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Posts from the ‘The Morning Meeting’ Category

6
Nov

Mission Possible. The Ultimate 12 Week RE Sales Contest. Task 8 is Building Your Team

We are on the home stretch now in our 12 week sales contest and its amazing to see how the points are adding up. From a quick glance its clear who is ‘in it to win it’, who is just way to busy to play, who isn’t playing or doesn’t care. Not only has it been a challenge for some, it has been a remarkable learning experience for me as well.
So, this weeks task is all about building your team. It’s a list of professionals you can call up at any time to help you get a house ready for market, help with the closing or simply recommend to your clients. It’s funny, as Realtors we are as closely tied to the housing industry as Home Depot so it’s no wonder that people rely on us for recommendations. A big Rolodex of professionals is key to the success of our business but building that list can take a lot of time if you are doing it by yourself. So the next best thing is to ask the people you work with. Sure you may have had a great experience with a lawyer that you worked with but now you need a roofer or a HVAC guy. What do you do? Ask around. At our company there are lots of opportunities to find skilled professionals. You can ask around the office, page out a request or leave a question on our internal Facebook page. Either way, you will get a name or two.
In our meeting, I wanted to find out just how many people had trade or professional connections so I asked the group to take out their phones and shout out a few names they would recommend. We wrote down the trade and then linked it to the agent. We shared the list in the minutes of our meeting and then posted it on our Facebook page for all to see. While you would be hard pressed to make it out, here is just a part of what we came up with.
small team

If you are a manager looking for a series of meetings, feel free to borrow any number of these ideas anytime. If you are an agent playing along, I hope that it’s helping you get more business and be more professional.

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

8
Oct

Mission Possible. The Ultimate 12 Week RE Sales Contest. Task 5. Know Your Competition.

When all is said and done, there are only a few simple truths about real estate….First, it’s a numbers game. The more people you know and the more often you contact them, the likelier you are to get their business and make some money along the way. We like to call it prospecting. The second truth is that in order to prove your worth, you need to know everything about real estate, and you have to be able to answer questions quickly and accurately. That knowledge starts with big picture information about interest rate trends and market conditions, and filters down to new neighbourhood statistics, then to the most minuscule information about home improvements and how to maximize your return on a bathroom renovation.
But there is another truth about real estate that applies particularly to our market. If you are going to win an offer presentation, you need to gain any advantage you can find. One of the best and easiest ways to do that is to have a solid relationship with the agents in your market. In many ways this is a hard concept to wrap our heads around but hear me out on this one. Many years ago, before MLS, there were only a few hundred people practicing real estate. Agents survived on relationships. They would trade “pocket listings” like baseball cards. If an agent didn’t like you, he kept his cards close to his chest and didn’t share. If his relationship with you was great, you’d be the first person he called when he got a new listing. Sure this may not translate as well when you have 40,000+ agents in our city and an active MLS system but the reality is that, for the most part, our trading areas are relatively small. After a few months in the business you start to recognize the same players over and over again. It is important to nurture these relationships as best you can because you will be doing business with them at some point and if you are good to them, they will be good to you. I’m not suggesting they would break their fiduciary responsibilities, but being on good terms with your opponent will go along way.
So this week’s task is to go out and build relationships with agents in your farm area and it is especially important to agents who are new to the business. Why? Because, they will put you in the loop. Consider that the work you do over the next 7 weeks will help you gain access to an exclusive club. I equate it to the crossing paths with another runner and getting that quick little wave or a simple nod of the head that says “Hey good to see you out. Isn’t this awesome?” That, in itself, will help you more than you will know.

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

7
Oct

Mission Possible. The Ultimate 12 Week RE Sales Contest. Task 4. Make the Connection Memorable.

Our weekly meetings are attracting more and more agents and even a few others, from other offices are playing along. The goal, from the beginning, was to get the agents engaged and to help them build their business by establishing a routine. The tasks have been fairly simple and easy to accomplish if you put a tiny bit of effort into it.
Task 1 was about showing up. In Task 2 I asked you to click your way into people’s lives and in Task 3 encouraged you to get outside. All pretty easy tasks.
Today’s task is one of the few that will cost you a few bucks but, dollar for dollar, has the biggest success rate and shows your friends and clients that you really do care about them. It’s simple and effective and you can do it while watching TV. I’m talking about writing a simple hand written note. So you might say to yourself that you have nothing to write about….well I thought of that too. Here are some ideas. letter writing
The reality of today is that we are not used to receiving hand written notes anymore. Email, texting and instant messaging and tweets have made communicating a little impersonal. Think back to the last time you received something in the mail that WASN’T a bill. It is fair to say that we have lost sight of some very powerful tools, namely, paper and ink.
So, this task is perfect for making the connection memorable. There are lots of places to buy a pack of cards so set yourself a goal of 3-5 cards a day. You will be thankful that you did.

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

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