My Top 10 Strategy Picks of Mary Lou's Team

Mary Lou and Chris Vondereau of Mary Lou's Team at RE/MAX Advantage in Birmingham, AL hosted our Top Producing panel today for our agents. Mary Lou has consistently run a highly productive business with RE/MAX for over 15 years. She and her son, Chris, have developed many systems for marketing, referrals, and customer service. With over 80% of their business coming from earned referrals, they have a thriving business with very low overhead. There was an abundance of great information shared, but these are my favorites of what they shared that you can implement into your business, too.

1) Hire a Coach. The team is a member of By Referral Only with Joe Stumpf.

2) Always think through every process from the client's point of view. Give them what they need and make it easy for them.

3) Say "thank you" a lot; especially if someone took the time to remember you and give your number to a friend. The team sends Starbucks or pizza coupons to say thanks for referrals.

4) Use a database management system to keep up with your clients and prospects systematically.

5) Get all of your client's personal information, including children's names and birthdays. Learn as much as you can about them so you can send personal gifts.

6) Build strong relationships with your clients by continually contacting them systematically throughout the year so you can do business with them for life.

7) Host a client party every year to thank clients and to purposely produce referrals.

8) Every January, send a copy of the settlement statement to your client that closed the previous year so he will have it for tax purposes. You may even send it to all principles of each closing you had.

9) Learn scripts and dialogues by practicing, practicing, practicing. Let your clients speak more than you. DO NOT DO ALL THE TALKING.

10) Use a pre-listing packet with a photo of the house for the CMA. Every time the phone rings for a listing appointment, it's "gold". It could be a $15,000 pay check. Wow them!!!!

I could share so much more because Mary Lou and Chris discussed many more techniques with us. But, I hope that you learned something from my list that you can implement into your business today that can make you even more successful.