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News you can use from Jay McHugh here in Boston, Massachusetts

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Education & Training with SendOutCards-Appreciation Marketing Expert

 

 

 

Good evening here in the East Coast: Take a moment and imagine back when you were in high school or college.  Remember when you had to take classes that were so uninteresting to you that you would drag yourself to the classroom and daydream your way through each session.  Wouldn't it have been really neat if you could have attended all the classes that were specifically designed to help you achieve your personal dreams and ambitions?  Well, I am so excited to announce that RE/MAX has done just this type of personalized career tracks for the upcoming R4 Convention in Las Vegas.  Is your goal to become techno-savvy this year?  Then, simply choose the technology track at convention.  You will be directed to all of the tech classes during your stay.  Are you more interested in next-leveling your social networking skills?  Take the social networking track at convention.  There are a bunch of different educational tracks to choose from.  It's just that easy at RE/MAX! You tell us your dream, we will tell you how to get there.

 

The RE/MAX R4 convention in Las Vegas March 7th through March 10th is for the best agents in the business.  Even if you aren't part of our team yet, we'd love to see you there.  CLICK HERE, then call or email me for more information.

 

Don't forget to download the RE/MAX R4 Convention App on your smart phone.  It has all the information you need to have a fantastic four days in Vegas.

 

Finally, I wanted to share a great article about how to dominate your farm area.  It offers great tips for having a great 2011.  Keep up the great work in your business.

 

 

6 Tips: Dominate Your Farm Area

 

Peggy Coon has sold 368 condos in her farm over the past 19 years. She rarely schedules listing appointments anymore, and she doesn't have to spend a lot of money on marketing

 

"That's the beauty of being the neighborhood expert and earning clients for life," says Coon, a Lifetime Achievement Award winner who recently returned to the network with other longtime top producers and joined RE/MAX Select One in Huntington Beach, Calif. "You can assume they'll call you, and they do. Practically every one of my clients has some connection to that farm - moving up or sideways - and it's the foundation of my business."

Coon says it took years of consistent hard work to gain steady business in the desirable Seabridge condo community in Huntington Beach. Here are her secrets to establishing a farm to bank on:

 

 

  • Make sure it's a good fit.
    Choose your farm wisely. Coon pursues business in Seabridge because she easily relates to the lifestyle of the people in the complex. It was a good fit, and her appreciation of the community made it much easier to sell the properties and sell potential clients on her services. Coon believes the condo complex is the best in Huntington Beach for the money, and she knows her honesty comes across.
  • Know your clientele.
    The people who live in Seabridge can be described as yuppies, Coon says. Most of them are 30-something first-timers, and they will move up in three to five years. They come in as single, maybe get married, and then they move on when they're ready to have kids and a yard. Understanding that her clientele is interested more in solid returns on their short-term investment, Coon makes sure to highlight recent sales data and industry updates. Clientele in other communities may not be as interested in these details.
  • Do what feels right.
    Coon says she's not a "pumpkin-pie person," so she doesn't deliver holiday treats or drop off other seasonal items of value to past clients. She doesn't believe they would respond to these types of gestures either. What Coon is comfortable doing and receives positive feedback from is greeting cards, which she mails out four times a year. You have to find the method of follow-up that works for you, because only then will it appear genuine.
  • Be patient and consistent.
    So many agents want instant gratification from farming. If they send out two mailers and don't get responses right away, they're ready to move on to something else, Coon says. But that's not farming. The key is building name recognition and loyalty, which doesn't happen overnight. Give the mailer, or whatever marketing strategy you use, time to work; it can take many months to start seeing direct results.
  • Be prepared for thick and thin.
    Instead of abandoning her farm and clients when the market downturn began, Coon adapted to their changing needs and earned a new specialization, the Short Sale and Foreclosure Resource (SFR) Designation from NAR. She went from being known just as the go-to agent in the community to being known as the expert in foreclosure alternatives.
  • Adjust your expectations.
    Coon has relied on many of the same strategies over her career, but she hasn't always expected the same results. For instance, Coon used to hold open houses to sell properties. Today she holds them for a different reason: to talk to homeowners in her farm. If they stop by, there's a reason. Whether they're thinking about selling or wondering if it's possible to sell, Coon makes it her job to provide answers.
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Jay McHugh,

CRS, CBR, ABR, CDPE, 

Speaker and RainMaker

www.myrandomactsofcardness.com

617 699 7442

Jay@JayMcHugh.com

Follow me on Twitter:  https://twitter.com/jaymchugh

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