Revisiting the Basics

Challenging economic times are driving even the most seasoned real estate agents back to the basics we learned as Newbies in FastStart or Sweat Hog training courses many years ago. Let's look at a few key basic tactics that lead to our initial success and will get us back on that success track again.

PROSPECT, PROSPECT, PROSPECT  The more people we talk to the more opportunities we have to generate leads that will lead to listings or sales.  Schedule time each day to make calls.  I prefer warm calls to cold calls so I suggest that you start with your past clients who will appreciate a call.  They may even recommend you to a friend or co-worker who needs to buy or sell.  I find that when I make calls first thing in the morning I am less likely to get distracted and say, 'I will do it tomorrow' and then tomorrow never comes.  As I go about my daily appointments or errands I 'pop in' on business acquaintances who also appreciate being remembered by a 'busy Realtor.'

NETWORK, NETWORK, NETWORK  Attend at least one business or civic function and one social event each week.  In any type of business and real estate is no exception we need to be seen to be remembered.  The more times we are seen the more likely we are to be remembered when the need for our services arises.  When I attend any function my goal is to meet at least one person I didn't know before I came.  I start by introducing myself and asking what they do.  Everyone likes to talk about themselves and they are happy that a stranger is interested in them.  I ask for their business card and offer to send future business their direction.  This is a great way to segway into how I can help them if they need to sell or buy real estate.  Isn't that what our business is all about?  People helping people.   

Now I am about to follow my own advice and attend a business function, Business Leaders of the Erie Community, this evening at the Tom Ridge Environmental Center, TREC, Erie, PA.  The invitation to attend was hanging on the bulletin board.  When I called to RSVP I was told that only one other Realtor from the Erie community had RSVP'd.  Guess that means more opportunity to stand out.