Real Estate Training

By Joe Lins

September 3, 2014

During my 37 years in real estate I have heard every excuse in the book from agents on why they don’t need to attend a sales meeting. Well, here are some reasons why you SHOULD. You are either in the business of selling real estate or you’re not. Professional REALTORS® are engaged in all activities that surround the business. One of those activities is attending your firm’s sales meetings.

Attendance at sales meetings establishes:

The culture of the real estate office

Every real estate office has a unique culture and vibe. One of the best ways to see if a particular firm is the right fit for an agent is to attend a sales meeting. This allows you to see the interactions between the agents as well as management and staff.

A consistent message to the public regarding the business of real estate

The message you are delivering to your client may not be consistent with your firm’s vision or even relevant to what is really happening in the market. A sales meeting should provide you with reliable information that aligns with the reality of the industry.

A forum for cooperation promoting clients needs and interests

Sales meetings allow the agents to interact and share the needs of their clients. Here’s an example: You have a Buyer looking for a 3 Bed, 2 Bath home in a particular area. One of your co-workers may know of a perfect home that’s getting ready to go on the market. If you had never shared that information at a sales meeting, that listing might have been sold before you were even aware of it.

A format to communicate the latest trends in the industry

Sales meetings should have some sort of educational component. There are so many changes in the real estate industry that it’s hard to keep up. Your broker should be providing consistent updates on the latest trends, tools and requirements within the industry.

You owe it to yourself as a professional and to your clients to remain on the cutting edge of the real estate industry. The easiest way to do this is to attend your company sales meetings. Plus, they usually have some pretty good donuts and coffee as well!

About the author: Joe Lins is President and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team contact Joe at 714.626.2069.

By Joe Lins

August 27, 2014

Not every agent in the real estate business succeeds. There are a variety of reasons why. We have come up with 5 very basic and easy things that you should be doing to help you succeed in real estate.

1) Answer your phone

This sounds like a basic thing that all agents should do, right? You’d be surprised at how many agents look at their phone when it rings and don’t answer it because they don’t recognize the number. Every call that comes in is a potential lead or advocate for you and your business. When you have the reputation of actually answering your phone more people will be calling you. Your phone will ring more…that’s a good thing!

2) Return phone calls

How many times have you called another agent about their listing and not received a return call back. Not only is it rude and unprofessional but it’s a violation of the REALTOR® Code of Ethics that state that agents cooperate with other brokers. Don’t be that guy! Take that few minutes to return phone calls.

3) Put all incoming phone numbers and emails into a client management database

What do most successful entrepreneurs have in common? A very rich database of clients, prospects and advocates. There are several client management systems (also called client relationship management (CRM) systems) out there. Some are software you install on your computer and others are cloud/internet based systems. Here is a guide to some of the CRM systems out there.

CENTURY 21 Discovery offers a CRM called Market Leader, Inc. in its Business Builder tool that allows agents to manage contacts, schedule and send emails/reminders along with a complete marketing campaign center with templates for flyers, newsletters, postcards, etc. Get a client management system and use it.

4) Listen to your Broker/Manager

Nobody is more interested in your success than your Broker/Manager. They don’t make money unless you make money. They should be providing the tools, systems and training you need to succeed. Listen to them.

5) If your Broker/Manager is not providing the tools, systems, training to succeed…change firms!

If your Broker/Manager isn’t offering you tools, systems and training or they aren’t mentoring you and you’re competing with them for business it’s time to change firms. Find one who has the tools, systems and training that fit your needs and make that move. Your success depends on it.

About the author: Joe Lins is President and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team contact Joe at 714.626.2069.