If I were a manager, or a seller or buyer, and I wanted to find a value-added agent, here’s what I would look for:

1. Has a database, populates it

This agent is committed long-term. He uses a contact management program to manage ‘leads’, so none are lost. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take. This means the agent is committed to forming long-term professional relationships over time. Has a rapid-response method to deal with Internet inquiries and other inquiries via e-mail. Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100% to sell my home.

2. Invests in the technology and follow-up pros have

This agent makes every decision based on his vision of his career at least 3 to 5 years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area me defines as his ‘target area’. That way, he’ll get known, and can build on his reputation. The value-added agent has the ‘guts’ to turn down business!  Because he cares more about the well-being of the client than getting one grimy commission check, he learns to ‘tell the truth attractively’, and works harder to retain the client than to make one commission.

3. Works for referrals, not just sales

Learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list his home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller will be not well served by pricing higher. And he has the intestinal fortitude to walk away (but doesn’t have to many times because he creates a stellar reputation amongst his clientele).

4. Keeps the buyers and sellers’ best interests in mind

Makes every decision to grow trust, not to make a fast buck. For example, the agent sits down with a prospective couple, and, finding out they can’t purchase right away, creates a plan with them to save for their down payment. Then, she keeps in touch over a period of months, offering helpful information and market updates.

In other words, this agent practices seller or buyer agency representation, not ‘agent agency’!

Put Yourself to the Test

How many of these points can you claim as your action? What do you want to work on to become a true ‘value-added’ agent?

Social Networking has Taken the Place of Databases, Carla–You old Fuddy-Duddy…..

I know. You just love social networking. You could spend hours on it (in fact, you do). You go to all those classes on social networking, and, by golly, you know more about it than your manager. Don’t get too cocky yet. There are two problems you’re creating for yourself by relying on social networking:

1. You are probably spending too much time at your computer and not enough time neeting real people and forming relationships. Remember, buying a home is not like buying a set of knives. You’ll have to work hard to establish a trusting relationship. Most of us aren’t good enough at writing to do that without finally meeting someone.

2. You are not gathering your future goldmine–your database full of people who are going to love you and what you do.

Who do you ‘Own’?

Here’s the problem with relying on the social networking sites to keep track of your potential clients. You don’t own them. The social networking site could go out of business. It could start charging you. It could sell your contacts.  That’s why you need to ‘own’ those contacts in your own database. Now, you can create a marketing plan. You can communicate with those people on a schedule.

Start and Populate your Database Intensely

You’re a newer agent. You want to make money fast. You want to establish a solid long-term career. Become a ‘database freak’ so that you can remember all those wonderful people you met. Lead generation is the most important part of the sales business. Doing a lot of it assures high income. That means tracking all those people you meet. It takes more than one communication to create a loyal client.

New Agent Key to Success: Right Priorities

Those of you who have used Up and Running in 30 Days to start your careers know that I have worked hard to prioritize your business for you so that you are successful quickly, and gain business management habits for life. I’ve prioritized types of business, best sources of leads, and all the activities you’ll do to get started quickly. I want you to prioritize your technology activities, too. Remember, you’re a salesperson.

Become that database freak and see your business develop quickly.