What makes a top producer?
Stop and think for a few minutes about who the top producers are in your market?
Ok, now think about what they doing that has allowed them to continue to consistently produce in a down market, when everyday REALTORS are throwing in the towel.
Every day I scan the MLS to see, what has sold, what is active, and what went under contract (I assume that is something most agents do every day.)
Over and over again the same names pop up as the listing agent with the home that sold or the actual buying agent that sold the home.
Teams
Except for one agent in my area, all the top producers have teams. Now it may be a two person, husband and wife team or a well oiled team with a team leader, several assistants, a listing coordinator or a closing coordinator. But, they all have HELP.
In my area, the names that keep popping up are on Teams. I believe it is virtually impossible to be a top producer without help. Well, you could do it alone but if you do how is that effecting time with your family? Realistically how many transactions can you juggle and give good service?
Running a Business
The second thing I notice about those top producers is the fact that they treat their business like a business. Real Estate to them is not just selling a house, but something they brand, allocate resources for, grow and manage. Not only are they thinking of ways to grow their business but they also thinking of the future and how to sell it down the road.
I remember being told by a entrepreneur friend of mine years ago, “all businesses are built to be sold.”
Far to many REALTORS, think of Real Estate as a job they do and someday when they retire then all the hard work of creating and nurturing relationships they have built is gone. (I’m outta here)
Focused and Positive
One other observation I have observed with top producers is they are focused and positive. I never see them “hanging out at the office”, or attending broker opens, or really for that matter, serving much at all on their local boards. Oh there are a few, but really very few.
Finally, I don’t see many top producers in my market on Twitter, Facebook, Empire Avenue or other social media sites during the day. I don’t see them at every conference known to man around the country.
What I do see is they work everyday, on their business and in their business.
How ‘bout you?
Think of the top REALTORS in your market, what characteristics do you see?
Flickr Photo Credit
Ken Montville
August 11, 2010 at 8:51 am
It’s always tough deciphering the “code” buyers and sellers use. I like to be able to take what they say at face value but experience has taught me that I can’t.
One of my all time favorites is when a potential seller calls to ask a Realtor to come over to “Tell me what I need to do to fix up the house because I’m thinking of maybe selling in a couple of months or so.” Translation: “I’m ready to put this bad boy on the market and you better come over with all the charts and graphs and valuations. If you come over with a decorating plan, you’re not getting the job.”
Janie Coffey
August 11, 2010 at 8:57 am
Yes, Ken, we want to take them at face value, but often cannot. Emotion (normally pleasure) often overrules logic, but no one wants to admit that. Buying a Porche is a prime example. When you really try to clue in to not just what people are saying, but how they are reacting, where they are focusing, etc. you might be able to better deduce the true “hotpoint”
Mark Jacobs
August 11, 2010 at 11:44 am
Great Post Loved the information
Janie Coffey
August 11, 2010 at 2:06 pm
hi Mark, I’m glad you liked it and hopefully we all pay a little closer attention to the signs from our clients…
Ken Brand
August 11, 2010 at 1:18 pm
Nice reminder, there are cues, and clues, for those with eyes, ears, and conscious awareness. Thanks for the nudge.
Cheers.
Janie Coffey
August 11, 2010 at 2:06 pm
thanks Ken! PS where is your smiling face?
Liz Benitez
August 11, 2010 at 3:41 pm
Excellent advice. I work a lot with rentals right now and find that this is the case with them as well.