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Do you ever feel like you’re in a professional rut? You’re doing fine. You get listings, you have buyers that you’re working with, and you know that you’ll have closings. But does it seem like you could be doing more?
Does it seem like with the connections that you have, with the networks that you keep, and with your list of past clients, that you should have…more?
Or, with all of the buyer and seller inquiries coming into your brokerage, it sure seems like you’d have more business. More buyers, more sellers, more successful closings.
If that’s what you’re feeling, then you’re probably right.
Feeling Stuck? Breaking Through Your Real Estate Income Ceiling
At Green Light Real Estate, we completely understand. In addition to understanding, and simply feeling that frustration, we have designed and implemented programs that have proven successful in helping agents to break through. The first module that all of our agents goes through, whether they’re brand new to the business, or whether we’re “promoting” them from another brokerage is a comprehensive set of steps to improve your business just from the people that already know you, like you, and trust you.
We spend hours helping you to develop your sphere, using many strategies to make sure that when you get the word out about what a great Realtor you are, you’re communicating with the right people, and that you’re using the most effective messaging.
From Contacts to Closings: Why an Organized Database is Your Biggest Asset
Most of the time when people become agents at Green Light Real Estate, even those transferring from other brokerages, their contact list is either completely non-existent, it’s in their phone contacts, or maybe actually in a spreadsheet. Being honest, that’s a bad way to run a business that’s based on personal connections.
It sounds easy, but the best thing that successful real estate agents do is they grow the list of people that they can communicate with, and then they communicate with them. Realtors already know that. But they just don’t do it.
So, go back to that original question. Do you feel like you could be doing better? If you had support and techniques for growing your database, and then professional systems, created and actuated by a marketing department to help you grow and stay in touch with your contacts, would you be able to have more buyers and sellers call you instead of someone else? Of course!
The Secret to More Business: Leveraging Your Existing Network
Different sources have different ratios. I’ve heard anything from 1 person out of every 10 in a Realtor’s database will become a client in any given year, to 1 person out of every 50. We know that people move, on average, every 7-10 years. Who do those people use as their Realtor? Someone they know, like, and trust, as long as they also believe that person is a good real estate agent.
Sometimes Realtors have false confidence, and they think that simply knowing someone is enough for that person to choose them when it’s time to buy or sell.
What are you doing to make sure that when those people choose to work with you, and not the other Realtors that they know? How will you be in the top one or two places when they start looking for a Realtor? Because if you’re the third person they think of, the odds of them reaching out to you are very slim.
Mastering the 'What, How, and Do' of Real Estate Sphere Engagement
You’ve got to know what to do to keep in touch with your people. Most Realtors are good at that. We know we need to keep in touch with people. The next part is a little harder. You’ve got to know how to keep in touch with your people. “Facebook” isn’t an answer to that. The hardest part, the part that trips up most agents no matter how clear they are about the type of career that they want, is to actually do it. You have to actually stay in touch with the people in your database in a way that provides value, shows your expertise, and makes them want to work with you.
What. How. And then Do. We have developed business development systems within Green Light Real Estate that allow our agents, whether they’re new to the field, or new to our brokerage, that make it clear and straightforward to know What and How, and then we even take care of a lot of the Do.
Routinely, when agents join Green Light Real Estate, they get more business from their own networks than they ever had before in their careers. We have a solid system for getting agents started, and also for taking established agents and boosting their production.
Depending on where you are in your real estate career, your business mix will be different. Newer agents, and those who don’t have enough ecstatic past clients in their databases will likely be more reliant on company provided leads than sphere, or network-based leads. As you move through your career, and especially if you’re already an established Realtor, your business will come more and more from your sphere.
That’s IF you grow and nurture it. If you’re an agent who’s a little haphazard in contacting your database through phone, text, email, social media, direct mail, and more then you’re missing opportunities If you’re an agent who doesn’t have or use a system for growing your database, (let alone reaching out) then you’re missing opportunities.
Do you feel like you should have more business? People like you. Buyers and sellers like working with you. Why aren’t you getting more people reaching out to you and asking if you can help them buy a home? Why aren’t you getting text messages from the people in your network, to talk about doing a valuation and listing their home for sale?
It might be because you’re soooo close to maximizing your sphere, but it’s just not happening. Most people know what they need to do, but it’s the actual doing that is difficult.
Green Light Real Estate: Systems for Consistent Sphere Growth and Production Boost
Which, again, is why at Green Light Real Estate we have systems in place to help all of our agents grow and nurture their databases, always adding value, delivering content that people want to get, and in every format, channel, and platform. When Green Light Real Estate agents follow the steps, take advantage of the opportunities that are available, and commit to doing the work, they succeed. That means more buyer contracts, more listing contracts, more sales, and most importantly, more satisfied customers.
Remember, if you’re not staying in touch with and adding value to your sphere, someone else is.
Real estate is a business where it’s easy to do…ok. And it’s really only a little bit harder to do very well.
Contact Careers@GreenLight-RealEstate for a confidential conversation. Maybe you just want a second opinion of your current business mix. Maybe you feel like you’re close to doing really well, but just aren’t quite sure what you need to do consistently to lift your career. We’re always happy to help, talk, answer questions, or provide advice.
It’s part of how we do business–always striving to be the most loved and most professional real estate brokerage in Vermont.