Change Your Thinking | Stop Focusing On Money | Think "Good Business"

By
Services for Real Estate Pros with RE/MAX Executive Realty 104763
https://activerain.com/droplet/5mcB

 

I’m a firm believer that there is more than one way to do “good business.”  What is “good business?” It’s taking advantage of opportunities that others will never secure because of their unwillingness to let go of “old thinking.” 

 

 

What is “old thinking?” It’s walking on the same walkway that every other agent walks today. It’s making decisions that are typical of every other agent. It’s comparable to “pissing up a rope.” Did I really say that?? Oh, my! Read this quickly! They may take it down!

 

Real estate agents have always been labeled with the tag of being focused on commission.  That’s very shortsighted. We’re all in this to make money, but I like making decisions that result in a significant amount of money with plenty of inventory for the future.

 

I’ve had significant experience with witnessing other agents in action. From their results, I made a decision on how I would secure MY business with builders. There were both small and massive production type builders. I worked both identically.

 

The small builders provided me with immediate inventory; while the big builders filled my future with hundreds of single family and condo listings. I was very spoiled with density concepts.

 

None of that could ever be accomplished without exercising “good business” decisions. Greed was a word that never entered my mind. Grabbing that commission dollar was never in my focus. Inventory was my only vision. Subdivisions filled with future single family homes on lots.  I would envision the plan of each tract of land and estimate the number of lots after deducting a percentage for roads, conservation land and other buffers. Those were the thoughts that kept me on track.

 

To find land I used a variety of postcards to land owners consistently. The key phrase on the very simple message was “no commission charged.” My phone rang, and it never stopped.

 

Not every parcel was desirable, but some were prime!!  That one statement with three simple words, “no commission charged,” resulted in 40 subdivisions over a 20+ year period. I had a steady flow of business with no team.

 

 

Teams were not popular during those years. Another plan needed to be put in place. I wanted to spend my weekends on Cape Cod, and I did. 

 

 

I gave away the resales that were lived in by those who bought new homes. There was no referral fee to me. In return, I wanted coverage on weekends with open house events. Worked like a charm!!!  I fed them, and they were my assistants!!  No GREED!!! No Referral Fees to ME!!  Just Good Business.

 

I stopped beating the pavement at 59, and just provided marketing for my team, and now it’s my daughter’s team. I often think about shutting it all down and becoming a MA Licensed Trainer at the YMCA and work directly with weight loss patients at the local hospital. 73 is not an ideal age to take on that challenge, but I DO think about it!!

 

 

I hope this rambling sparks a new way of thinking for those who want to improve and increase their business with new homes. Discuss the program with a builder; if there’s interest, have him/her sign an agreement that you will have the listing of the new home, if you waive your land fee. Then prepare a postcard and search for “land” owners with public record that MLS provides or a database from your local town/city hall.

 

You could also buy a database from Accudata for "land" in a town. I think the cost is $200 no matter what the count may be. Start mailing to as many at a time as you are financially able. Your phone will ring…. And don’t think about money….think about the future deals.

Posted by

       

Barbara Todaro

Marketing Agent for The Todaro Team

308 W. Central St...suite E

Franklin, MA 02038

508-918-9148

Exclusive Marketing Agent for The Todaro Team

 

             Copyright © 2009 - 2020 Barbara Todaro

                               All Rights Reserved



 

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Rainmaker
4,680,544
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Barbara,

A wise strategy and one that you have proven works for you.  I look forward to hearing what you unearth in the process.  Focusing on the commission/money only can make you miss so many opportunites!  A

Feb 06, 2020 07:51 AM #1
Rainmaker
3,312,196
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Thinking out of the box, that is what you do Barbara and your team.  Keep it up!

Feb 06, 2020 08:04 AM #2
Rainmaker
3,270,784
Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400
The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803 - Plainview, NY
Long Island Home and Condo Specialists

Barbara, You certainly know how to take advantage of opportunities that no one else would even think about. Very creative marketing!

Feb 06, 2020 08:20 AM #3
Rainmaker
1,317,814
Sheri Sperry - MCNE®
Coldwell Banker Residential Brokerage - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Hi Barbara Todaro - Nice discussion!  I always look at developing long term relationships. The commission is the last sheet I calculate and submit when finishing my side of the paperwork.

Clients sense salespeople who are thinking all about how much money they will make. So "Good Business" is always the right thing to do. 

Feb 06, 2020 10:15 AM #4
Rainmaker
2,653,588
Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

I love your title line on this post, Barbara.  It's true if you focus on good business practices, the money will come.

Feb 06, 2020 12:59 PM #5
Rainmaker
2,653,588
Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

CONGRATULATIONS Barbara, on having this blog FEATURED in the Old Farts Club group!  

Feb 06, 2020 01:00 PM #6
Rainmaker
3,065,549
James Dray
Fathom Realty - Bentonville, AR
Exceptional Agents, Outstanding Results

Morning Barbara.

You can bet I'll be talking about this at our next training session.  Good stuff, thanks  

Feb 07, 2020 01:57 AM #7
Rainmaker
5,219,699
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

Myrl Jeffcoat it's only common sense...."good business" comes when you think about the most sensable way to do that business....

and thanks so much for the feature in the Old Farts Club group....

Feb 07, 2020 02:22 AM #8
Rainmaker
5,219,699
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

James Dray if one of your agents has the ability to step away from the "norm," your entire office will feel it.... the inventory will be there.... your office will be at the top of the charts... and the agent who has those builders attached at the hip will lead the way...... 

Feb 07, 2020 02:25 AM #9
Rainmaker
2,743,897
Brian England
Arizona Focus Realty - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

I am always of the opinion that doing the right thing will always lead to the best results!

Feb 07, 2020 06:08 AM #10
Ambassador
4,049,474
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

BarbaraT- see the BOX...you think outside it!!! Good for you!!!! You are constantly learning and growing, and teaching Us!!!

Feb 07, 2020 05:13 PM #11
Ambassador
3,157,256
Paul S. Henderson, REALTOR®, CRS
Fathom Realty Washington - Tacoma, WA
South Puget Sound Washington Agent/Broker!

The commission has always been a bonus for me even though it is my bread and butter... 

Happy Saturday Barbara Todaro 

Feb 08, 2020 07:16 AM #12
Rainmaker
5,219,699
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

Brian England I handled my business with three rules..... common sense, the Golden Rule and NEVER FIGHTING OVER MONEY I HAVEN'T EARNED YET....

Feb 08, 2020 03:35 PM #13
Rainmaker
5,219,699
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

commissions are not my bonue...they are my income....and I earn them before I count on them.... Paul S. Henderson, REALTOR®, CRS 

Feb 08, 2020 03:36 PM #14
Rainmaker
5,219,699
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

Kathy Streib no other agents, other than Tammy and Andy, follow suit with the details of this post.... that's how they sell land.... no other agents in the area do that.... they'd make more money if they would....

Feb 08, 2020 03:39 PM #15
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Rainmaker
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