions at their events, and also advertise their events through our direct marketing.
What does your usual working week look like?
My team and I work to an ideal week in my calendar. All tasks are scheduled in assorted colours. Red for my appointments such as listing appointments, contract signing, specific follow ups, prospecting, building inspections, etc. My time out tasks for example are kid’s school pickups, personal fitness and time out. Red is not negotiable or movable. Blue and Green for my fantastic support team and the tasks they need to do, such as re open home call backs, finance follow ups, marketing deadlines, form 1’s and photography shoots etc. Orange for finance deadlines, deposits due, and general reminders that we all work to. Purple are things to do if time permits on that day.
Although we have an ideal schedule, real estate does not run by the rules and every day I must task prioritise and time manage. Apart from the red tasks, our time schedule remains fluid.
Most days Monday to Friday are spent with a 7am office start, vendor follow up and check over today’s tasks. 8 – 9am anniversary calls, open inspection reminders, scheduled tasks. 9 – 12pm prospecting, urgent tasks as required. 12 – 5pm either prospecting or listing appointments, including Auctions on some Wednesdays. 5 – 7pm follow up calls, contract signings, listing appointments.
Saturday is game day. Opens typically start from 11 am. I normally would spend 2-3 hours after the opens sending off information requested throughout the day, going over & adding to my notes from the opens for an accurate Monday call back sessions.
I try to take Friday nights & Sundays off. Unless I have a guaranteed listing appointment or a contract signing, I will only take calls and not do appointments.