The Racer's Edge
August 2005
 
Being "There"
 
            Some interesting statistics for you to consider:
In a recent survey of buyers and sellers, over 70% said they were happy with the role their agent played in their transaction. Good News!
62% said they would probably use their same agent for their next transaction. Still Good News.
Now for the bad news...only 13% actually used their agent on their next transaction. How sad!
            Why do you think this is true? I'd suggest it's because the agent wasn't "there."
Being "there" means staying in touch on a consistent basis- for the rest of your career. Being "there" means using the four methods of contact: phone calls, emailings, monthly mailers, and personal visits-the pop-bys.
            We cannot let a month go by without using at least one of the above to our: former clients, sphere of influence, farm areas, and the "not ready to move yets.
            Internet based leads pose another dilemma. They need more nurturing, and the successful REALTOR (R) has the patience and the follow up systems to be there when the internet enabled consumer is ready to act.
            Our business is all about relationships and being top of mind-the REALTOR® of choice. All relationships are strengthened by immediate communication and periodic, planned, consistent contacts.
The best result of contacting your sphere of influence is the opportunity to ask for referrals from those who already like you!  "Of all the people you know...who do you think the next to move would be?"  There, that wasn't so hard was it?

            Our market will go through changes in 2007 and 2008. It won't be the same as the past few years. We will have to be more proactive in developing our business and attracting new clients. One thing that will not change is the need for all of us to be "there."

            My perception of what it will take to succeed in this market with all leads is to be: First, Fast, and Frequent in our follow up with all leads.
            For many of us it will require changing old habits and getting out of the comfort zone of waiting for leads to come to us.
            Today, tomorrow, and for the rest of this great year, intensify your efforts to be "there."
            I know you can do it!