Sales meetings and caravans should be part of a real estate agent’s schedule

Attending weekly office sales meetings and office caravan is
extremely important and needs to be a part of every agent’s weekly 
schedule.  However, as long as there have been sales meetings and 
caravan there have been agents who feel that attending these office 
activities are a complete waste of time.  It is not unusual for 
recruiters to use, as part of their recruitment pitch, the fact that 
their office does have or require caravan and sales meeting attendance.

That is a shame.

Sales meetings offer agents an opportunity to discuss office and company
policy changes and issues.  Information is provided about market
conditions and tips to be successful in any real estate market.  Good 
managers will try and keep the meetings positive, fun and informative.  It is no coincidence
that you will usually find the top sales producing associates of any given
office in attendance at the sales meeting on a weekly basis.  The
tips, insights and observations an agent can pick up from a sales 
meeting are not only beneficial, it can add dollars in your bank account.

Caravan has long been a tool used in part to secure listings and keep
everyone familiar with office inventory.  The constructive feedback from
your fellow associates can be useful when discussing pricing and
marketing with your sellers.   Many agents who regularly attend 
caravan feel that it is a great time to pick the brains of their 
fellow agents for marketing or prospecting gems.

I would encourage every agent to attend and become actively involved 
with your office sales meeting and caravan.  Make an effort to add to 
the conversation or topic being presented.  Provide your manager with 
suggestions or training ideas that you would like to see in upcoming 
meetings.  The more you contribute to your office meeting, the more 
you will take away, and that will help you reach the sales success you 

Make sure to stay in contact with your sellers

An all to frequent complaint of home sellers is their real estate agent took the listing, placed a sign in their yard and then was never heard from again.

Communication is an important ingredient of making sure a home sells within a reasonable time period and for a fair price. There are several reasons an agent would need to contact and communicate with their seller weekly.

A weekly call to the seller if just to say hello can be reassuring to a homeowner especially in today’s market, knowing the you still have them and their home in mind will help ease the stress associated with such a huge undertaking.

Within the first 1-3 weeks you will want to let the seller know what advertisement and marketing has been started. A seller needs to feel comfortable that your marketing plan is getting into full swing in order to attract a buyer.

Feedback from past viewings of the seller’s home is critical and should be immediately delivered to any homeowner serious about selling their home.

  • What did the potential buyer and/or visiting agents think were the good points of the home?
  • What were the bad points?
  • What did the potential buyer and real estate agent think of the price?
  • Why did the potential buyer not make an offer on the home?

As the listing agent you will want to discuss all feedback, good and bad, with the seller to make sure the seller is aware of how their home is viewed as to pricing and condition by potential buyers.

Open and constant communication between a real estate agent and their customer should be a given.  Developing a plan that keeps open communication between your seller and you will lead to your success.

Real estate floor time questions

If you are an agent who takes advantage of the floor time available in your real estate office you will find that your success rate will be increased by the questions you ask of the customer who calls or walks in more so that the questions you answer for them.  Unsuccessful floor time agents spend the most of their time on floor playing operator or information giver and never ask a single question in return.  The questions you would want to ask of anyone inquiring about real estate would include:

  • Do you have a home to sell?
  • May I ask for your name? your phone number? Your email address?
  • Would you like to speak with one of our lenders to discuss mortgage programs available for you?
  • Can we meet this evening?  This weekend?
  • When do you plan to move?
  • When do you plan to buy?
  • What is it about the home you called in on that you most like?
  • When can we get together to discuss your real estate needs

Successful agents will look for every opportunity to engage the customer, asking for the appointment and trying to meet with them whenever possible.

Three traits of a successful real estate agent

1. They listen.  They listen to their buyers, they listen to their 
sellers, and they listen to their coaches and mentors.  Successful 
real estate agents understand that the ability to listen is a key to 

2. Successful agents ask for the deal.  With their direct mail, 
listing flyers, websites, business cards, emails, promotional pieces, 
and in their day-to-day conversations with friends and strangers they 
ask for the deal.

3. They run a business.  Successful agents operate with a written 
business plan.  They have planned what they are going to do daily and 
they stick to it.  Successful agents budget not only their time but 
also their money and can account for where both are spent during the 
course of the year.  They consider wasting time and money as not 
operating their business wisely and put into place steps that prevent 
them from doing either.

How do I know that these are three steps of successful agents?  I see 
agents with these traits succeeding daily in my office and am 
confident that successful agents throughout the country possess these 
same traits.  Your future success depends on your ability to add these 
traits to the manner in which you operate your real estate business.

Are you a real estate agent who farms a neighborhood? How is your crop?

Lots of real estate agents will tell you that they farm specific neighborhoods or sub-divisions in their market areas.  Very few are successful at it.

 A real estate agent who truly understands what is involved with farming understands the work and effort to farm a neighborhood effectively.  To realize a bumper crop of new customers, farming needs to include more than just the occasional planting of seed with bulk mail.  To determine if you are really farming an area effectively, ask yourself the following questions:

  • Would the majority of the people who live in your farm recognize you if they saw you on the street?
  • How many active listings are in your farm area right now?  How many are pending?  How many sold this year?
  • How many of these are your listings or sales?
  • What is the average sales price of a home in your farm area? 
  • When is the last time you called or contacted the people in your farm letting them know what home values are doing in their neighborhood?
  • Who just moved into the area? 
  • Who moved out of the area?
  • When was the last time you attended a homeowner’s association meeting?
  • How many open houses have you held in your farm area during the past 6 months?
  • How many garage sales or rummage sales have been held in your farm area over the past 6 months and who held them?

The process of farming is a tough job but when done correctly the rewards are abundant!  If you are going to take the time to farm and area then you should commit to doing the very best job possible.  Your goal is to be the name everyone in your farm area thinks of when they are ready to buy or sell a home.

photo credit by erjkprunczyk

Help I have fallen and I can’t get my real estate sales up!

The economic events over the past several years have taken their toll on real estate agents throughout the country.  Agents who once enjoyed successful sales careers only a few short years ago are now finding sales hard to come by or the market has swept them out of the real 
estate business.  If you are an agent whose business has fallen and you 
cannot get it moving in the right direction you should try the following.

1. Listen to someone else, preferably your Broker or an agent who continues to be successful.  It is possible that due to your previous sales success in years gone by, you started sub-consciously blocking out good suggestions, advice and direction.  Be proactive and ask for help from a peer or mentor.  Listen to what they say and quickly implement it into your business.

2. Have someone hold you accountable.  Now more than ever you should consider hiring a real estate coach or ask your Broker to take an active role in holding you accountable.  The bottom line is that in order to succeed in today’s market it is going to require consistency 
and dogged determination and attention to detail.  Without someone we trust holding us 
accountable it could be easy to miss a few details or skip a few steps, which will slow down your turn around.

Don’t wait, take these two steps immediately.  This market is here to stay and each of us need  help  to get our career moving staying in the right direction.

Photo credit by Bibi

In today’s real estate market, more is more.

One of the keys to not only surviving but enjoying the success other real estate agents are missing is to understand that now more than ever before, more is more.

Those agents who have an ability to generate leads and lots of them, are not fairing as badly as their counterparts in the business.  The ability to consistently generate leads is a skill set most sales people never learn.   So what is their secret?  These top producing real estate agents understand that to have more leads they need to do more lead generating activities.

  • More open houses
  • More center of influence contacts
  • More calling of expired and FSBO
  • More price reductions
  • More internet marketing
  • More door knocking
  • More money making prospecting and marketing efforts, period

The agents who are making the sales today understand that in this real estate market they need to have lots of irons in the fire.  “Being there” is more important than ever before.   Open houses may not always produce contacts and leads but NOT holding a home open guarantees that you will never pick up a buyer or seller lead.  This same principle applies to each and every marketing/prospecting avenue available to real estate agents.

Do what it takes to generate leads and you will excel, even when others fail.

The 3 most important steps of prospecting for real estate business

You cannot have a successful real estate career unless you learn how to prospect  and become efficient at prospecting.  When followed consistently, the following 3 steps will help you grow your real estate business.

  1. Find people.  Real estate is a people contact business.  You must find ways to meet people if you intend to be successful.  You can choose to knock on doors, hold open houses, join clubs and organizations, socialize online or real time.  The more people you meet increases the opportunities to successfully prospect.
  2. Engage those you meet.  One of the biggest mistake real estate agents make is not taking the time to build relationships.  Take the time to find common interests with those you meet.  People love to deal with those they trust and know.  Get to know them.  Be sincere.  Ask questions, be interested in them.  Taking the time to get to know the people you meet could result in a new friend or a chance to learn something new long before you ever help them buy or sell a home or property.
  3. After you have built your relationship don’t be afraid to talk about your business and career.  Of course you should not dominate the conversation with talk of business.  However, well timed reminders that you are a real estate professional and can help them or anyone they know buy or sell a home will be appreciated to those who know you and who do have a need for real estate help.

In summary remember that in order to enjoy a successful real estate business you need to meet people, get to know the people you meet and then ask those people for business.  Developing solid prospecting efforts now will equal sales in the future.

Wearing a name badge can increase your real estate sales

Most agents who have been in this business for any length of time will tell you that they have picked up buyers and sellers simply because the agent was wearing a name badge when out in public.  The perspective customer noticed the logo of a real estate company and since they were been looking/thinking/wondering about buying or selling a home, the agent ended up meeting a  new client.

There are some agents, however, that do not believe that the wearing of a name badge is fitting of our profession.  They are quick to direct you to the fact that we are professionals and well, other professionals such as doctors and lawyers do not wear name badges, so we shouldn’t either.

That seem to be a valid reason, we do want to put on the best professional image we can, right?  If the professional doctor or lawyer believes wearing a name badge is “unprofessional”, who are we not to follow suit.


We-e-e-l-l-l-l-l-l, there is a bit of a difference between a doctor/lawyer and a real estate professional.  What is the difference?  WE ARE SALES PEOPLE!  They are not.  At the end of the day, we get paid for selling a product, the product being the home or property. 

Sure we provide consultation services, we act as a trusted advisor, yes, we provide information that allows the customer to make their own informed decision but when all is said and done they pay us because of a house or property we sell.

If you need help in seeing the value of wearing a name badge you might want to think of them in this regard.  Think of your name tag as nothing more than running adwords online.  The customer comes across your site (in this case, you in the flesh) and catches a glimpse of your adword (the badge), if  they are in the market they may do the real-time version of clicking on the ad which is approaching you and engaging you in a conversation.  Isn’t that what we want them to do?

Your name tag acts like an adword.  Wearing it when out an about on errands or shopping will put you in front of eyes that might never have met you otherwise.  If it results in one more deal a year, wasn’t it worth wearing?  Slap it on and wear it proudly.  If you are too embarrassed to wear a name badge you are probably in the wrong profession.

Learn how to say no to a listing!

If you are new you may not believe this but there will come a time in your career when you say no to a home seller. Even though you will hear that you must “list to last”, successful real estate agents learn that you do not have to “list everything to last”. You must learn to say no and walk away from listing opportunities and you must learn to identify those listings that you should walk away from.

Unreasonable sellers

The first step of deciding to walk away from a listing opportunity is to recognize when you have an unreasonable seller. If the seller is being unreasonable on pricing, or the seller has a strict guideline of when the home to be shown or they expect you to market their home how they want and not how you know works, all of these are qualities of an unreasonable seller and are sufficient reasons to say no to the listing.

Uncooperative seller

This seller will seem to be disinterested in the entire listing and sales process. It may be that they are selling a home because of a distressed financial situation. They may be unwilling to leave utilities on for the convenience of buyers to not only view, but also inspect the home. These sellers will be unresponsive to your requests for documents that their lender needs to consider a short sale. Keeping the home cleaned and ready to show, making minor repairs are not high on the seller’s priority list.

When you are faced with these types of sellers you will want to turn down the listing. You should be honest and genuine with the seller letting them know that your decision to decline the listing is in everyone’s best interest. Saying no keeps you freed up to handle money making opportunities and not bogged down with unrealistic demands from an owner of a house with no chance of selling.

Photo credit

Orlando & Kissimmee