CENTURY 21 Real Estate LLC. just concluded their 2008 business convention in Orlando Florida. There were many informative educational sessions held during the three day period of time. Over the course of the next few weeks we will be posting some highlights from the various sessions.
Our first posting is from a presentation called Giving Consumers what they really want...fishing using the internet. The speaker is Verl Workman of Pinnacle Quest Consulting and in this clip he is talking about the value of automating a high touch contact system in your real estate business.
National trainer and coach Walter Sanford shared a business plan for the current market conditions. One that he put into action in his real estate career as an agent. To paraphrase if you want more buyer calls, make more seller calls. We all know it to be true: Buyers come from listings. So while we may want to focus on working with buyers, the best way to attract them is with a higher listing inventory.
Here is Walter's Top Agent Business Plan Outline:
1. More listing “At Bats”
2. Less personal Buyer interaction
3. Higher closing percentage on listing presentations
4. Checklists and Systems
5. Affiliate strategies
6. Phone work
7. Increase your Price Point and Commission Rate
8. Become your own best client
9. Technology
10. The “F” words; Family, Faith, Fitness, Friends, Fiscal, Fun
Another thing of value that Walter shared with the group was a quick way to determine the viability of a short sale seller. You can find this in printed form under the training tab in the
www.commonresources.orgvirtual library. Download the text and listen to thisclip:
