RISMedia's Real Estate Magazine

OCT 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 October 2018 93 Speakers included: Ali Berry, broker/ owner of Quest Realty in Troy, Mich.; Gil Torres, broker/owner of Exclu- sive Realty and Mortgage in West Sacramento; and Tom Dempsey, divisional vice president of National Sales for Quicken Loans; and was moderated by Cleve Gaddis, leader of one of Georgia's top 10 real es- tate teams and coach with Work- man Success Systems. Here's a rundown of tips for building better business relation- ships, gleaned from the webinar: TUNE IN TO FEEDBACK "Feedback is a gift," said Dempsey. When working, always listen to feedback with an open ear, and learn to accept constructive criti- cism with grace—or at the very least, gratitude. This will build trust and, ultimately, stronger relation- ship bonds. RESPECT THE POWER OF TEAMS Berry noted that teams are impor- tant, and regardless of your broker- age structure, it's critical to look at your team as an even group of players all invested in one another. "I'm very selective with who I bring on to our team," said Berry. "I try to look at everything in our busi- ness as a team aspect; how can we help everyone get better? We set up our entire company around that sense." LET GO OF EGO Give your team members recogni- tion when it's due. According to Berry, to retain happy, high-level agents, "they need to be treated as business owners. You can't treat them like employees." He treats his agents like independent contractors running their own business within the parameters of his business. ENABLE EFFICIENT AGENTS Set up systems that'll free up agents to do what's essential for them to do their job. Let them com- municate with the client and build relationships, and have a transac- tion coordinator take care of the other essentials. BUILD RELATIONSHIPS WITH VENDORS To expand your reach and boost your sales, try building relation- ships with vendors, suggested Tor- res, whose company forms foun- dational relationships with people they typically wouldn't see until escrow: roofers, termite remov- ers, etc. He uses these relation- ships to offer services to clients in advance, and his team acquires these expenses. INVEST IN IN-HOUSE MARKETING You can save time and money by building an in-house marketing and creative services team to meet your needs. "All our marketing is done in-house," said Torres. This includes photography, drone foot- age, 3D imaging, and more. Torres explained that doing this channels the fees they were pay- ing third-party vendors into his own company, while at the same time, allowing his team to work on their own timeline. CREATE AN EXPERIENCE "Consumers aren't looking to just buy goods and services," said Dempsey. "They're looking for com- panies and individuals to create an experience for them. You have to dial up your service—and quite honestly, relationships do that." RE To view the webinar in full, visit https://bit.ly/2p0I63e. Zoe Eisenberg is RISMedia's senior content editor. Webinar Recap: Relationships Are Key to Increase Sales by Zoe Eisenberg I f you're a real estate pro looking to up your sales, it may be time to turn a scrutinizing eye to your relationships. This topic was covered in our recent webinar, "Essential Relationships to Increase Sales," sponsored by Quicken Loans.

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