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?
Do the basic things really well, for example: Call back quickly, listen more than you speak, show empathy, don’t judge and do what you say you will do.
Have a very clear website and a strong social media presence. These days, most vendors have made a judgement about your performance and presence in the market long before they first contact you.
Remember, at the first meeting vendors don’t care how much you know, until they know how much you care. Let the meeting go longer than it should and start building a relationship.
Always have a marketing strategy and market data. Present with confidence and not arrogance, always following up meetings with a personalised written appraisal.
What does your usual working week look like?
There is a level of discipline about my week that provides for repetition and creates a work rhythm that is easy to maintain.
I am always in the office by 7.30am and I normally leave between 6.30 and 7.00pm (I live close to work and I go home at lunch time for an hour and sometimes a bit longer).
At night I would normally do 2 to 3 hours of work as well. My weekends are not quite as structured but I would normally work between 12 and 18 hours over those two days.
Most people have a plan for their working day, whereas I plan my days in four parts: Before 9.00am, before lunch, after lunch and after dinner.
The early mornings, nights and weekends are largely project and developmental work, that is best done without interruption. The week days deal with the normal selling process of meetings, interaction and communication.