What's the focus of your business?

Real Estate Agent with Crye-Leike Realtors

We all get in a groove from time to time, and I think it's important for us to realize some truths about our business in those instances.

First a foremost, I believe that when we are really doing well we need to realize that it is a blessing.  We can't dismiss that as sales people a lot of our transactions are nothing short of a miracle.  It is business that is trusted to us by referral, or simply tripping over someone who has a real estate need in the line at Wal-Mart.  It's what you do with the contact that turns it into a transaction and seperates the professionals from the wanna-be's.

The first and most important step is to get the appointment!  So many of us simply talk to someone, realize they have a need, try to fill that need over a single conversation, and then wait to get a call back.  This is real estate suicide and not at all what the client even wants.  They want and need a process.  Schedule the appointment at the end of every conversation.  What's the next step in helping them create their real estate goals?  That next step needs to be scheduled before the end of every meeting.  Even if it's, "I'll call you on this day at this time" that is better than nothing.  Leaving your client without knowing what's next will kill your business.

With that said, you need a date book or electronic calander that you keep track of religiously.  This can even help you with your taxes later, and I even know an agent that was audited by the IRS that was required to provide a calander to show their activity!  

I hope this helps someone keep on track.  Be blessed and have a great day!


Comments (5)

Judith Abbott
Coldwell Banker Residential - Dallas, TX

"Schedule an appointment at the end of every conversation..."  That may be the Quote de Jour.  Like every other basic tool, that statement is both simple and brilliant, simple to the point of being easy to over look.  Thanks!  I wonder just how much money that one bit of advice is going to make me in the next 18-24 months...

Jun 29, 2011 03:03 AM
Alex Gurchin
Keller Williams LIfestyles Realty - London, ON

We are in the Lead Generation business. Without leads, there can not be appointments, contracts signed, closings or even referrals. Great article, Jason. 

Jun 29, 2011 03:07 AM
Jason Smith
Crye-Leike Realtors - Fayetteville, AR

Thanks so much for your comments guys! 

Jun 29, 2011 10:10 AM
Navona Hart
Century 21 Realty @ Home - Farmville, VA
Selling the Best Properties in Central Virginia

My life is a huge blessing, one on top of another.  Agreed!

Jun 29, 2011 02:54 PM
Jason Smith
Crye-Leike Realtors - Fayetteville, AR

Great to touch base back with you, Navona!  I've been blessed with a lot of business and haven't had a lot of time on AR lately.  Hope all is well for you and yours!

Jun 30, 2011 02:47 PM