I changed careers about 13 years ago and ventured into the world of real estate...
What advice would you give newbie self?
- Check out the sporting events, festivals, local events, etc before planning an open house. You want to have a great turn out since your are going to spend your Sunday afternoon time there. Weather is another factor; Ice storms, pouring rain, temps above 105, hurricanes, tornadoes, etc... they all play a large factor on how many people will come to an open house. Not to mention, you will have spent money on advertising this open house- so you want it to be successful! Have all of the information that you need there for potential buyers.
- When you have a couple as clients- have them write out their needs and wants- then make a must have list.
- The person that sits in your front seat while looking at houses is generally the decision maker.
- Reach out to different Title Companies... My criteria for a title company comes down to how long has the processor and closer been at that company AND more importantly that location! When I started in the business- I always used the same company- but they moved their staff from branch to branch never allowing me to form relationships with people that can ultimately determine whether I close on a house or not... How long does it take them to answer a message- I have had to use other companies due to REO's, Short Sales, etc... and sometimes it takes these companies 3-4 days to return a phone call... Not acceptable- Build a relationship with your title company!
- When I take a listing, I explain to my seller's how important it is that they let their house be shown as much as possible. The only acceptable reasons not to show the house would be death in the family, sickness, or a pre-planned party, etc... I know that seems like a huge undertaking- but they need to understand that if you are going to put in the time and money to list the house then they have to do their part by allowing it to be shown... My rule of thumb is that if they say no 3 times without good reason- I consider whether or not to keep the listing or give it back. Always remember your time is valuable!
- When you are listing a house and the seller's want the list price to be out of the realm of getting it to appraise out... First explain that the house will not appraise for the amount and they will lose valuable time on the market. If the sellers are still instistant on doing so; try to negotiate a list price decrease at the one or two week mark in the listing that is written into your listing agreement- not as an amendment to be done later but actually in the listing agreement. If they refuse to do this- don't take the listing... It is not worth your time or money that the listing will drain (yes, time is money... you are running a business. Would you over pay for a pair of tennis shoes that you would never wear? Same thing...
- Make sure you are using a picture that shows you clearly. Do NOT use a fuzzy picture! And always use the same picture on all of your materials. Make sure that it is not a picture from 10 years ago- your clients will be looking for the wrong person! We all change- you want to become recognizable by this picture. Don't have long hair but a picture with you in short hair... or the other way around! Have the correct hair color... You can have one done professionally or you can have a random picture of yourself out and about... My picture is from a Cinco de Mayo party, I cropped out 2 of my friends... You are branding yourself to potential clients...Good luck!
- Take the time to go over the Time is of the Eessence paragraph. I know you go over the entire contract with your clients, but this is one that you may have the most trouble with... or at least your clients will. Let them know that you are not making these dates up to make their lives miserable- but to ensure that they are not going to lose their earnest money and by missing dates- they are putting the money in JEOPARDY.
- Make sure your sellers leave the front porch light on after dark.
- Start working towards designations; it never hurts to have to explain what the letters behind your name mean... In fact, it actually impresses people that you have taken the time to actively seek out more education to make yourself a better agent. My goal this year is the ABR...
- Remember that you are not a paperwork taxi cab: When I first started, I would drive 35 minutes to get a piece of paper signed... I do not do that anymore unless there is not another option. Your clients have to respect you too- I have never had a client (in the past 6 years) that was unable to find a Kinko's, UPS, FEDeX, Office Max, Office Depot, etc... or somewhere to use a fax machine- heck- Pizza Hut will most likely let you use theirs... Use your time wisely!
- If a client asks you to make an appointment when you already have something scheduled personal or work related and you can't or wont change your plans- learn to say that you already have an appointment at that time and try to find another time to accommodate the client. Never tell them you have something personal going on- they will understand if they think you are with another client and if they ask you to bump your other client ask them if they would mind if you bumped them every once in while if someone else were to ask. Say it kindly but get your point across.
- If you get a new client and they tell you that you are their 5th agent- think long and hard about working with them.
They may not be a serious buyer.
They may have unrealistic expectations.
They may just enjoy looking at other peoples homes for ideas for their own house.
Just rememebr that it is your time, gas money, ink, effort... Can your time be better spent with someone else that really has a goal to purchase a house.
- Set your perimeters as an agent; Meaning that if you make your phone calls during the 9-5 day most clients get the idea that that is the best time to get in touch with you. I know that our job requires a lot more than the 9-5 work day, but you are letting them know that those are the best times to reach you. If you are calling your clients after 5 or 6 then that gives the the OK to call you at all hours. I always take the time to explain that I do not answer my phone after 9:00pm. If it is urgent leave a message and I will call back as quickly as possible...
- Never deliver bad news at night!!! If there is anyway you can hold off until the morning your clients will love you for it... Bad news at night makes your clients very uneasy and they also will not be as rational in their thinking. When told in the morning, they are usually more alert and willing to work towards a solution rather than laying in bed all night thinking about the problem.
- Make Activerain part of your daily routine and get your points up there! I make sure that I log on daily- 100 points. Comment on ten blogs- 200 points. And if you have the time to write a blog- 200 points with the possibility of more depending on how many people comment on your blog. I cannot tell you how many clients I have picked up from activerain! I also get calls from other agents for referral purposes- so make sure your content is worth while! With these few little things you can gain 500 plus points daily!
- Always see the humor in things;) See below- this is real! My clients and I had a huge laugh!
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