Stop scrambling around trying to figure out how to get your business back on track in this market. Two years ago, you didn't have to work so hard making your phone ring. You just had to put in long hours getting to everyone that needed you. Times have changed; the market has changed. You have to adapt to it. But, how? After all, you've gotten comfortable just answering your phone. Where do you start when you need to rebuild your business?
Here are a few tips on how to get focused and how to get that phone ringing again:
1) Analyze your database. Is everyone in it? Review it and make necessary changes to it. Don't forget the top 25 alliances that you do business with on a regular basis, like the owner of your favorite restaurant, your barber or stylist, your banker, your bank teller, your dry cleaner, etc. These people will promote you as foot soldiers. Make sure you include them and market to them!
2) Pick up the phone and call the people in your database. When times are overwhelmingly good, agents tend to put these relationships last. They are just too busy. It's time to rekindle this referral network.
3) Meet new people DAILY. But how? Practice the 3 foot rule. One of our agents is the master of this. Just this week, she met a man and asked him if he knew anyone who wanted to buy or sell a house, her usual question. "Why yes, I want to buy a house in Homewood. Oh, and I have 40 houses I need to sell. Can you help me with that?" he said. Gee, what do you think she said? You have to ask those around you and add people to your database everyday.
4) Market to these people constantly. If you don't have a marketing budget that allows you to keep contact by postcards, call them and visit them. This is your greatest tool!
By doing just this, you'll get immediate results in ANY market. So, don't be discouraged. Get yourself into an office that helps you put the right systems into your business so you can be the success you deserve to be. And, remember to stay POSITIVE. Don't buy into the negative talk about the market. Buyers and sellers need you more than ever right now. The best value and service will rise to the top and take over market share. If you're interested in becoming one of these agents, call me! I'm on a mission to see you get what you want at Keller Williams Realty - Birmingham-Vestavia. 205-397-6500
Sunday, April 27, 2008
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