By Frank Serio, CRS
The genesis of the course “Zero to 60 Home Sales a Year (and Beyond)” came several years ago. Some agents who were new to the real estate business wanted to know what they could do to make an impact on their business in a relatively short time frame. So we began to speak with agents who had success in the early stages of their career and adapted their methods to share with others.
Of course, “Zero to 60” is just a metaphor used to show that if you do the right things in a purposeful way, you can secure a great deal of business. Oddly enough, while the course was being written, a well-seasoned agent said that they were stuck at $18 million in volume for the past several years and were wondering if the course would be good for them as well. So we added “and Beyond” to include agents at every stage of their careers.
Whether you are looking to grow your business or just starting out, this one-day course can teach you new marketing methods and how to bring in a continuous flow of business.
Leveraging your database
Real estate becomes a lot easier when you focus on tasks relevant to your consumer. If you have a database of people who know, like and trust you, you are ahead of the vast majority of agents. It’s an established rule that about 10%–12% of consumers move every year. If you consider that there are two sides to each transaction, that means as many as 20% of the people you know are potentially going to buy or sell a home. The key is staying in front of them as their REALTOR®. If you have a database of 300 people, you could turn that into 60 transactions in a year from them alone.
You should also work to create a continuous stream of referrals from your sphere of influence. Becoming hyper local is a good first step. Position yourself as the REALTOR® of choice in your area by showing that you know your community better than anyone else.
Get involved with a charity that means something to you and the people you know. People will support those who have a shared passion for a particular cause; you will form a bond that other agents will not be able to break.
Focus on your lead generation every day. Be visible on social media, and make calls to those in your sphere with information that will be relevant to them. This really isn’t a difficult business if you focus your efforts on those who know you.
Making good use of basic business tactics
Here are a few of the things we ask course participants, so they can get themselves in the right zone for business improvement:
- Are you running your business like a business?
- Do you have a written business plan and goals?
- What does your online presence look like? One way to get started is to create a free Google Business Profile page. Personalize your profile with photos, offers, social media posts and more. Have a statement about who you are, what you do and how people can find you. Turn people who find you on Google into new customers with a free Business Profile for your storefront or service area.
- Is your marketing strategy something that you would respond to? Would these messages turn you into a customer for life? Look at all of your marketing objectively. In other words, be relevant.
After attending this informative and engaging class, you’ll walk away with the knowledge and tools you need to immediately execute an action plan to maximize your profits.
The next “Zero to 60” course is scheduled for Aug. 17, and is hosted by James Nellis, CRS.
Photo: iStock.com/erhui1979
