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Help Wanted: Agents to handle the business that I cannot

I used to read and post frequently on Active Rain. It turns out that since I averaged about 20 comments per day from reading blog posts, I learned a ton. I'm about to hit my first full year in real estate, if I haven't hit it already, and I still have the same problem I did a couple of months after I started:

I just have too much business to handle! See below:

For a while, I didn't refer any of the business out because I was concerned about the quality of service that the clients would receive. Would the agents dress professionally, return phone calls, show up on time, etc.? Then, I started to refer out to random agents, each with many, many years in the business thinking that these people would be handled properly and that:

some service was better than the "no service" I was providing by not being able to get back to them.

Recently, I took a class to learn how to better manage the business. It turns out that I need to have a job description laid out for people that I want to handle my buyer and listing business.

How can I write a job description for people when I only have one year in the business?

I know how to help a buyer and be attentive to their needs but so do other agents. I know how to get listings and put them on the market but I know that others out there have better structured listing procedures but just lack in the ability to get listings.

Where do I find these people?

Whenever I feel down or blue, I turn to Active Rain and read things that people like Margaret or Gary post.

Now, I need someone that can help me with leads, both buyer and seller!

I need someone that can work with me that has expertise in a particular area of real estate that will say, "I specialize in helping people that are _________ (first time homebuyers, investors, short sellers, multi-family, cash buyers, etc.) and if you bring them to me, I'll do xyz and we can profit together."

If anyone can help me with this issue that I am struggling with, please comment, email or call. I just need help and want to make sure that the people that trust my marketing, referral partners or past clients get taken care of.

Thank you!

Posted by Mark Organek - Tempe Gilbert Mesa Chandler REALTOR on 04/24/2009 08:12 PM

Comments (8)

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8 Comments on Help Wanted: Agents to handle the business that I cannot

APR

Well, I am a bit to far away .. however, if you have a buyer relocating to New Hampshire, I can certainly provide great service... working with buyers is all that I do.

Mark,

Perhaps it is time for an assistant, rather than turning over clients. Build a team.

Good to hear you are doing well.

Richard

Joan - I've had you in my associates since about the first month I started last March. Thank's for the reminder, though as it doesn't hurt to ask for referrals. The way my incoming leads have been going, I'll very likely have someone to refer to you:)

Richard - I've thought about that but again, the job description part has been the problem. Also, if the right person in my area can come along and capitalize off of my leads, it would be win-win for everyone.

We are a small mom and pop office and I would like to refer out too. I can't handle all the leads I have. I am talking (actually, emailing) an agent right now who is interested in working with the buyer leads that I have. She wouldn't move her license to my company, more than likely, and I am perfectly happy for her to remain in her present office if she likes.

I think it makes sense to think outside the box and delegate, make money on referrals.

Sarah in Nashville

Sarah - I've been doing the same thing. I refer out to different people in my office and to four different offices outside of mine. The problem I am having has to deal with the lack of foundation that I am able to develop with the client prior to referring out. If people in my area want to help take someone from womb to tomb in a structured format, I can generate the business.

APR

Hi Mark, glad you are busy. Maybe you need to hire someone just to handle your referral sources, assign them to agents, check up on them a little, keep track. Within a short time, you should have a network of agents who specialize in whatever your potential client might need. That way, when you have your first conversation with the incoming lead, you will be preparing them for the agent who specializes in what they need.

Virginia - This is an awesome idea. I sent the following out earlier to respondents from the "referral board" regarding a request I made for what you are suggesting. I hope someone can come to me with a game plan that will allow me to continue to focus on quality referrals that can be handled by a perfect system:

Okay, here goes:

I'm very good at generating referrals from various sources. On top of that, the marketing that I do for my listings generates a steady flow of incoming leads. I have an incubation system in place that exceeds the capabilities of the ARMLS system. The systems that I have built so far are converting 2 out of 33 prospects into ready, willing and able buyers. If the buyers do not want to conform to my system, we just have to let them go since I do not have the structure to handle even the ones that do conform.

My objective is to partner up with agents that enjoy working with buyers. Although I enjoy working with buyers, I would prefer to generate additional clients and retain a referral fee. Currently, I collect a 50% referral fee on any buyer that I hand over to an agent that is prequalified and has incubated to the point that they are ready to write. If they do not write on the first outing, but the agent is able to successfully get a buyer/broker agreement signed, the referral fee is reduced to 33%. If I have a sign call or un-incubated referral that wants to see a listing immediately, and I have only collected a name and number, I only want the partner agent to pay a 25% referral fee.

The dream situation would be an organized agent that would like to sell, supervise and help to collaborate on how the process could be improved to increase the conversion to a rate higher than 2 out of 33. Managing the distribution of leads in exchange for a split override would be the ideal compensation system that would be mutually beneficial. This way, the organized agent can spend their time both communicating with prospects to move them towards purchasing while distributing to and managing partner agents to increase the pull-through rate.

I know in my heart of hearts that this is a possibility. I just don't have the wherewithal to manage the minutiae of how to get there. If this is something that interests you and you have the confidence in being able to partner up to build this structure, please let me know. In the meantime, if receiving referrals is the extent of the relationship you would like to pursue, it will be noted and once I have even the most rudimentary system in place, I will distribute clients.

Thank you,

Mark Organek

I suggest hiring a buyers agent. Normally when hiring one, people use someone within thier office. If no luck with that, place an ad in the paper/internet and interview.

I have that Scouting Report site too. My buyers love that.

Send all your CENTRAL FLORIDA, Orlando area referrals!!

407-877-SNAP (7627)

Scott Taylor, Taylor Group, Century 21 Elite Properties

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