Small business is poised to generate many new jobs in 2018. And that means more real estate sales. Every year I see success when I work with small businesses through the Just Add One Program in Westchester County New York in 2018.
Can you as a Realtor or real estate agent benefit from the things we teach small business. Yes, you certainly can.
While I don’t want to oversimplify I believe that small business owners can leverage success by following the suggestions in the three following steps.
Step 1 – Think Strategically then follow through.
When you think strategically you work ON your business rather than IN your business. You are future focused. You decide where you want to take your business now and in the future whether it is in 5 years, 10 years, 15 years or more. Once you have determined this you will do as Barbara Todaro does and market like you mean it.
You have financial controls with budgets for marketing, sales expenses, car expenses, and fixed expenses.. You change these as needs require.
Your team members do the right things and do things right. You remain nimble and flexible as business changes and you cross train and develop your staff to do different jobs.
You have clear and sensible processes throughout your entire business operation. Members of your team are empowered to make commitments to most of your customers without your intervention.
Step 2 – Creating Loyal Customers and Generating Referrals
While sales and profits are measurements of success they are trailing indicators. An important leading indicator is customer loyalty—that is the emotional attachment your customers have with you and your organization.
Satisfaction and loyalty are not the same. Satisfaction is a measurement of, “I expected it and I got it; therefore, I’m satisfied.” If this were translated into a grading system, satisfaction could easily translate into a grade of “C” on any report card.
The desired score is obviously an “A” and A’s always equate to loyal customers. A’s imply that customers got more than they expected, and their expectations were exceeded in some way. Based on what is truly important to customers, they received more value from you than from your competitors. The best way to create perceived value in the eyes of your customer is to always exceed their expectations. Under promise and over deliver.
Step 3 – Getting the Right Team and Keeping Them Engaged
I know that some in commissioned sales blow this off. They think that sales people are independent it is just about money. I am sure you know that negative people can drag down team performance. However a positive and engaged group will propel eveyone individually and collectively to new heights.
Your leadership is the key to creating an attractive team culture. First, hire the person who shares your organization’s values. Then you can teach the operations of the job, but you cannot teach values.
• Simply, it means that they are motivated to achieve and have the feeling that they are contributing to a winning team. An engaged team member trust leadership, understands the mission, is encouraged to innovate to be his or her very best. The member is encouraged to do his or her best and is recognized for the contribution. When this happens, you have the highest level of customer loyalty, and agent retention.
• Agents will leave leadership as much as for more attractive financials. While there are many complex issues facing your business, if you focus on these three areas you will have a greater chance of success.
See a similar post on our web site titled THREE STEPS TO TURN YOUR BUSINESS INTO A LARGE SUCCESS IN 2018.
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