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 teach your new agents (and your experienced agents) to do.
Herea��s the answer to the question, a�?What is the one thing I should do to get business?a�? Yes, people are always asking me that. I think ita��s because Ia��ve written two resources for would-be (this book will be out with all -new material and a new name, What They Don’t Teach You in Pre-License School) and new agents: Up and Running in 30 Days. 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 them 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 cent stamp on it.
Cost an Issue?
New agents don’t have money, but they have time. Cost here, is not an issue! I can’t think of any excuse an agent would have to writing those notes!
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. 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.
*In my new online program, Up and Running in Real Estate, I have asked agents to write at least 15 notes per week. Why? Low-cost, high impact–great habit.
