Become a Top Producer in 2009 - Jumpstart Your Production today !
I have been hearing in our market and other blog entries on Active Rain that things are starting to slow down a little. I see it in our listings that showings are slow and I see it in our internet marketing that there are not as many buyers and sellers on our web sites. Sometimes I get worried when things slow down. But not any more - I look at it as opportunity. I remember when I first started in the business and speaking with a very wise Wells Fargo mortgage officer who advised me to take advantage of the down time by focusing on marketing, strategizing and planning your business.
So, if things are a little slow in your market do not wait for the phone to ring, but begin to take action ! Be proactive and plan for tomorrow's business today ! Below is a brief checklist of what we all can do.
1. Internet Marketing - how is your exposure on the internet ? Plan for starting and growing your own site - see The Somers Team .
2. Your Listings - are your listings getting enough exposure ? if not, get more acclaimated, with Craigslist, Backpage and Kijiji .
3. Blog, Blog, Blog - By blogging you will increase your exposure on the net and learn a lot about internet marketing and social media.
4. Social Media - take the time to look at Facebook, LinkedIn, Plaxo, and so forth. This is a good time to establish your presence and network at the same time.
5. Analyze Your Numbers - where did your settlements come from ? Floor ? SOI ? Referrals ? This is important to know so you know what to focus on.
6. Get Organized - clean out your desk and throw all the crap away. While you do it you may find some good leads to call ! (I need to follow my own advice on this one ! )
7. Client Database / SOI - update your database and set up a mailing system or a contact system to stay in touch with your clients !
8. Prospecting - Try the blocks of time strategy where at certain points of the day you will contact and call new leads, old leads or target a group (such as FSBOS, expireds and withdrawn listings). Yes, even the top producers prospect weekly !
9. Advertise - Do not be cheap, but be smart ! Get your name out there and promote yourself and your listings. There are countless ways (internet, print <yes a little print, the sellers still like it ! > , billboard, farming)
10. Target an Area - become an expert in specific neighborhoods. Blog about it. Utiliize localism. Mail out Just Listed, Just Sold cards for that area, mail letters. With this strategy, over the years Stephanie and I have dominated some neighborhoods.
11. Continuing Education - in slower times this is the best time to get classes out of the way so they do not interfere with production during busy times. Also, a nice way to expand one's knowledge or be able to market a certain designation for your area.
12. Rexamine and Readjust - Every quarter study what is working and what is not working and make adjustments.
With taking the time to implement even some of the above will be the first step to HAVING A BANNER YEAR no matter what the market does. We forget sometimes that no matter what is going on with the economy, people always have to sell homes for a variety of reasons and always want to purchase homes for a variety of reaons. This is the time to position yourself to be the industry leader. The agents that do this now will be the mega agents in the years to come !
What are you doing now to jumpstart your business tomorrow ?
Chris Somers is an award winning agent with RE/MAX Affiliates in Philadelphia. Every month in 2008, Chris has been recognized as a top producer in his region (all of Pennsylvania and Delaware).
The Somers Team - Philadelphia Real Estate
The Philadelphia Real Estate Blog
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All good stuff! I find most of these activities rather fun anyway...! Thanks for the "boost!"
I just signed up for Plaxo and I tried to find you to connect with you on Plaxo- are YOU on there? What about Linkedin? I couldn't find you on either- let me know if you can find me on either.... Vickie
All great reminders!
hey guys thanks for sharing. I do a lot that you suggest already, but you gave me some new ideas
Dave
Suzanne - that is the best part of the business - is that is a lot of fun ! We have fun blogging and marketing. We really enjoy meeting people and helping clients accompish goals.
Vickie - found you both on Plaxo and on LinkedIn and sent an invite. ~ Chris
Great advice.
Good stuff, never to early to start focusing on the New Year. Analyzing your numbers, source of leads, and sales should be done quarterly, if something isn't bringing home the bacon then time to get rid of it.
Brad, Dave and Robyn,
Is also a good reminder for ourselves - there are many things we all can do to improve our business. Is good to have the reminders to kick things into action.
Chris~ Thanks for finding me! I must not have typed in the "right" thing to find you! I will check my email now and accept your invites! Vickie
Missy - agreed ! We should all be looking at our numbers at least quarterly - it provides an opportunity to focus on what is working !
Vickie - You are welcome ! We are now connected on both Plaxo and LinkedIn. Both of these sites seem to be in a large growing phase ! Also, each of these sites provide for additional "google juice" for our individual sites and our blog.
Recruit should be near the top of that list if you're a broker. Our company is currently hiring realtors who are interested in telecommuting from at home or elsewhere. 2009 will be a very interesting year to say the least. Come March one will really be able to understand the current market and who will be left from the fallout.
Great reminders with a positive approach. Thanks!
Your suggestions are all valid, but it caused me to reflect on strategy before the internet - except for the names it was the same - it's called PLAN
Great advice, and approach. I loved the positivie nature of the post!
Castellum - that is an excellent point. Brokers and offices need to also jumpstart their success by growing their own office's website and aggressively prospect for quality agents.
Jan, Art, and Tony and Darcy - Planning is key, and I think it is critical to stay positive. The positivity creates energy which in turn helps one to be proactive. I think too many agents are reactive and look to blame - either blame the market, their own office, their broker...etc
hi guys, what a comprehensive & timely list, especially "no matter what is going on with the economy, people always have to sell homes for a variety of reasons and always want to purchase homes for a variety of reasons"...
Exactly, no matter how tough the market is, we all have to eat and we all need a home!
Marti - thanks for stopping by ! We appreciate that you like the list : ) . It is a fact that shelter will always have to be met so there will always be an inherent demand for housing. And then of course there is the investor market ! And houses will always be going on the market to be sold. At the end of the day, there is a buyer for every property as well - just depends on the price : )
All good reminders. All the best for the rest of the year and 2009. Take care.
Christopher and Stephanoe,
Never too early to begin...thanks for the direction...
Christopher and Stephanoe,
Never too early to begin...thanks for the direction...
Hi Chris & Stephanie,
Great advice, there will always be a need for housing! Congrats on the feature! :)
Bob & Carolin - Likewise to you as well ! Let's position ourselves and gain market share before the market turns around.
Dan - You are right. Why wait until tomorrow when we can be proactive today ?
Suzanne - thanks ! Yes, that is the beauty of our market is that there will always be a need and a demand for our services.
You are so right. Thank you for a great post.
This is great and gets people to think.
My Question for you is what are you doing to build your business from referrals of other business owners?
Also what do you do to ensure that your past clients desire and remember to be proactive in referring you?
Do you give back to the community through non for profit work or donations
Christopher and Stephanoe,
Never too early to begin looking ahead
Thanks for encouragement and tips
Thanks for bringing together a lot of the things we know we need to do, but just cant get around to. Definitely need to bring our A game for 2009 it is gonna be an interesting ride
Excellent, succinct points and I've made a copy for my reference. Thank you.
ALL good advice...I can't believe the difference in what I was closing a year ago versus today - but I have stuck with the basics with my assistant, who luckily can increase or decrease her hours based on what I need, and I am starting to see an increase in leads and business now...she just blogged along similar lines, Agents - how to get business in any economy...
Victor - thanks for stopping by ! You are welcome.
Edward - Good questions. I think the best way for referral business is to do EXCELLENT BUSINESS and PROVIDE Great service to your current clientele. From that one increases the chances for referral activity as no one is going to refer someone that they had an unpleasant experience. Secondly, developing a system to stay in touch... we try to send out a half dozen mailers a year - an item of value per se. As far as giving back, we try to attend our neighborhood association meetings as often as we can and make donations as well towards our community.
Michael - You are right ! It is never too early to be proactive.
James - It is good to have ones "A" game going at all times : ) , but especially for 2009 !
Richard - Glad the list is helpful as a reference !
Pamela - You are right. The basics are key. I just read her post and commented on it : ). Is a good one.
Thanks again. My challenge to you would be to get a bit deeper with the community and your clients through bringing your clients the services of others that provide great service to you. IE if your accountant is great then you should see if any of your clients could benefit from his or her services. To do this ask your clients if they have an Excellent tax accountant. If they say no then tell them that you believe they only deserve excellent service and ask them if it would be ok to have your accountant call them. Thanks ed
Thank you for the great advise. Staying positive and doing what works will bring us into the new year ready for any challenge.
Edward - Excellent suggestion and challenge. I like it and see your point. At the end of it all, there is a strong networking and referral base amongst professionals and consumers.
Deanne - You bet. I am pumped. The beauty about the realtor in this day and age is that one can do a lot of work and build a foundation on the internet, but then the key is to have the abiity to service the leads fast and the wherewithal to convert them to clients !
C & S - Great advice! Well said & I need to brush up on a few of these items. Great checklist. KM
Thanks Somers! I'm going to position myself to be a mega agent ... this was a great plan on how to do it!
I am going to start planning for 2009 by the end of this month. This is a very well written post. I need to do more of everything that is on this list.
Thanks for the inspiration and road map to success. Really good stuff and actions to live by.
Great ideas! I've never heard of Plaxo, so I'll check that one out! Thanks!
Kristin - Glad you liked the list and welcome back from Chicago !
Pippa - This is an excellent time to shine above the rest during the real estate market challenges per se. Glad you liked the plan as well : )
Lanre and Charles - That is great ! I feel honored that our post has provided some inspiration for you.
Great Advice in which I will follow most of it. I always find plenty to do in this business and I will keep a copy of this also.
Fantastic post! As a newer agent, this gave me some great ideas of things to work on this winter. Thanks for the suggestions!
Well thought out post. You could preface the post or wrap up the post with -DON'T BUY INTO ALL OF THE NEGATIVITY. Thanks for taking the time to write such a detailed and accurate post filled with good ideas.
Tim
Good Information! I'm starting to ramp up making contacts with my SOI trying to create referrals. The work being done now will fill my pipeline for the first quarter of 2009.
Great information...right now I'm focusing on organizing my life....it feels really good and as I'm doing it I'm putting together my plan and restructuring it...
I love planning and prefecting for the upcoming year. I am excited to see what happens in our local market next year.
This looks like a good time to getting a running start on the spring market. While many may be sitting back, it is time to get going. Good points.
Ahhh... Yes ... the basics ... who would have thought. Lol. J/k. =) ... Serious though... Great info and thanks for taking the time to blog it.
Aaron Majors
Thanks for all the Great information.. I have to take all this work on this....
Christopher ande Stephanie:
You know how I feel about this subject, You have added a few more ggod ideas to the check list.
There always room to improve and tune up.
Richard
I must agree.. this is a great time to start planning... Great tips here too.
Im glad that folks can use this list to help with their business. I will be going over it later in the week with some of my team members. Will also get back tomorrow to reply to some of the individual comments as well !
Chris & Steph... Another well deserved feature... You guys are on fire! Your content has been really outstanding lately and I'm taking notes.
Vickie, Kristin, Tim and David - Im glad the list will be benefiical. Block out the negativity and let's generate some leads !
Sonja - Congrats on the organizing ! That is a great first step !
Mindy and Joan - Planning will certainly be key to be one or two steps ahead for the next quarter or two !
Great post, too much information to absorb in one afternoon. I'll be checking back to this one.
This post was recently featured in RE/MAX Times online - see Philadelphia Real Estate Blog !!!