George Linville, one of Northeast Florida’s leaders in real estate for more than 50 years, offers his tips on becoming a top producer and how to stay there.
Linville is the owner of George M. Linville Corporation.
Here are Linville’s ways to reach the top in the real estate industry.
• Follow-up
“Follow-up, follow-up and follow-up with buyers and sellers,” he said.
• Communicate
“The number one complaint in the real estate industry is the lack of communication between the Realtor and the buyer and seller,” said Linville. “The key to success in real estate is communication.”
• Hold more open houses
Linville said in this type of market, Realtors should be holding open houses as often as possible. Not everyone can get to open houses on Sundays, Linville added.
“Hold them during the week and at different times,” he said. “You will bring comfort to your seller, because you are having so many open houses to help sell their home.
“You will have happier buyers and sellers.”
• Stay in touch with the market
“Drive through your territory often,” he said. “Every Realtor needs an area they specialize in.”
Linville said to go door-to-door in the territory’s neighborhood. Realtors can decide how many times they go door-to-door, whether it is once a month or every two or three months.
“Bring a little gift with you like a ball point pen or mini calendars,” he said. “And pretty soon, when they think of who they should list their home with, they’ll think of you,” said Linville.
• Always have business cards handy
“I was known as ‘Two-Card Linville,’” he said. “One for you and one for a friend.”
• Find a mentor
“If you are newcomer, it is very important to have a mentor,” he said. “Realtors are always willing to help each other. We are committed to sharing information.”
• Go to Realtor meetings (and go to as many as possible)
“It is the best place to network,” said Linville. “Those who are doing really well in the industry show up at the meetings and they are happy to share their success.”
• Family members/friends are a key to more business
Families and friends have their contacts, too.
“They should always be helping you,” said Linville. “Always remind them that you need leads.”
• Make use of today’s technology
Many Realtors do this already, but sending out an e-mail newsletter is a great way to stay in touch with present and past clients.
“People remember a Realtor who is in touch with them and stays in touch with them,” said Linville.
• Hold sales meetings
How often should sales meetings be held? What is discussed in them? Linville has found that holding an optional sales meeting every day has helped his staff.
“Involve all sales staff and it becomes a great way to exchange ideas and tell success stories,” he said. “It gets everyone started off on the right foot each day.
“Success breeds success.”
• What to do during down time
“When you have nothing to do, call 10 people and talk about real estate,” he said. “It may be your mother, your sister, a neighbor, but someone might have business for you.”
• Find your inspiration
“Surround yourself with inspiration,” he said.
Whether it is a small book or calendar of inspirational quotes, Linville believes it can only help.
• Be on time
“Always arrive early to an appointment or an event,” he said. “Being late never looks good.”
Linville said to allot time before an appointment or event to gather your thoughts and save time at the end to network before rushing to the next appointment.