Among my clients right now I have the perfect cross-section of Real Estate Agents: a new agent who happens to be unorganized; a seasoned agent who is not disciplined with her schedule because of listings being so easy to get for much of her career; and a consistent top producing agent. I think all agents can identify with one of these "types" or maybe fall somewhere in between...
All 3 agents are doing well compared to where they were last year because they realize 2 things. The first thing is that they have to have a plan, and the second thing is they know where their own individual weaknesses lie. That is where I come in!
My Champion Chess Players Plan is for the consistent top producer.
This woman pays me on a regular basis to work her database. Her clients receive handwritten notes, anniversary and birthday cards and gifts, and frequent mailings containing "items of value." She herself creates and delivers pop bys. When she gets a new listing I design and implement all of the Internet marketing, and she uses her many years of Real Estate experience to work with the sellers about getting them home ready to show. She has delayed listings because the home was not ready to show the way she wanted it to. She gives very specific advice and has items the sellers can borrow to display in their home.
My Team Plan is for the Agent who needs more Discipline and Organization.
This agent know what she does best - personal visits, pop bys, meetings, phone calls. She also knows her weaknesses: allowing constant interruptions, both personal and business related, and she does not stick to a daily schedule or routine of any kind. One day she's writing personal notes in the morning and checking her email, and then she may do none of that for 2 or 3 days! I meet with her once every 2 weeks and insist the cell phone is turned off. We look at her email, her website, her listings, and map out a 2 week plan. I do the Internet marketing of her listings and I check her email daily. I notify her when something needs her attention immediately. I implement her keep in touch by mail plans. I design pop bys for her. I give her a list of names and addresses to keep in her car, along with the gifts, and throughout the 2 weeks she gets them delivered.
My Construction Plan is for the New Agent.
She initially gave me every bit of contact information she had, some of it scribbled on restaurant napkins. We created a database in a fairly inexpensive system that she and I can both have access to. She is great with phone calls and personal emails, so she can easily access her information to call, email, or drop a line to someone. What I do for her is implement Home Anniversary, Birthday, and Holiday mail plans. I also do her Internet marketing and have advised her about where to do this marketing. What is free, what is not, my experience as to which sites are worthwhile to use, etc. She is not good at keeping things organized but she's great with people - never forgets a name or face or detail. When she meets someone new or visits with someone she already knows, she will call or email me with all the details of the encounter. I get this information stored in her database and schedule appropriate follow up.
Wherever you may fall within these three types of styles, you have to PICK A PLAN, DO IT, OR GET HELP TO DO IT. Business isn't looking for us anymore, we have to look for it. The Agent with a plan WHO STICKS TO IT improves their odds of getting business, simple as that. You all know that already. What you may not realize is that it is vital to take a day - quiet, uninterrupted- to focus on choosing that plan and being honest with yourself. What will you do? You know in your heart where you need to improve. If certain things just don't come naturally to you, don't beat yourself up over it. Pay someone to do that which you can't or won't, and you'll be paid back by the time you gain to do the particular things that you're better at.
I happen to be an experienced Virtual Assistant, but there are many avenues from which you can choose. You can hire an in-house part-time assistant, a Virtual Assistant, or a friend or relative who you know is good at the things you need done. If you know where your business plan is lacking you can train someone to do those things for you. If you're confused about where to concentrate, then hire a coach or assistant. Can't afford it? Hire someone experienced for a day! Get a plan designed specifically for you and your unique situation, then find ways to implement it: yourself, a fancy expensive assistant, your teenager (they're great with the technical stuff), or someone somewhere in between!
Pick a budget, and make the first expense getting your plan designed. Then allocate your budget in whatever way you can that gets the job done!
It is not easy for anyone right now, but I am personally seeing many agents "weather the storm"...I'd like you all to be one of them!
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