By: Walter Sanford, www.waltersanford.com
You are pumping on all eight cylinders, your systems are working, and you’re an expert in time and motion reduction. You can even get your “stone” rolling faster by performing your day-to-day activities with incorporated lead generation. Simple procedures can be added to your listing, marketing, and closing checklists to make certain you are taking advantage of every opportunity to service, “wow,” and replace your clientele.
By converting common activities such as open houses, FSBO lead generation, or the opening/closing procedures into checklists, you will reap the following rewards:
1. You don’t have to remember what made your successful last year.
2. You have a platform to subtract unnecessary steps from, thus reducing overhead.
3. You have a foundation to add to after reading this article or attending a seminar.
4. You can show your clients your business manual, made up of checklists, at all your buyer/seller presentations.
5. They are easy! When you start a repeatable task, pull out your note taker of choice and write down the steps.
6. It provides the basis for delegation once you have decided to multiply your efforts through an assistant.
7. Uniformity through checklists also gives consistent service and speeds your “rolling rock” because of the organization it brings.
Now, some secret steps to add to your checklists that will ensure that even the boring aspects of real estate generate speed, convenience, happiness, and money.
Add to Your Seller Question Checklist:
1. Ask what their criteria will be for hiring a new agent. The agent who knows the most generally wins!
2. At the meeting, ask them to provide two keys to the home. Let’s end key-making forever! Have you ever shown up and had two keys on the kitchen table? It sure builds confidence!
3. Ask them if they plan to list any other properties at the same time. This one question alone made me more than $15,000 every year!
Add to Your Marketing Checklist
1. Put home flyers on your website so the homeowner can print and supply as necessary. What a great way to save on printing, time, delivery, wear and tear, and provide another way to disseminate information on your new listing.
2. Send a new listing letter to all expireds within a pre-determined radius around your new listing extolling the virtues of putting their home on the market, and allowing you to do a joint marketing campaign.
3. Add a cover page to your flyers in the brochure box, explaining why you should also represent the buyer. Yes, I really do love dual-agency.
Add to Your Open House Checklist
Bring blank thank-you cards for handwritten notes to the people whose parkways you utilized for open house signs. It just takes a few minutes, and it is worth a listing a year!
Add to Your Buyer Search Checklist
1. Contact all expireds who may have homes that meet your buyers’ needs. This is a great way to prospect for listings and increase odds in obtaining dual-agency contact.
2. Contact those in your sphere of influence who own homes which match buyers’ needs. See the above.
Add to Your Goal Checklist
1. Call five past clients a day and ask for repeat or referral business.
2. Obtain the phone numbers of all merged or out-of-business real estate firms. Add their numbers to your bank of lines.
3. Solicit all the clients owned by your broker who were previously serviced by agents in your office who have left, retired, or moved.
By providing this information and by doing a lot of the small things right, you will soon be the agent in your area to contend with. As your “stone” is rolling, there is precious little time to add these “extras,” but by adding these items to your checklists, you are insuring that these profit steps get taken before your “stone” gets finished rolling!
Posted via email from Random Musings by Jeremiah Wean | Comment »
