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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RISMedia's REAL ESTATE December 2018 129 Overall, how has your lead program helped you grow your business? Our realtor.comĀ® lead program has been the catalyst of a massive growth over the last four years that includes doubling our business and our sales in a market that's only increased sales by 20 percent. We use online leads as jet fuel for our agents' careers, as well as a catalyst to launch some of our newer agents that haven't made it yet. It's kind of a pump primer for anyone who gets into a lull or is still learning to build their sphere of influence and referral base. How big of a role does having a strong lead source play in recruiting? It's huge. In fact, it's the silent secret to our recruiting campaign. We don't necessarily talk about it in any media or recruiting ads, but rather, it's more about what our agents are telling other agents in the marketplace. That being said, our agents have become our best recruiters within the company, not because we're asking, but because of what they're experiencing. They're out there recruiting just by having conversations. Once someone joins your team, does your online lead program produce enough for your agents so that you can retain them? Because agents know how big of a source leads are for them, our online lead program is a key factor when it comes to both recruiting and retention. Every single agent examines income source by self-generated and not self-generated, so our reten - tion is better than ever, and our agents recognize the importance of the leads we're providing them. Do you have inside sales agents to help convert leads? Is this important? Yes, we have three inside sales agents. While it's not something we knew we were going to do, we realized that we had to do it after we began seeing 1,000 leads coming in per month. By hiring inside sales agents, we're able to maximize the efficiency of leads as they come in. When you get a lead from realtor.comĀ®, what do you do to make sure you and your agents retain the customer until closing? We're rewarding the agents in terms of Leads: The Silent Secret to Recruiting, Retention by Zoe Eisenberg Greg Garrett CEO Greg Garrett Realty Newport News, Va. www.greggarrettrealty.com Region served: Eastern Virginia Years in real estate: 41 Number of offices: 2 Number of agents: 80 cessful in our marketing? We find that agents believe and connect better with people, so when others are exposed to our agents' stories, they can picture themselves in an identical situation. When it comes to attracting new agents, they'll trust these testimonials more than any ad agency recruitment pitch. Talk about the wellness support you provide to help your team members be healthier and happier. A healthy mind, body and spirit are essen - tial elements that lead to happy, productive agents. Our industry is contentious, creating stress that's difficult to leave at the office, so we host monthly health and wellness events that include meditation, yoga and a group coaching session to help bring awareness to the energy of our mind and body. After partici - pating, our agents found that they think, strategize and communicate better with clients, and the transac - tion experience greatly improves. Explain how you analyze IT solu - tions, and how technology fits into your marketing plan. I focus on the problem/solution aspect of all things. Agents shouldn't purchase technology when they see others having success with it without tak - ing the time to recognize why they're successful with it. We train agents to understand the various market segments, from sphere of influence to geographic farming, FSBOs and expireds. They pick the market or markets, and we help them develop their marketing with the right tech - nology to fit their purpose. Is it true that you're poised to open a new office in a booming tech market? In just a little over two years, we've reached capacity at our main office, and we're ready to dom - inate the market south of us, which is an amazing tech sector. Our plans are to open a 4,000-square-foot office with a new concept themed after tech companies in Silicon Val - ley. It will include a Time Out room with a sight, sense and sound spa and massage chair, and a gaming area complete with a racing simula - tor and state-of-the-art VR gaming. With St. George being recognized by the Census Bureau as the fastest- growing metropolitan area in the U.S., we're happy to announce the opening of the fourth Realty ONE Group brokerage in Utah, with more in the pipeline. For more information, please visit www.realtyonegroup.com.

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