It’s a numbers game
“Real estate is a numbers game but don’t ever let your customers feel like a number. Even if you close over 100 transactions a year, you still want them to know you’re a professional who did a good job for them.”
— Jon Singleton, Watson Realty
Keep learning
“Don’t be too proud to get back in training or explore the options for your career.”
— Sheron D. Willson, Prudential Network Realty
Old friends can help
“Never give up marketing to your past acquaintances.”
— Amanda Dandy, Prudential Network Realty
Know YOUR market statistics
“Know your target market statistics and stay informed on what’s going on in the area.”
— Lori Stephens, Watson Realty
Remember, it’s a business
‘“Review your activities with an accountability coach. This is a business, so run it as a business with regular review.”
— Sheron D. Willson, Prudential Network Realty
Teamwork
“Respect other agents.”
— Diana Howard, Watson Realty
Do it, dammit!
“Complete the least pleasant tasks first.”
— Amanda Dandy, Prudential Network Realty
Catch up on forgotten things
“Call your past customers, read those real estate books. Do something for someone else.”
— David Wakefield, CTX Mortgage Company
Do the follow-up
“Agents that want to stay ahead in the business should definitely be making sure they do the follow-up with the contracts written on any property be it a sale or a listing. Agents must be careful and watch the timelines and keep their sellers and buyers abreast of what is going on throughout the whole process. This provides buyers and sellers with confidence that they have chosen the right person for the job.”
— Lisa Smejkel, Watson Realty
Make a reason
“I always leave something out of my presentation so I have a reason to call them back.”
— Bob Toback, Toll Brothers
Use outsiders
“Hire help for things that don’t get you in front of customers — marketing, flyer delivery, making keys or whatever.”
— Jon Singleton, Watson Realty
Keep past customers informed
“I am trying to stay in touch with some of my past customers and keep them informed of the new businesses that are opening in and around Palencia.”
— Pud English, Palencia
No news is still worth a call
“I call all my sellers, no matter what, even if we haven’t had any showings. Sometimes it is a hard call to make but they appreciate it in the end.”
— Beth Ruggeri, Ruggeri Realty
Knowing brighter days ahead
“I’ve been through four downturns during my career. This too shall pass. It’s important that we focus on our responsibility. Everyday you begin with a plan. Act as if this is going to be a successful day.”
— Naomi Lumley, Palencia
Don’t fool them
“I always tell a buyer that I do not know the answer when I don’t and I never guess.”
— Bob Toback, Toll Brothers
Go beyond
“The most important question you can ask is ‘What else can I do for you?”
— David Wakefield, CTX Mortgage
Set the scene
“I use a Real Estate Stager– me. When I take a listing, I ensure the seller will assist in decluttering furniture and trinkets. Then I “set the stage” by making the outside entry inviting, setting the dining table and moving furniture to fit the flow of the house.”
— Maureen Dunn, Re Dunn Rooms
Believe in the product
“You have to believe in your heart that you have the best product out there. Once YOU are sold, the customer will feel your enthusiasm and your sales should follow.”
— Anita McCreary, Providence Homes
Ask others about yourself
“If your customer is impressed, they will refer you to others and your career will grow. Always re-evaluate and ask for feedback.”
— Gwen Treston, Watson Realty
Every client is special
“Treat every client as if it were your first and your last.”
— Tina Belazeros, Delta Title and Escrow
Three good books to read:
“Good to Great” by Jim Collins.
“It’s Not About the Horse.” by Wyatt Webb.
“You 2: A High Velocity Formula for Multiplying Your Personal Effectiveness in Quantum Leaps” by Price Pritchett.
— Sandi Wagner, Watson Realty
One at a time
“A real estate business has to be built one transaction at a time with a firm foundation of service. The goal is over time to create a sustaining business of recommendations and referrals from past clients and others who assist in the transaction.”
— Selby Kaiser, The Legends of Real Estate
Have fun, too
“Treat others the way you want to be treated. Work hard. Be prepared for the ups and downs. Invest in your business. Have fun.”
— Randy Martin, Watson Realty
Be convenient
“It’s important to be available when the customer is, including after 5 p.m. and on weekends. So take your days off during the week.”
— William A. Collins, Start Packin’ Realty
Watch the dollars
“Especially when starting out and your income stream is uncertain, be careful about how much you spend on advertising and lead-generation methods that don’t have a proven track record. The promises of great results don’t always turn into reality.”
— Mark Good, Davidson Realty
Keep prospecting
“Learn the basics of prospecting and never give up practicing those basics even when the market is good.”
— Amanda Dandy, Prudential Network Realty
Don’t interrupt
“I always listen to the buyer and let them finish without interrupting.”
— Bob Toback, Toll Brothers
It’s not for fun
“Make sure the sellers and buyers know that this is a full time job for you. Too many agents forget this and then the sellers or buyers may go to a discount broker who is doing this part time and then they get part time service.”
-Lisa Smejkel, Watson Realty
Stay balanced
“Your success depends on a balanced life which includes, friends, family, relationships/marriage, professional growth (education), business development (a firm business plan), health, recreation, spiritual, social, community and financial. Use your calendar as a bible and structure each day to include time for all of the above.”
— Amanda Dandy, Prudential Network Realty
Consistency, courtesy
“Be consistent and be courteous. Consistency provides security and courtesy builds rapport.”
— Chris Tolusic, Weichert Realtors 1st Coast
Hatch a nest egg
“Put 10 percent of every sale in a savings bank you can’t see (like Ing.com) so that it is there when you need it. It is difficult to sell yourself positively when you are desperate. People can sense it. This is a roller coaster way to make a living, so plan so you can enjoy the ride.”
— Joan Reynolds, Realty Executives of Jacksonville
Financial discipline
“My suggestion is to set up a corporation and a business checking account and remember your commission checks belong to your company. Pay yourself a salary. It doesn’t have to be much, but getting in the habit of paying yourself and sticking to that discipline will assure you have plenty of money to run your business.”
-Lori Stephens, Watson Realty
Appreciate your clients
“Never underestimate the power of client appreciation both before and after the sale, but especially after the sale.”
— Ann Dunsford, Exit Realty Experts, St. Augustine
Keep reading
“Have an inquiring mind. The more you know about issues in your market area, the better you’re going to serve your customers.”
— Clare Berry, Berry & Co. Real Estate
Stay organized
“Have a system. I believe being organized and having a system that runs smoothly is essential in any business and especially real estate. Our company provides tried and true systems that help get your business started as a one person operation to developing it into a real estate team.”
— Marianne Brown, Keller Williams Realty, Atlantic Partners
Call back
The Realtors who are successful are the ones who return phone calls and stay in close contact with their customers.”
— Carolyn Minor, Homes and Land of Northeast Florida
Basic thoughts
“Work hard, listen to older agents, find a good mentor who really knows what he or she is doing, stay in touch with past customers, return all phone calls and don’t forget, no matter how long you have been in the business, you learn something new every day.”
— Diana Howard, Watson Realty
Don’t reject ideas
“Listen and really hear what is said before a company decision is made or the idea is dismissed. If this has been tried before, give positive feedback to the one who proposed it as to why it may or may not work.”
— William A. Collins, Start Packin’ Realty
You aren’t alone
“You are in business for yourself but not by yourself.
Establish a position, then align with a company that will help you accomplish that position, and implement plans and systems that will support the position and plan.”
— Sheron D. Willson, Prudential Network Realty
Stay focused
“Do the fundamentals well. Watch the expenses and don’t fear change.”
— Jeff Kern, Embassy Realty Services
Manage your time
“Time management is crucial in having a successful career and maintaining a healthy lifestyle. If you set a schedule, you will more then likely realize you do have time to do everything that needs to be done and still spend time with your family, which is most important.”
— Joe Marshall, Weichert, Realtors 1st Coast
Get outside your box
“Join some kind of group, whether it be a business networking group, a volunteer group and church group or a study group, so you do not always just mix with other Realtors.”
— Amanda Dandy, Prudential Network Realty
Set goals
“Think of your career in short- and long-term goals. Write a business plan that is based on income. Structure your daily activities to include income-producing activities that match your plan.”
— Gwen Treston, Watson Realty
Network when you can
“Take advantage of the networking opportunities available through different organizations. Building relationships with other agents might make a difference during the presentation of an offer and closing the transaction.”
— Gary L. Harlow, Realty Executives of Jacksonville
Find something personal
“I find something personal about the buyer so that I can identify with them such as pets, grandchildren, favorite vacation spots and books. Almost anything will work.”
— Bob Toback, Toll Brothers
Don’t promise what you can’t deliver
“The quickest way to build trust is to only make promises and commitments you know you can keep– and then keep them, no matter what.”
— David Wakefield, CTX Mortgage Company
Pretend it’s not down
“I’ve been in this business for 31 years but decided not to participate in the slow market. I am pretending it is my first year in real estate and that I don’t know that the market is slow. I am trying to do business as usual.”
— Pud English, Palencia
Others count, too
“Work hard to maintain healthy relationships with other Realtors. You never know when you’ll be sitting across the table from them.”
— Gwen Treston, Watson Realty
Keep it simple
“Manage your customer database with a system that works for you. A system might be promoted to have all the bells and whistles, but if it is difficult to learn, than it’s doubtful any information will be entered into the system and it will be just another expensive toy.”
— Gary L. Harlow, Realty Executives of Jacksonville