Thursday, May 1, 2008
I`ve been avoiding a recruiter for a several months. They refuse to take no for an answer.
They were hired to locate a "Closer" who can turn around an established Real Estate Office in Orlando.
They apparently, like the way we conduct ourself when doing Real Estate and the job of "CLOSING"....
I like to use the:AIDA METHOD in closing.
For those who have never heard of AIDA,here it is:
AIDA is an acronym used in marketing that describes a common list of events that are very often undergone when a person is selling a product or service:
A - Attention (Awareness): attract the attention of the customer.
I - Interest: raise customer interest by demonstrating features, advantages, and benefits.
D - Desire: convince customers that they want and desire the product or service and that it will satisfy their needs.
A - Action: lead customers towards taking action and/or purchasing.
They continue to call me asking me to speak with the Broker/Owner. Truthfully, I`m busy and relocating to Orlando isn`t an option .
I`ve explained all this,yet they continue with a barrage of calls.
Yesterday, the Broker/Owner called offering a package in his words "I couldn't`t refuse".
I`ve done our due diligence on this particular company.Eventually, they want to franchise.
They have 5 locations and somewhere north of 1200 Active Agents. There lies the problem.
The offices seem to lose more transactions then they win. Overall, the agents don`t seem to know "How to Close".
Whether, they`re not paying attention, following -up or just plain offering ridiculous offers, there is a deep problem,in which the Owner is willing to compensate me dearly!
In order to run a successful office, there has to be at least "A CLOSER", one who knows how to deal with agents,buyer`s,sellers,lenders,title companies and attorney's in order to insure the transactions make it to the closing table.
It`s impossible to have 1200 and a low closing ratio, something is very wrong.
I spoke to the Broker/Owner for 15 minutes and could tell by their voice how serious they were in hiring me.
It`s impossible to count how many transactions I`ve assisted our agents,i only look at the overall numbers,which is what differentiates our office remaining prosperous or closed.
Some of our agents take it for granted what I do! Others appreciate it greatly.
It took me years to hone in on our negotiating skills, it didn`t happen overnight!
Back to the Broker/Owner. He was fascinated on our actual closing ratio.
He wanted me to visit and spend a few days consulting his managers.
I may have found a new career. Who knows!
Every Real Estate Office needs at least 1 Closer to assist other Agents!
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Sounds like you have it all under control. Have you ever considered relocating to Texas?