There is THREE basic things you need to focus on to become successfulin your career as a Real Estate Sales Person.
List a saleable home
Sell it
Tell THE WORLD
Sounds simple, but it isn't. The key word in point 1. is SALEABLE, that means you know the market and you have developed the sales skills to convince the seller of the right price that will cause the home to sell. There is no self life in having an unsaleable listing. It is expensive and exhausting, you can do all the flayers, prospecting, ads, Internet marketing, etc. but if a home is overpriced it will not sale...period. You must know the market and have the data to back up what you are saying. You have to know how to present it to the seller in a logical manor, and have the statistical data to prove what the right price is.
If you have done step 1. correctly, step 2. will occur in any market, an up market, a down market, a normal 
market. If a home is price correctly it will sell.
Step 3 is were most agents really fall off the track, they work hard to get a listing, get it sold and closed and stop there. That is not the way to build a business, that's when you work begins. Following is a short list of things you need to do once the property is sold.
- Place a sold rider with your name and phone number on the home
- Call at least 200 homes in the area were you sold the home
- Knock on 40 doors, 10 on each side of the home you just sold and 20 across the street
- If you do want to send out sold card, make them different (this is the least effective, you must talk to people, not just mail things out. If you do mail a sold card, then of course still do the first three in addition.
The script works every time, and you can down load the Just Sold Script at www.mikeferry.com. Don't change it (I did for years before I "saw the light" and just used the script verbatim, it has worked for thousands of top producing agents for 32 years all over the US and Canada. Agents coached by Mike Ferry average 75 homes sold per year. While the national and Texas average is only 2-3 homes sold per year per Realtor.
The Just Sold Script:
- Hi this is Liz with Liz Carter & Team Realty, I'm very excited to tell you I just sold your neighbors home, Mr. and Mrs. Jones.
- Normally when I sell a home a couple more homes come on the market right away, so I was wondering, when do you fokes plan on moving?
- Never...Never, really well where did your fokes happen to move from?
- Denver, that's exciting, how did you happen to pick this area?
- Schools...Schools, great, well if you were to move, where would you move next?
- Well we were thinking about Windsor Park Estate...Windsor Park Estates, gosh that's a great area, and by the way when do you see yourself moving?
- Maybe when schools out...When schools out, thats great, did you want to be sold by then or start selling now?
- Well we would really like to be there at the end of the school year so the kids can get adjusted...That's terrific, did you realize that in todays market it could take 4-6 months to get a home sold?
- No we had no ideal...No ideal, really, well what would be the best time to meet with you and your husband, so I can show you how I can help you get what you want in the time you want, won't that be great? Is today at 3 good for you or would tomorrow at 4 be better?
Of course now you are simply closing and setting the appointment. You will want to get a pre-listing package to them before you meet with them and of course always call back to confirm the appointment and pre-qualify them. There is more to the script, and also there is the pre-qualifying script you can download on the Mike Ferry web site. This is what agents do who want to succeed at a high level, don't sit around and wait for someone to call you, get on the phone and go find the people who need YOU to help them buy and sell Real Estate!
Trust me, this works I have used this and all the other scripts for 16 years, and I have averaged selling 200 homes a year for 10 years in a row. I'll be glad to answer any questions you might have, just let me know.
Make 08 your best year ever, and try these three basic things to increase your production dramatically.
I very seldom send out a sold card, I normally just call, however there is a subdivision that is in the $500,000-$1,000,000+ range I am breaking into so above is an example of the sold card I sent to that area. I have just sold two homes in Lakes of Buckingham and really like the area, so my goal of course is to be the Realtor they remember and will call when they get ready to sell or buy another home in the Katy, or Houston, Texas area. Since this area is four times the average sales price in Katy, TexasI included a pocket calendar that I had mailed to all my past clients along with the sold card. I mail something to my past clients four times a year, and call them often, plus I do a monthly newsletter to my past clients. 85% of my business is generated for past clients or past client referrals. That's another thing...remember to stay in touch with your past clients.
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not an easy task sometime. Liz
you deserve a gold star. I sent your answer to you via e-mail, so hope it helps. Remember the tonality, especially on the phone, down to rate of speech, pitch, etc. In person the mirroring and matching is so important also. I strongly encourage you go get to a productivity school ASAP, if not there is a CD you can listen to until you can get to one. Keep me posted, and I am looking forward to hearing your first success story. Just remember it takes time, and you learn by "repetitious boredom". Don't let anything take you off your morning prospecting schedule, and be on th phone or door from 8:30-11:30 and then more in the afternoon if you have no appointment. Good Job, Liz
. Benn there...done that, fortunately most of the time...I did pick up the phone. Good Luck, Liz
Liz,
Thanks for the great tips for all of us realtors. Thank you for your knowledge gained from your experience