What New Steps Are You Taking?

Real Estate Broker/Owner with Fran Rokicki Realty, LLC

To finish off this year with a positive plan, what new steps are you taking?  If we all share our ideas and thoughts about this business and the current market, maybe, we can just win the quarter. 

Notes - Whether you belong to our Buffini Family or not, write those notes.  They are impactful and welcomed.  By your spouse, your children, your extended family, clients, your Coach and friends.

Calls - Do some of you remember, that back in the day, all photos of Realtors had them posing with a phone in their ear?  We laugh when we see those old photos, but, they told a true story.  You must call people.  Everyday!  Checking in, saying hello, what's new with you, how are the family, how are you doing, and many more questions can and should be asked.  Get to know your clients.  Call them!

Popbys - Most of us know what these are.  For those of you who do not, here is my best explanation as given by Brian Buffini, a small token of appreciation, a little gift, a little remembrance.  The point of the popby is to make you face to face with your client on a regular basis.  Once a month is preferred.  You can, also, stop by their homes or place of work, once a quarter.  Try it, you'll be amazed at the results. For ideas of these popbys, stop by our Buffini Group Blog here on the rain.  Lots of our members offer good tips and ideas that they know, work.

Community Events - Get yourself involved with your local community.  Be a volunteer!  Attend with your family.  If you don't have time to be part of the organization, then just attend their events.  Meet the people who live near you.  They may need a good Realtor and don't know where to find one.

Business to Business Lunches - Take one of your vendors to lunch.  Let them know that you refer your clients to them for business.  Tell them that you would appreciate it if they recommended you to their clients and friends, when they here of someone in need of a good Realtor.

Client Events - This is the most fun! Cost is FREE!  Find a business that will host a party, for your clients!  They appreciate the business and your clients will appreciate the information, tips and product that the business will offer them.  SAM's CLUB has done this for me.  One of my clients manages a local paint store and she hosts a painting/papering workshop for my clients.  The tips are welcomed and the clients will now do their business with this store.  You can ask an attorney, an accountant, a mechanic, a carpenter, etc., to join you in a gathering of your clients.  You can even use their facility.

Client Parties - Holidays are coming!  You can host a fall tea party, a football party, a get to know you party, Columbus Day Party, etc.  Christmas is always fun.  Have one of your clients be the Santa Claus!

Realtor Events - Try to get yourself to an event to motivate, encourage, stimulate, network, learn new systems and tools, for your business!  Check with your local associations, your local boards and get yourself going!

Get a Coach - Being accountable to someone, other than your family, your friends or your associates can make a big difference in your performance.  Set up your systems, your daily routines, setting goals at all levels and staying focused on your course will overcome any market.

Please add your ideas to the comment section, we can all use new and fresh ideas!  Let's all try to make this quarter the best of 2008!


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Sharing the good life,


Oh, By the Way...if you know of someone who could use my good services, please send me their contact information.  I will follow-up and take good care of them for you.  I am never to busy for you or your referrals!



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Keller Williams Realty - Austin, TX
Over 2,000 homes sold…..

My advice to every agent, even if they do not have any great systems in place, is to have all of their deals in front of them on one sheet and see where the deals came from.  Every year we tend to stray from the basics of working our database with all the new, great ideas being thrown at us each year.  Each year, I see the same number that 75% of our $51mm came from people we know.  17% came from phone calls or internet calls on our listings. That leaves 8% for marketing and other.  Beyond that look at your total database and see what percentage you got business from, directly or indirectly.  Then ask yourself, how can I improve that.

So if people do this, why do they not work their database everyday.  That always boggles my mind.  So when putting together your budget, does 75% of your marketing budget revolve around your database? Most, that number is about 25%.  Work smart, not just hard...

Sep 27, 2008 05:41 AM #1
Kelly Willey
Long and Foster BEL AIR MARYLAND - Bel Air, MD
Short Sale Agent - Harford County Maryland Real Estate

I am a new to Buffini and his teachings but am enjoying most of what he says...I'll check out the Buffini group here too!!!!

Kelly WIlley<><

Sep 27, 2008 05:48 AM #2
Norma J. Elkins
Elite Realty Group - Morristown, TN
Realtor - Elkins Home Selling Team

Great post -thank you for sharing -

Sep 27, 2008 05:52 AM #3
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Frances, I do just about all those things.  The one I have not tried are the Popbys, and I just can't seem to bring myself around to do the notes.

Sep 27, 2008 02:03 PM #4
Frances C. Rokicki
Fran Rokicki Realty, LLC - Bolton, CT

Tim, Well done!  I agree, most of my business, 92% comes from referrals.  80% of that is from my database.

Kelly, Welcome, we are thrilled to have you as part of our Buffini Family!

Norma, Hope it helps just a little!

George, Write a note to someone in your family, watch what amazing things happen:) How about to an agent who gave you a client, to say thanks?  To the client, for trusting you at your profession?  To Bill McCue for owning and operating a good mortgage company?  Just try it once, you'll love it!

Sep 28, 2008 01:13 AM #5
Charity Lane
O'Brien Realty - Prince Frederick, MD

Great tips, you always have such good ideas Fran.

Sep 28, 2008 11:02 AM #6
Frances C. Rokicki
Fran Rokicki Realty, LLC - Bolton, CT

Charity, It's all Buffini!  His systems get me successfully through the day, every day!  Thanks for stopping by:)

It's a Good Life!


Sep 29, 2008 04:19 AM #7
Kim Peasley-Parker
AgentOwned Realty, Heritage Group, Inc. - Sumter, SC

Great suggestions.  I started to write more handwritten notes this year and people really do remember them.

Sep 29, 2008 12:38 PM #8
Eleanor Thorne
Equity Resources - Cary, NC
Equity Resources 919-649-5058

I'm trying the 3-3-3-3 per day and it's daunting.  Three hand written notes, three PERSONAL / social emails, three calls to past clients or people you met at a Chamber meeting (for instance) and three presentations.  Thanks for the reinforcement!

Sep 29, 2008 09:16 PM #9
Frances C. Rokicki
Fran Rokicki Realty, LLC - Bolton, CT

Eleanor, Our Coach's are stepping it up.  Five a day for each of those in this market.  Seven popbys a week.  Some people are doing 20 a week.  It's a killer, but, it really does work!  Thanks for commenting:)

Sep 30, 2008 05:47 AM #10
Greg Gorman
John R Wood Properties - Naples, FL
Naples Florida Real Estate

Fantastic Post! Focus Focus Focus. Thanks for sharing.

Oct 15, 2008 04:56 AM #11
Richard R. Bell
Richard Bell - Windermere Peninsula Properties - Belfair, WA
Broker-Manager, Allyn - Belfair Washington State Realtor

Great Checklist. Thanks fo reminding everyone to always stay with basics and being involved in community etc.

Oct 15, 2008 06:42 AM #12
Frances C. Rokicki
Fran Rokicki Realty, LLC - Bolton, CT

Richard, All part of the Buffini community:)  I try to share with agents who haven't the access that I am fortunate to have found, almost seven years ago!

Oct 16, 2008 06:31 AM #13
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