Having hired and trained probably hundreds of new agents, I know the myriad of questions they have. It’s difficult to prioritize what to tell them to do. Yet, there’s one simple thing they alredy know how to do, but probably DON’T do. And, this one simple thing will make them memorable to clients and potential clients.
Herea��s the answer to the question, a�?What is the one thing I should do to get business?a�? Now, we know that becoming a skilled real estate agent isna��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 a�?thank yousa�� have gotten increasingly uncommon! You will stand out simply because youa��ve taken the time, thought about that person, and cared enough to writea��and put that 44 cent stamp on it.
Write More Than One Note
Ia��m not going to tell your new agents to write a certain number of notes per day. You and your agents can set your standard (that means the minimum youa��ll do).
What to Say
Thank you. Thinking about you. I appreciate you. I used your advice. Herea��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?
Your agents are more creative than they think they are. Now, get them to sit down and think hard about 5 people they’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?
They are now using a�?advanceda�� 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 a�?critical massa�� of people who thought I was wonderful. (And, I just like the feelings one gets back from a ‘thank you’.) 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 agentsA� should do to get business.
Let me know how this one simple thing works for you!
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“I thought the webinar yesterday on recruiting was outstanding. Thank u so much for such an organized and valuable session.a�?
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a�?I feel like I am going to get help in what and how I need to manage the office and 24 agents that I am responsible for. Thanks to Bill for getting me in touch with you Carla.a�?
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Read more here.
