RISMedia's Real Estate Magazine

DEC 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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118 December 2018 RISMedia's REAL ESTATE Dynamics inevitably shift, but if built smart, your business can flourish even in leaner times, ac - cording to the latest RISMedia webinar, "Growing Your Business: Strategies to Scale Your Busi - ness for Sustainable Long-Term Growth," moderated by Sherri Johnson, of Sherri Johnson Coach - ing & Consulting, and sponsored by Homes.com. The key is to maximize your time, so that your activities not only serve you today, but also in the fu - ture. Here's how: 1. BUILD FACE TIME INTO YOUR LIFE Activities already built into your day-to-day are opportunities to re - acquaint others with what you do. "The easiest way to find balance is to do something that you really love, and then weave it into the business," said Melinda Sarkis, leader of the Sarkis | Troyer Team with Coldwell Banker Global Luxury in Boston, Mass. "I'm very pas - sionate about health and fitness, and [when] going to a class with a client, I get my workout in, we get to socialize together, and I'm putting myself in front of [the] client and however many other people are in the room." While you're at an event or ob - ligation, "[don't be] afraid to tell [others] that you're in real estate and that you'd love to have them be a referral source for you," said Su - zanne Troyer, leader of the Sarkis | Troyer Team. 2. GENERATE LEADS PAINLESSLY Do you currently have a listing? Work it! "If it's my listing, for example, I might have two or three agents from our group hold the open house so that they have the ability to rep - resent the buy side of the transac- tion," said Dan Combe, leader of the Dan Combe Group with Ebby Halliday, REALTORS®, noting that in Texas, agency is "intermediary"— generally, different agents from the same brokerage can represent both parties in a transaction. "When you're listing a house, or have a buyer client, make sure they're following you on social me - dia, and, if they're okay with it, [tag them]," Troyer said, explaining that when your client is mentioned in one of your posts, you're then ex - posed to their friends and followers. 3. USE WHAT YOU HAVE Your contacts' lives aren't static, so your database should be regu - larly updated, and built to keep you on their radar. "The best location of leads is past clients," Combe said. "We maintain what we call a 'wedding list'; that is, who would you invite to a wedding if it had been your own or your child's? Keep those 50 - 150 people that are closest to you around, and refer back to them, because it's free business." How about your website? Are you making the most of your online presence? For example, if a client is interested in a listing, "I'll pull up the property from our website and then send it to them that way, so it's pushing them to the website, and then they start signing up for updates," Sarkis said. RE To view the webinar in full, visit https://bit.ly/2JyfszX. Suzanne De Vita is RISMedia's online news editor. Webinar Recap: Built to Last: 3 Real Estate Team-Tested Tips to Thrive by Suzanne De Vita A s an agent or leader of a real estate team, you control how you operate. How much you earn is in your power, as well—but, often, agents allow conditions outside of their control to determine their income, instead of focusing on what fosters lasting success.

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