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agent time management advice

Words of wisdom from 7 star agents

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Words of wisdom from 7 star agents

While not all agents can sell $50 million worth of real estate in 19 days or hit $1 billion in settled sales during their career, we can learn from the superstar agents that do achieve such impressive feats.

With the hectic spring selling season in full swing, it can be easy for agents to lose sight of their professional goals, their sales strategy and to get burnt out.

So, we thought it’d be worthwhile to share some words of wisdom from the best of the best to get inspired and keep motivated this selling season.

7 star agents.jpg

On success

‘When everyone asks me why I’m successful and I have no database, it’s great to email and text people, but you know what? There’s nothing better than picking up the phone and talking to someone, because usually in real estate we’re either talking to people who are struggling financially or going through separation. Sometimes people just need to hear your voice, that it’s going to be okay. That we can get the house sold and they can move on to the next stage of life.’

- Melita Bell, RE/MAX (Source: Elite Agent) 

 

‘Be authentic, build relationships in every part of your community and never stop learning. Find yourself a good mentor or coach who can help you achieve your potential and who makes you accountable. We all have the ability to succeed, but it comes back to how much we want it (the work ethic) and controlling the mind (do you have a positive attitude or one of fear or excuses?)’

- Leanne Druery, Gardian Real Estate (Source: Elite Agent)

 

‘I think understanding that when someone entrusts to you with their most valued possession, that you’ve got to provide them with guidance, persistence, strategic mobility and negotiation skills that they can’t get anywhere else. A lot of my clients are discerning business people who recognise what quality service involves, which sets a high benchmark for me and my team.

You must be highly adaptive, and if you don’t have the time to upgrade your skills, you need people around you that can address that shortfall. I invest heavily in digital initiatives and making sure I use people with astute knowledge of the sector, making sure the content and strategies are cutting edge and have strong ROI.’

- Vivien Yap LJ Hooker (Source: The Real Estate Conversation)

 

‘You need to give your clients some real reasons why they want to come to you not someone else. What's your point of difference?

You need to know your market, and be a trusted advisor. You need to have the capability to give them the right advice in advance on how to sell their property successfully, not just put it on the market and try your luck.

With your professional knowledge you should be able to tell them what's the best approach to attract the most buyers, what sort of marketing you should use, how to make your clients' property standout from so many properties on the market.

Then last but not the least, I think you should really care about your clients and their properties, and they can feel that you care. The business is all about your clients, your buyers, your vendors, and the properties. Not about you, not about how much money you can make.’

- Nancy Hu, Fletchers Real Estate (Source: REB podcast)

On prospecting

‘Communication for me is really important. That's with the vendors and also the buyers. I'm meeting vendors throughout the campaign two or three times face-to-face, communicating to them where we are in the campaign. When the auction day comes, there's no surprises. Everyone, the buyers and the vendors are all under one page. We are selling everything, so it's working.’

- Marnie Seinor, McGrath (Source: REB podcast)

 

‘Frequency builds trust. I made sure I had such regular contact with the people in my area that by the time they were ready to sell I had a foot in the door. The vendor could feel a strong sense of commitment, energy and enthusiasm which even today still puts me ahead of my competitors.

If you asked me what the best form of prospecting is in the beginning, the answer is simple: it was cold calls. I built this business on cold calling. It doesn’t work for everybody, but it worked for me; I had an angle and it worked.’

- Gavin Rubinstein, Ray White Group (Source: Elite Agent)

On productivity

‘I figure if I cannot have a good income producing business on 50 hours a week after this many years I am doing something wrong. But then I realised I spent 15 hours of those 50 hours in my car, driving from home to the office…Honestly, getting a driver changed my life.

People rob themselves of so many hours a week they would be unaware of. There’s at least a few hours a week for lunch and coffee breaks. I reckon there’s at least 25 hours a week that are unproductive. I don’t think you can have a productive business and work part-time. I needed those 20-25 hours back. So I got the driver and the efficiencies in my week have been huge.’

- Michael Willems, Ray White Group (Source: Elite Agent)

On work-life balance

 ‘All my work is finished by 5pm or 6pm. All my phone calls are finished. The minute I get home, I put the phone on to charge and turn it on silent and no-one has ever complained that I don’t call them back until the next morning.’

- Michael Willems, Ray White Group (Source: Elite Agent)

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‘I work 80 hours a week on average. The reality is I’m always on and contactable. I find balance by taking four breaks throughout the year, during school holidays as this is when there’s a downturn in my markets cycle; it’s on these breaks where I recharge, to ensure that during the high cycle I’m always performing at my peak.’

- Gavin Rubinstein, Ray White Group (Source: Elite Agent)

 

'It’s important not to let real estate control you, because if you let it, it can be all-consuming. Make sure you continue to invest in your health and your personal relationships – because a million bucks can’t buy this back.’

- Leanne Druery, Gardian Real Estate (Source: Elite Agent)

 

We hope you have gleaned some useful knowledge from these pearls of wisdom. For more tips to achieve success in real estate take a look at what is involved in a star agent's weekly routine and four things successful agents do every morning.

Happy selling!

The Homely.com.au Team

About homely.com.au:

Homely.com.au is a new way to search for Booragoon real estate for sale and properties to rent in Perth. With over 340K listings and 500K local reviews and insights, homely.com.au is a faster and easier way to search for property to buy and rent in Australia.

Check out our Suburb Reviews and Questions pages to see what everyone is talking about.

Don't forget to download our iPhone app!

We'd like to hear from you!

If you enjoyed this blog leave a comment below and share it with your friends. Please respect the public forum and refrain from posting any expletives or hateful comments as they will be removed. We're always on the look out for guest bloggers and would like to receive your feedback, so feel free to get in touch at marketing@homely.com.au.

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A star agent’s weekly routine

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A star agent’s weekly routine

The star real estate agent has time management strategies and routines in place to efficiently prioritise tasks, maximise appointments and get the most from their CRM each and every day.

Do you ever feel as though you’re easily side tracked? Do you occasionally get through a day feeling like you achieved nothing? Follow these tips to reconstruct your weekly routine and get your time management and lead conversion strategy back on track.

Mornings-

Get your day off on the right foot by using the first 15 minutes to plan out and time block all the tasks you need to complete that day. Start by breaking up the day into hourly segments and jotting down or typing in tasks that are a high priority and what you’ll specifically focus on each hour.

Don’t forget to factor in a couple of 15-minute mental break times for a walk, coffee run, Facebook perusing, internet browsing or a game of solitaire. Use your phone’s timer to make sure you stay on schedule. If you’re into apps, try Rescue TimeFocus Booster and Remember the Milk to manage your hourly segments and to-do lists more efficiently.

Image: Rescue Time

Image: Rescue Time

Use the first one to two hours of your morning when you’re fresh and at your most alert to be proactive and follow up your hottest prospects. Aim to generate between 8 to 15 (whatever is realistic for you) new conversations within this time that will either lead to an appointment or a follow up conversation another day. During these calls, we recommend shutting off your web browser, TV, radio, email and voicemail, to keep procrastination, interruptions and distractions at bay.

The rest of the day-

Once you meet your new conversations quota, follow through on the calls you made that morning (send off emails of contracts and section 32s, text message appointment confirmations, make notes, follow up tasks and re-qualify leads in your CRM, add warm and cold leads to your drip campaign EDM list etc.), check and respond to emails, online enquiries and voicemails, and prepare for imminent appointments.

Have 30 minutes set aside at the end of the day for your professional social networking. Schedule your posts for the following day, check your messages, ad performance and notifications. It’s important to strictly limit your use of social networking by having a content plan otherwise it can easily chew up hours of valuable time you could use more productively elsewhere.

Wednesday nights-

Set aside an hour or two on Wednesday evenings to make outbound calls. Wednesday nights are a good time to check in with clients as you’ll be less likely to go to voicemail and they’ll be more open to having a conversation than they would be during business hours, on a Friday night or a weekend.

Your goal here is to re-engage and re-qualify your warm and cold leads, build upon your rapport with them and arrange follow up steps if necessary. This will lead to booking in more appointments, shore up future business and improve your conversion rate long term.

Weekends-

Your weekends should be dedicated to prospecting, relationship building and in-person meetings. During your weekly morning and Wednesday evening calls aim to set up between 4 and 6 meetings with your hot and warm prospects for the upcoming weekend. Arrange in person consultations and valuations with sellers, schedule inspections with buyers and collect and qualify new leads at open for inspections.

On a Saturday or Sunday evening it pays to get into the habit of adding new client details, detailed notes from your appointments and prioritised follow up tasks into your client relationship management system (CRM) while the information is still fresh in your mind. That way you’ll be ready to hit the phones first thing Monday morning to follow up your hottest leads.

We realise an agent's time is highly variable and you'll inevitably have to respond to unexpected tasks and requests that naturally crop up throughout the day, so this planner isn’t set it stone. But, through trial and error you'll quickly realise what strategies work best for you and find your time management groove. Once you do it's important to stick with it and chip away at your prospects and goals one day at a time.

For more ideas for efficiently and effectively manage your time check out these eight productivity boosting apps.

 

Happy selling!

From the Homely Team.

 

About Homely:

Homely is a new way to search for Kellyville real estate for sale and properties to rent in Sydney. With over 340K listings and 500K local reviews and insights, Homely is a faster and easier way to search for property to buy and rent in Australia.

Check out our Suburb Reviews and Questions pages to see what everyone is talking about!

Download our new iPhone app!

We'd like to hear from you!

If you enjoyed this blog leave a comment below and share it with your friends. Please respect the public forum and refrain from posting any expletives or hateful comments as they will be removed. We're always on the look out for guest bloggers and would like to receive your feedback, so feel free to get in touch at marketing@homely.com.au.

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4 things successful agents do every morning

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4 things successful agents do every morning

Like brushing your teeth and drinking your morning cup of coffee, there are certain morning routines and rituals that the most successful and productive agents have in common.

As the old saying goes ‘Rome wasn’t built in a day’ and a successful real estate business most definitely can’t be built in a day either. So it’s important to remember every seemingly small admin task, blog post idea and every follow up call you make puts you one step closer to further business growth and sets you on the path to success.

We all know that effectively running a real estate career and agency lies in a mountain of details, procedures and daily tasks. The key to having a successful one is to give particular focus and regular attention to the four following areas that are the life blood of your business.

What four things do successful agents do every morning?     

1. Set and review goals.

A great way to start the day is to sit down and spend some quality time thoughtfully planning out your daily strategy. Note down what you want to achieve for that day and set very specific achievable goals for yourself. You could use an old fashioned pen and paper to-do list or time management app (like Wunderlist, Toggl or MyLifeOrganized) to prioritise tasks (whatever works best for you). On your to-do list decide how much time you’ll spend on each task based on the time you have available and the urgency of each task. Don’t forget to schedule in some buffer time for interruptions and coffee breaks.

It can also be a good idea to make time each week, perhaps on a Friday or Monday morning, to review your longer term goals and projects, and to track the progress you’re making. This way you’ll either feel satisfied that you’re making progress or you’ll know you have to dedicate more time to the project the following week.

2. Tackle admin work.

The huge amount of mundane day-to-day tasks needed to keep a real estate business running smoothly can seem overwhelming at times. Sometimes you just have to bite the bullet and get the boring things out of the way and get on with your day. Using each morning to chip away at some admin tasks can not only keep the huge pile of paperwork on your desk at bay but also helps to remind you of other tasks that may have been put on the back-burner that need your attention.

Returning every email, phone, text or website enquiry that came in overnight is one of the first things you should do. Next, attack the paperwork, such as contracts, agreements and rental records, then file them away in the appropriate file. Lastly, jot down your meetings, upcoming open houses, inspections or phone calls you have for the day and prepare whatever you need for each one to go off without a hitch.

3. Focus on lead generation.

You should always make some time, no matter how brief, to focus on lead generation in the morning. Take a second to organise your database. Even if you only update 10 records that day you’re still making progress. You could try reaching out to homeowners with expired or private sale listings and see if they need your assistance. Alternatively, take 10-15 minutes to reconnect with an old client. See what their current situation is or if they know anybody in need of your services to up your referral business.

4. Spend a moment on marketing.

The most successful agents make time every day to work on promoting themselves and their business. In the morning, take a moment to review your marketing strategy and update your tactics as required. For instance, you could update your agent profile on Homely by refreshing your sold properties, writing a review for your suburb, contributing to a Q&A topic or connecting with your followers. Other marketing tasks could include planning out your social media updates for the month and ad spend. Finalising the design for your marketing collateral and business cards. Brainstorming ideas for your blog. Updating the information on your website by adding in neighbourhood events, info for upcoming open houses, refreshing your listing photos and updating the sold properties.

Getting into the habit of planning out your day and tackling a few of the above tasks every morning will help to boost your efficiency and productivity for the rest of the day. Developing a business focused morning routine helps to bring in a steady stream of leads and has a great effect on your businesses growth.

 

Happy selling!

From the Homely team

 

About Homely:

Homely is a new way to search for real estate for sale and properties to rent in Melbourne. Homely incorporates beautiful design and community engagement, to create an enjoyable and simple experience that helps you find a new home quickly.

Check out our suburb reviews and Q&A pages to see what everyone is talking about!

 

We'd like to hear from you!

If you enjoyed this blog leave a comment below and share it with your friends. Please respect the public forum and refrain from posting any expletives or hateful comments as they will be removed. We're always on the look out for guest bloggers and would like to receive your feedback, so feel free to get in touch at marketing@homely.com.au.

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