Real estate sales are a “people contact” business and traditionally-successful agents understand this. New agents are instructed to get out of the office and meet people. For most agents, having their rears tied to their desk chairs is not a recipe for success. There can be exceptions to this rule however.
Floor time. An agent who understands that they are more than an information provider for customers can do very well sitting in the office and taking floor shifts. The goal of everyone who agrees to take a floor shift is to obtain the name, phone number, email address and specifics from the customer on what they are interested in buying, or selling. Too often agents do all the giving on the phone, with no taking. If you want an opportunity to obtain a customer while sitting in the office, practice, practice and practice your telephone skills.
Broker referrals. Your Broker, throughout the course of the day/week/month, will receive referrals from Realtors outside your market area. Each office may have guidelines for how these are distributed and criteria for who receives these referrals but nothing should stop you from asking. Once a day as you swing past your Broker’s office to say good morning or goodbye, you should follow up with “oh, by the way, do you have any referrals?” Your Broker will appreciate your focus and drive which will increase your chances of receiving a referral lead.
Other agents. A) The facts are that some agents will not reach the success level necessary to stay in the real estate sales field. These same agents will, however, come across someone who wants to buy and/or sell real estate and when they think of whom they should refer this person to, make sure they think of you. By simply being kind and helpful to newer agents you will make a business friend for life. B) Top producers need help. Ask them if you can be that help. Open houses, buyer leads, listings that are outside of the top producers market area can often be obtained from a top producer if you would simply ask them to remember you if they need assistance. The Top Producer ought to pay the agent a referral for the assistance, thus increasing your income
Affiliates. Lenders, title representatives, closing agents, home inspectors, home warranty specialists, surveyors, appraisers, builders, lawn companies, stagers and more all visit real estate offices on a regular basis seeking business or promoting a new product. Get to know them, use their services when possible but above all else, let them know you would appreciate any and all referrals they may send your way.
There you have it. 4 simple suggestions that when used daily will increase your chances of being to sell real estate while sitting in your office. If you don’t already, give them a try.