Last month I attended a local Association of Realtors meeting, where the speaker (yes, I was checking out the competition - and no, I won't tell his name), asked a question that all good trainers ask:
"What business are you in?"
After 15 years in the real estate industry, I am still surprised by the answers I hear.
Average Agent Responses:
"I am in the business of selling homes."
"I am in the business of making dreams come true."
"I am in the real estate business."
Those answers are fine - except for one they thing. They are all wrong.
Real estate agents are in the marketing business. Marketing is what generates leads. Without leads, you sell no homes, make no dreams come true (especially your own), and you're soon out of business.
That is why all Top Agents will tell you they "are in the lead generation business."
Why is this so important?
Simple. According to the National Association of Realtor's 2008 Profile of Buyers and Sellers, buyers that purchased real estate with the assistance of an agent use the first agent they have an appointment with 67% of the time, and 85% only interview 2 agents before choosing one.
Put simply: get the lead before another agent, covert the lead to an appointment, and you have a 67% chance of selling a home. (Just make sure you ask for the agreement!)
Those are pretty good odds.
So if you are not reaching your goals as a real estate agent - answer these three questions:
What are you doing to generate qualified leads everyday?
Do you consistently spend 3-4 hours a day marketing and prospecting?
Do you have systems and technologies in place to help you do this?
If you answer no to any of three - you have just identified the biggest thing that is wrong with your business and can now fix it. see here Real estate agent
Address:-Realtor/Agent Tom Gilliam-RE/MAX Classic
29630 Orchard Lake Rd
Farmington Hills, MI 48334
"What business are you in?"
After 15 years in the real estate industry, I am still surprised by the answers I hear.
Average Agent Responses:
"I am in the business of selling homes."
"I am in the business of making dreams come true."
"I am in the real estate business."
Those answers are fine - except for one they thing. They are all wrong.
Real estate agents are in the marketing business. Marketing is what generates leads. Without leads, you sell no homes, make no dreams come true (especially your own), and you're soon out of business.
That is why all Top Agents will tell you they "are in the lead generation business."
Why is this so important?
Simple. According to the National Association of Realtor's 2008 Profile of Buyers and Sellers, buyers that purchased real estate with the assistance of an agent use the first agent they have an appointment with 67% of the time, and 85% only interview 2 agents before choosing one.
Put simply: get the lead before another agent, covert the lead to an appointment, and you have a 67% chance of selling a home. (Just make sure you ask for the agreement!)
Those are pretty good odds.
So if you are not reaching your goals as a real estate agent - answer these three questions:
What are you doing to generate qualified leads everyday?
Do you consistently spend 3-4 hours a day marketing and prospecting?
Do you have systems and technologies in place to help you do this?
If you answer no to any of three - you have just identified the biggest thing that is wrong with your business and can now fix it. see here Real estate agent
Address:-Realtor/Agent Tom Gilliam-RE/MAX Classic
29630 Orchard Lake Rd
Farmington Hills, MI 48334
No comments:
Post a Comment