Prep Beforehand
What does prepping look like? Most people think that prepping for their work means just showing up on time, showing the people the location, and things like that.
Real prep work is when you understand your client’s needs and what they’re looking for in a home so that way when you’re done showing the house, you have other options available for them that are clear and in alignment with what they’re looking for.
If you get a Realtor that has not prepped ahead of time then most likely, you will spend months just looking for the right home for you. I want a dedicated team, someone that is dedicated to making sure that they will look and find the right location for you, and if there isn’t a home available on the market yet that when there is, they bring it right to you immediately because he knows what you’re looking for.
Keep Organized
The last thing you want when you hire a Realtor is unorganized, doesn’t remember your name, doesn’t know the numbers and stats of the house, and is entirely unfit to be a Realtor.
Want someone that does not neglect their clients, someone that organizes their day, and someone that looks professional so that when you go to buy the house, you understand that you’re getting the best deal and you’re getting someone that gives the best representation.
The best way to stay organized is to keep all of the information together in a project management system. We can use something like Google drive, but we’ve often found that people who use something else along the lines of a sauna or click Up or Monday have more systems and processes in place that allow them to stay organized a bit efficiently.
Fortune is in the Follow-Up
What most people don’t understand is that the fortune is in the follow-up; this happens in every business that has to make sales.
Want to become a top performer in sales in this industry or any business? You need to focus primarily on the follow-up.
Rarely will you get people that automatically will purchase the house, get into closing and email the asking price above. Sometimes people are interested in homes, but they don’t know what to choose.
You must follow up with current prospects and make most of your time available for new ones.
I don’t want to stop there; we want to make sure that we maximize the lifetime value of that customer, and the way you do that is by keeping in contact with them for years.
Some people will forget, but once you sign the deal and someone becomes a homeowner, that is not the end of the relationship. Most of the time if they enjoyed being with you the entire time, they will refer people to you, and when it’s time to sell their home or go to a new home, they will reach back out to you.
