Here’s the easiest, least expensive, and effective thing you can do to get business.
Having hired and trained probably hundreds of new agents, I know the myriad of questions they have. So, here’s the simplest, yet most effective thing you can do to get business (and your manager can do it, too!)
Here’s the answer to the question, “What is the one thing I should do to get business?” Yes, people are always asking me that. I think it’s because I’ve written two resources for would-be and new agents: What They Don’t Teach You in Pre-License School and Up and Running in 30 Days . By the way, Up and Running was just published in its 5th edition!
Now, we know that becoming a skilled real estate agent isn’t just one answer. But, there is one thing new agents can do that requires
No skill
No experience
No money
Little time
And, this one thing will make you stand out from the crowd better than any other one thing you could do! What is it? Simply:
Write a thank you note (a real hard copy note, not an email)
Why?
Because manners and ‘thank yous’ have gotten increasingly uncommon! You will stand out simply because you’ve taken the time, thought about that person, and cared enough to write—and put that stamp on it.
Write More Than One Note
I’m not going to tell you to write a certain number of notes per day. Instead, you can set your standard (that means the minimum you’ll do).
What to Say
Thank you. Thinking about you. I appreciate you. I used your advice. Here’s something for you that would be helpful. I found the information you wanted.
Note to managers: This is also one of the strongest motivational tools you’ll ever have–writing notes to your agents with encouragement, thanks, etc. Do you do enough of it? Set your own goals now.
Big important sales principle:
Contacting people is simply finding an excuse to write, pick up the phone, or go see. Retaining salespeople is similar!
My challenge: How creative can you get?
You are more creative than they think they are. Just sit down and think hard about 5 people you’ve started to work with, but need to contact now. What about them fits into any scenario for you to write that note, pick up the phone, or go see?
You are now using ‘advanced’ sales techniques, and they already know how to do all of this.
Sales meeting tip: One of the managers I know actually has agents write these notes during a sales meeting, and brainstorms the reasons one could write a note.
Proof is in the Pudding
My first year in real estate, I sold 40 homes. Also, I sent more things in the mail than any other of the 30 agents in my office. Why? Because I wanted to create a ‘critical mass’ of people who thought I was wonderful. Yes, an agent can also do this with social media. But, you want to stand out. And, you will stand out much more if you write to one person than to many. After all, you are working with that one person who will pay you thousands of dollars. He/she is worth that special, individual effort! That’s the one thing your agents should do to get business.
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