Recently I received a few tips that might help you reach 50 transactions in 2009.
The first was from Beth Fortunato of Coldwell Banker in North Carolina. Here's what Beth said.
Mike, I spent more time this year on face to face appointments with my Book of Business folks. Sometimes it was over coffee, sometimes it was over lunch and sometimes it was just stopping by their home or office to say hi. It was my Book of Business clients that really helped me get through this year by continuing to send referrals my way. And, by the way, it was a member of my Mentor group that strongly suggested that I do this and track it.
The next tip was from Denise Oliver of the Mary Holder Company.
Denise had just listed a home and the seller said they were sure happy about being referred to her. Denise replied, that's how I generate a lot of my business. I take real good care of my clients and they refer me to others. Then she asked the seller, "so, who do you know that might be thinking about selling?" This new seller, who Denise had just met, gave her the name of another person and Denise went out and listed that home only a few days later! Denise mentioned to me that she has added the "who do you know who" question to her regular listing checklist.
Another tip comes from Lee Gosney of Realty Executives.
Lee was a panelist at Floyd's Master Sales Acadamy in Chicago this year. She did 84 transactions. She said that her broker has a weekly "call night". Agents are encouraged to attend and be prepared with a list of people to call. At the end of the hour of calling, the agents all share their results in a group setting. Lee told us her business increased dramatically this year and she says the "call night" contributed tremendously to her success.
