Opportunity Within Your Business

Opportunity is as close as your database, but you have to go after it. My Coaching Tip today is about using what you already have, and improving on what you already do, to create more opportunities inside of your business.

Your database should contain everyone you know and have ever met, categorised and accessible. How many of those people have you contacted in the past month – or the past year? Every one of those names is a potential opportunity, especially your past buyers.

Anyone who has ever been through one of your open homes is a potential buyer. So are customers you’ve sold a home to, because they won’t be in that home forever. Are you keeping in touch with them? Always follow up with open for inspections. Always call new buyers within 2 weeks of their purchase from you, and also call the people who looked at the home and didn’t buy it. People who are looking at homes for sale are active in the market. That’s opportunity.

Market appraisals are also prime opportunities. All of them, including the ones you met with years ago. Call them up and see how things have progressed with them, and whether they might be considering selling. Past clients are some of the most overlooked opportunities for most agents, especially since people move more often now than ever before. Someone you met with last year could be ready to sell today. Will they call you? You should be keeping up with them to make certain they do.

Being consistent with the basics is what creates successful agents. Know who you are calling and why, and know what you need to say – and what you don’t. If you’re making those calls, but not booking appointments, you may need to change your approach. Try recording yourself to find out what you are really saying and how your delivery sounds. Make sure your dialog is not putting people off. Keep it brief and positive.

Don’t wait for opportunities to come to you. Use your database, stay in touch with your past clients, and keep your call sessions consistent and productive.

I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.