Why Realtors Fail!

By
Real Estate Broker/Owner with Sellstate Advantage Realty

I seems like only yesterday that I arrived in Cape Coral, Florida and in reality it has been over 8 years! Wow, how time flys when you are having fun! Well, I was having fun,for five years and then the market changed and the fun disappeared, but it is coming back! And although things have changed, I have come to the realization that they remain the same! Let me explain what I mean!

When I arrived in Florida in 2000 I had no intentions of selling real estate! I was working for an investor and it was my job to identify and purchase real estate in Cape Coral, Florida that would appreciate in value! After a very short time my frustration level began to rise with the local Realtor community! If I called on 10 properties on average I would actually hear back from 1 or 2 agents! They would usually call back the next day or even 2 days later! When and if they did call back, they were usually not prepared to answer my questions!

I made a decision shortly after to change places and I got my license and I soon was closing 10 to 12 deals a month! Do you want to know what my secret was? I answered my phone and I returned all calls within 2 hours!! Imagine that, I did what I should have done and I became very successful and I owned my own office within 2 years!

Well for the last few years I would have given anything for the phone to ring! And now it is ringing again! Buyers are taking advantage of the unbelievable prices and they are buying! This passed weekend I had the privilege of speaking to at least a dozen prospective buyers and I was shocked at what I heard! Caller after caller told me of the frustration of calling one agent after another and not being able to speak to anyone. They had called and left messages both at the office and on voice mail and no return phone calls! Wow!

How do we expect to become successful and survive in our chosen career when we don't even do our job! When your phone rings- answer it! Yes I know it is inconvenient at times, but it is what we do! At least if you can not answer it now, call back within an hour or so! Make it a habit to change your voice mail message daily and let people know if you will not be available! If I am in a training seminar or a meeting I change my voice mail to say," This is Mike Kelly and I will be in a meeting this morning until 10AM and I will be returning all calls between 10 and 11! Please leave your name and number and I will return your call shortly!" Now my callers know when I will be calling back and they are no longer wondering if they will hear from me!

So in summary, answer your phone, return all calls promptly and you are on your way to being successful! And always,"Do what you say you are going to do, when you say you are going to do it!"

Mike Kelly, Broker/Owner, Sellstate Advantage Realty, Cape Coral, Florida 239-549-9200

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Rainmaker
115,244
Susan Hilton
CENTURY 21 Beal, Inc. - College Station, TX
Texas Aggie Real Estate, College Station Bryan Texas Real Estate

NO! Don't tell those agents to answer their phones.... We are doing great without them. You & I just keep on answering our phones.....

:)
Susan

Oct 06, 2008 10:50 AM #1
Rainmaker
130,249
Rich Ferretti
Rich Ferretti Real Estate - Charlotte, NC
ABR QSC Realtor/Broker, Charlotte NC Real Estate a

Thanks Mike

I can't tell you the amount of times agents don't answer their phones. I love the 2 hour time frame.

Thanks for sharing

Rich

Charlotte NC

Oct 06, 2008 10:51 AM #2
Rainer
53,181
Carey Pott
January Financial - Foothill Ranch, CA

It's amazing how irritating it can get to need something from someone who doesn't answer his or her phone. I'm glad to hear you're not one of those people!

Oct 06, 2008 10:57 AM #3
Rainmaker
449,858
Vickie McCartney
Maverick Realty - Owensboro, KY
Broker, Real Estate Agent Owensboro KY

Mike~ How can any agent survive if they don't answer their phone?  I just can't understand that or figure it out either!  I don't know about you, but I would just call someone else!  If I can't answer at the time they call, I always call them back quickly, if not then, I call back  within the hour!

Oct 06, 2008 10:57 AM #4
Rainer
6,576
Teri-Lyn Conrad
Agent Quest/ Royal LePage Wolstencroft Realty - Langley, BC

I hear ya!  So true.  Pathetic that it needs to be spelled out but it is shocking how many Realtors drop the ball!

Cheers!

Oct 06, 2008 11:04 AM #5
Rainer
62,465
Bart Whitmore
Keller Williams- Louisville - Louisville, KY
Real Estate Agent

I try to answer my phone as soon as it rings, about the only time I dont pick it up is if I am with a client right then---Bart

Oct 06, 2008 12:25 PM #6
Rainmaker
3,248,915
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Hi Mike

The real estate professional the go the extra mail in this market will not only survive but they will thrive.

Good luck and success

Lou Ludwig

Oct 09, 2008 03:20 PM #7
Rainmaker
246,839
Brien Berard
Remax Professionals Laurel MD - Laurel, MD
Maryland Real Estate Agents - Laurel Real Estate

Mike,

It is so simple, but it is true.  I am convinced, one of the biggest difference between people who stay in the business and people who fail is the simple fact of returning phone calls.  And yes, it is simple, but sometimes it feels so hard to do.   I still have to laugh, when I think of the times I get annoyed when my phone rings.  When the phone rings, it ususally is about another opportunity to make money. I try to remember that.  Thanks for posting this, I can never get enough of this simple lesson.

Oct 12, 2008 11:48 PM #8
Rainmaker
805,440
Norma J. Elkins
Elite Realty Group - Morristown, TN
Realtor - Elkins Home Selling Team

That is something that I need to work on -- I usually do answer unless I am with another client - thanks!

Oct 13, 2008 11:08 PM #9
Rainer
229,238
Ryan Shaughnessy
PREA Signature Realty - www.preasignaturerealty.com - Saint Louis, MO
Broker/Attorney - Your Lafayette Square Real Estate Partner

Absolutely - We handle inside developer sales.  However, I was working as a buyer's agent and placed 10-15 calls on Wednesday to set showings for the weekend.  These were showings that were either not on Supra or were by appointment only.  I was amazed at the lack of responsiveness. 2-3 days would have been nice.  The majority of the calls were without a single response.  What a disservice to the owners who listed their homes with those agents.

Oct 14, 2008 05:14 PM #10
Rainer
33,917
Alisha Harrison
John L. Scott, Belfair - Belfair, WA
Allyn, Belfair and Hood Canal real estate expert!

Congrats on your success. I have been following the Cape Coral market for quite some time. I'm glad the buyers are coming out again. Such a beautiful place!

Oct 21, 2008 11:05 AM #11
Rainmaker
183,995
Laura Gray
RE/MAX Realty Group - Gaithersburg, MD

Mike  -  Every agent should return any call that they receive these days. In our market the phone doesn't ring as much as the internet lead hits your e-mail. Keep busy with the buyers , and hopefully you can find a loan for them too !

Oct 21, 2008 11:22 AM #12
Rainmaker
53,098
Dawn Isenhower
Sibcy Cline Realtors - Milford, OH

I think that many agents are working other jobs now  and are unavailable.  If an agent does not answer the phone or return calls promptly, potential clients will be led to believe that the agent is out of business or is not a full-time, full-service Realtor. They will go somewhere else.

Oct 23, 2008 02:50 PM #13
Rainmaker
431,726
Frances C. Rokicki
Fran Rokicki Realty, LLC - Bolton, CT
Broker-Mentor,CRS

Mike, Brian Buffini has taught us to have two call back times during the day.  That way if they call in the afternoon, they won't have to wait until the next day. (in their mind, I know you would call them back in the evening)  You are correct, the market has changed.  We are back in a real real estate market where you do need to work for your compensation.  Sales skills and experience will get you through.  Have you ever read one of Zig Ziglar's books on sales techniques?  Really good ideas!

It's a Good Life!

Fran

Oct 25, 2008 09:34 AM #14
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