RISMedia's Real Estate Magazine

AUG 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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RISMedia's REAL ESTATE August 2018 73 {Power Teams} you whenever it's time to buy or sell a home, so you better prepare to close more sales. Cleve Gaddis is a master coach with Workman Success Systems and team leader with Gaddis Partners, RE/MAX Center in Atlanta. He learned sales the hard way, selling vacuum cleaners door-to-door, and now puts those skills to use in helping his team close $60 million annually. He loves to share his systems and strategies to help others succeed. He hosts the Call Cleve Atlanta Real Estate Show heard weekly on News- Talk 1160 WCFO. Contact him at Cleve@GoGaddis.com. Harness the Power of Your Relationships Inside and Outside the Industry by Rick Geha R elationships are the key to suc- cess in the real estate business. There's nothing to argue about. It's not an opinion; it's an official foundational fact about real estate. You created relationships long before you got into real estate. In fact, the Census Bureau says that anyone who has graduated from high school knows approximately 2,000 people by first name. And while you probably don't remember all the people you actually know, or at least knew at one time or another, your database of people you know needs to be growing constantly, and it's up to you to make it happen. So, what do you need to do about all this? Well, let's just say that your success in life (not just in real estate) is going to be pro- portional to the number of amaz- ing relationships you create for the sake of the relationship, not for the sake of a hidden or alternate agenda. While this may be difficult for some of you, others may enjoy the task too much. Either way, I've found that the more I make a con- scious choice to meet new people, stay in contact and create great re- lationships, the more successful I become. In fact, taking the time to build relationships, and then nurture and maintain them, has paid tons of dividends. What if I could show you how to make those relation- ships become catalysts for expo- nential growth in your life and busi- ness? This happens through leveraging the relationships you have both in- side and outside the industry. If the old adage is true, that if you have lots of money, you usually have no time, and if you have lots of time, you have no money, what if we could change that permanent- ly? It's actually pretty simple, and can also be achieved through le- verage. It's what most people are looking for in their lives as they look toward creating systems that allow them to bring in revenue with less effort on their part. Here's where the power lies. By having a system that commu- nicates with your database of cli- ents on a regular basis, you are, in fact, leveraging that database to be bringing you business. There are even systems that allow you to leave voicemails for your entire database, as well as those that send eNewsletters (or snail mail if you prefer) to everyone in your database once a month. While staying in touch on a consistent basis is impor- tant, any form of communi- cation with your database needs to include calls to action. Show them that they're valuable, and that by staying associated with you, they'll benefit by being in a relationship with you. Events are another great leverage tool that will allow you to create a lot of business while ex- pending very little focused energy on certain systems and activities. And, more importantly, remember that you can leverage relation- ships inside and outside the in- dustry in a very similar fashion. Most of the systems I use—and my ability to leverage my relation- ships in the most effective man- ner—come from getting coached and being held accountable. I don't mean for that to be a commercial for coaching, but rather, a gentle re-

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