6 critical must-dos when starting a real estate team

Build a solid framework from the beginning

At the point in a real estate agent’s career that his or her lead generation system consistently produces too many leads to handle personally, that agent has to decide what represents the optimal way to respond to this exhausting abundance. And because every agent and every circumstance is different, there’s no one right answer.

But there are a limited array of choices:

  • Do I hire an assistant so I can do more?
  • Do I keep referring the less desirable leads out?
  • Do I take on one or more partners or join/form a team?
  • Do I create my own team?

Which option (or hybrid of options) an agent chooses comes down to what each agent values most. Some agents value their autonomy above all else. Others actively dislike managing multiple employees or answering to partners.

But for agents with abundant leads who crave the challenge of creating a whole that is greater than the sum of its parts, only a real estate team will do.

It’s a business model that produces the greatest opportunity for its members to thrive — professionally and financially — to a degree they could not on their own.

But to achieve that goal takes planning and an ongoing commitment to the team’s development and satisfaction. So be prepared. Here are six steps you must take to start a team.

Continue reading 6 critical must-dos when starting a real estate team

The secret weapon making agents more productive at JohnHart

Firm uses ‘agent liaisons,’ licensed staff members who direct the transaction and all communication, for quality control and better time management

Successful agent Cyndi Lesinski admits she has always been one of those people with “one foot out the door” of her brokerage.

But in her current position with JohnHart Real Estate, a firm with 277 agents and 50 staff members in Los Angeles, Lesinski plans to stick around because she has seen her transaction sides double from 28 in her first year with the company to 56, thanks to a set of systems supporting the brokerage’s agents.

The team leader is especially attached to her “agent liaison,” a licensed staff member who directs the transaction and all communication with support staff and has become a secret weapon of sorts to boosting productivity at JohnHart. An agent liaison is not to be confused with a transaction coordinator, Lesinski said.

“The transaction coordinator will tell you, you are missing this — my agent liaison takes care of the missing piece,” Lesinski said.

Continue reading The secret weapon making agents more productive at JohnHart

7 tips for handling seller pricing objections

How to have the tough conversation when sellers are overvaluing their home

As a real estate agent, you’ve probably met all kinds of objections from sellers about the listing price of their home. Sellers, after all, want to sell for the highest amount possible.

Some sellers become sentimentally attached to their home and think it should be worth much more than it is.

Some sellers have heard tales of hot real estate markets and have high expectations, which are often met with disappointment.

Others might have their eye on a certain price so they can buy a new home.

Regardless of the objection, there are always ways for agents to overcome them. Here are seven ways to overcome seller pricing objections.

Continue reading 7 tips for handling seller pricing objections

5 open house sign mistakes that’ll cost you foot traffic

Agents who invest in their sign strategy benefit from more potential buyers and exposure to the entire community

Ordinarily, I write from the real estate marketer perspective. However, for this article, I am combining my marketing expertise with my frustrations as a prospective homebuyer in an effort to provide creative solutions for real estate agents making critical open house sign mistakes.

There are a few factors that contribute to signs delivering poor results and frustrating traffic, versus encouraging passersby to actually check out a listing. Below are five open house sign problems I’ve seen as a house hunter.

Continue reading 5 open house sign mistakes that’ll cost you foot traffic

Is your tech vendor monetizing your data?

4 red flags to look for

The real estate industry undeniably now runs on data. Mining and analyzing data requires sophisticated tools that allow today’s agents and brokers to make better-informed business decisions.

However, vendors and some of the nation’s largest brokerages, are trying to stake claim to data that does not belong to them. Some brokerages have even recently expanded their business models to include a technology component — whether to protect your data for your benefit or for theirs remains unclear.

And it’s not just MLS data or lead and contact data we’re talking about. It’s also behavioral data such as what your leads look at, the properties they save, the actions they take and when they take them.

Entities are taking the information you submit on their platforms in an effort to monetize it at an alarming rate, even doing so without you realizing it.

This raises the obvious question: Who should really own your data? You as the real estate professional who obtained the data or the organization that aggregates it?

Continue reading Is your tech vendor monetizing your data?

The 7 dos and don’ts of a show-stealing listing presentation

How to win sellers over and get the listing

Sometimes the most important determining factor in whether or not you earn a new listing is the quality of your listing presentation. When you meet with clients about their home, you are essentially auditioning for the role of their new real estate agent.

So if you want the part, you need to ensure that you set the stage for your success. The following list of dos and don’ts will help you create a listing presentation that will steal the show.

Continue reading The 7 dos and don’ts of a show-stealing listing presentation

8 things all agents should keep in their car to be show-ready

Pack a ‘to-go bag’ so that you’re always prepared to help clients, no matter where you are

Weekends are full of activities, especially for real estate agents. There are always times when you think you’re free and clear to go to your kid’s soccer game or run a few errands, and a client will call and completely upheave your plans.

Emergencies pop up in everybody’s lives. One way to be prepared at all times is to have a “to-go bag” in your car. Here are eight items you should consider keeping in your car to help you be ready at the drop of a hat.

Continue reading 8 things all agents should keep in their car to be show-ready