sales

Why Every Real Estate Agent Should Attend Their Brokerage’s Sales Meetings

By Joe Lins
June 2, 2024

Century 21 Discovery sales meeting attendees

As a real estate agent, your time is valuable. Between showings, client meetings, and administrative tasks, it’s easy to see why attending your brokerage’s sales meetings might not always be a top priority. However, regularly participating in these meetings can be one of the most beneficial habits for your career. Here’s why:

Networking and Relationship Building

Sales meetings provide a golden opportunity to network with fellow agents and industry professionals. Building relationships within your brokerage can lead to collaborations, referrals, and a strong support system. It’s also a chance to learn from the experiences and insights of others, which can be incredibly valuable, especially for newer agents.

Staying Updated on Market Trends

The real estate market is dynamic, with trends and conditions changing frequently. Sales meetings often include updates on local market conditions, recent sales data, and economic factors affecting the industry. Staying informed about these trends allows you to provide accurate and timely advice to your clients, setting you apart as a knowledgeable and trustworthy agent.

Century 21 Discovery sales meeting discussing new forms

Learning and Development

Most brokerages use sales meetings for ongoing education and professional development. Whether it’s a new sales technique, marketing strategy, or technology tool, these sessions offer valuable learning opportunities to enhance your skills and increase efficiency. Continued education is essential for staying competitive in the real estate market.

Motivation and Accountability

Sales meetings can serve as a source of motivation. Hearing success stories and strategies from top-performing agents can inspire you to set and achieve higher goals. Regularly attending these meetings can help keep you accountable to your goals and commitments, providing a structured environment to track your progress.

Access to Resources and Support

Brokerages often use sales meetings to introduce new tools, resources, and support services available to their agents. This can include marketing materials, lead generation services, or new software platforms designed to make your job easier. Being present ensures you won’t miss out on these valuable resources.

Sharing and Receiving Feedback

Sales meetings are an excellent forum for sharing challenges and seeking advice from colleagues and management. Whether you’re struggling with a difficult client, a complex transaction, or need advice on a negotiation strategy, your peers and leaders can provide feedback and solutions. Likewise, sharing your own experiences and successes can contribute to the collective knowledge of the group.

Century 21 Discovery sales meeting discussing goals

Staying Aligned with Brokerage Goals

Regular attendance at sales meetings ensures that you are aligned with your brokerage’s goals, values, and strategies. It helps you understand the bigger picture and how your efforts contribute to the overall success of the team. This alignment can lead to a more cohesive and collaborative work environment, ultimately benefiting everyone involved.

Recognition and Incentives

Many brokerages use sales meetings to recognize and reward their agents’ achievements. This recognition can boost morale and provide a sense of accomplishment. Incentives such as awards or public acknowledgment of your hard work can motivate you.

Conclusion

While it may be tempting to skip out on sales meetings due to a busy schedule, the benefits of attending far outweigh the time investment. From networking and learning to staying updated on market trends and accessing valuable resources, these meetings play a crucial role in your professional development and success as a real estate agent. Make it a priority to attend your brokerage’s sales meetings and watch your career thrive. If you would like to sit in on one of our sales meetings, call me.

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.

Work Your SOI

By Joe Lins
April 21, 2024

Photo Courtesy of Canva Pro

Are you working your SOI? A strong sphere of influence is invaluable for a real estate agent’s business, providing a steady flow of referrals, repeat business and credibility. This contributes to and agent’s long-term success and growth. In our office meetings and training we talk a lot about reaching out to your Sphere of Influence. Many times, an agent will have a hard time wrapping their head around who is actually in their sphere of influence and how they should be reaching out to them. In this blog post we will give you some ideas of who to consider as your SOI and how to connect with them.

Who Is In Your SOI?

  • Members of your family
  • Members of your spouse’s family
  • Members of your extended family
  • Your best friend and their family
  • Your spouse’s best friend and their family
  • Your children’s friends parents
  • Your doctor, dentist, optometrist, veterinarian, pharmacist
  • Your hairstylist, barber, estetician, manicurist
  • Your CPA, attorney, insurance broker, financial planner, banker
  • Your neighbors
  • Your grocer, florist, jeweler
  • Your gardener, plumber, electrician, roofer
  • Your painter, window washer, appliance repair person
  • Your tailor, travel agent, pet groomer, pet sitter
  • Your children’s teachers, principals, coaches
  • Your Pastor, Priest, Minister, Rabbi
  • Your fellow members of organizations you belong to (Rotary, Elks, Chamber of Commerce, etc.)

The list goes on. I suggest sitting down with a notepad and going through the contacts on your phone to make a list of people you know, interact with or do business with. You already have their contact information so it will be easy to add them to your database.

Connect With Your SOI

Here are some ways you can connect with your sphere of influence:

Regular Communication

Keep in touch with your sphere of influence through regular communication channels such as phone calls, emails, newsletters, or even social media updates. Keep track of these communications in your CRM. At CENTURY 21 Discovery we have a CRM that syncs with your email contacts and can automatically add them to your database. This allows the agent to save time by avoiding duplicate effort of having to add them to the CRM. 

Personalized Messages

Tailor your messages to each individual in your sphere of influence to make them feel valued and appreciated. By keeping notes in your CRM about prior conversations, it allows you to pull up that information and refer to or comment about it in your next interaction. Personal touches like this can go a long way in building stronger relationships.

Social Media Engagement

Engage with your sphere of influence on social media platforms by commenting on their posts, sharing relevant content, and participating in discussions related to real estate or their interests.

Organize Events

Host events such as client appreciation parties, homebuyer seminars, or networking mixers to bring your sphere of influence together and strengthen connections in person.

Attend Events

Attending events will make you known in the community. A good place to start is your local Chamber of Commerce. They have networking events throughout the year. These are good opportunities to get to know other business people in the area. 

Provide Valuable Resources

Share helpful resources such as market updates, home maintenance tips, or local community information to demonstrate your expertise and provide value to your sphere of influence. You want to become their go-to resource for all things home and community.

Referral Programs

Implement referral programs to incentivize your sphere of influence to refer friends, family, or colleagues who may be in need of real estate services.

Personal Meetings

Schedule face-to-face meetings with individuals in your sphere of influence to catch up, discuss their real estate needs or goals, and offer your assistance. Meeting for lunch, coffee or a glass of wine will give the encounter a nice touch.

Send Personalized Gifts

Surprise your sphere of influence with thoughtful and personalized gifts or cards on special occasions such as birthdays, holidays, or anniversaries to show appreciation and strengthen your relationship. Again, using your CRM to keep track of their special dates makes this process much easier.

Volunteer in the Community

Get involved in community events or charitable activities that are important to you. Your sphere of influence will see your commitment to giving back and you may also meet new people you can add to your sphere. 

Follow-Up and Follow-Through

Always follow up with your sphere of influence after any interaction, whether it’s a phone call, meeting, or event attendance. Additionally, ensure you follow through on any promises or commitments you make to maintain trust and credibility.

By implementing these strategies, real estate agents can foster deeper connections with their sphere of influence, leading to increased referrals, repeat business, and long-term success.

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.

Who’s On Your Team?

Essential Allies for Real Estate Agents

By Stephanie Goedl
March 21, 2024

Contractor repairing a kitchen cabinet door handle

In the fast-paced world of real estate, success often hinges on the strength of your team. As a real estate agent, you’re not just a solo player; you’re the conductor of a symphony, coordinating the efforts of various professionals to orchestrate seamless transactions for your clients. In this blog post, we’ll explore the vital importance of having the right resources and vendors on your team, the backbone of your business, and the trusted partners you can refer to your clients with confidence.

Staging Professionals

Presentation is key when it comes to selling a home. Staging professionals have the expertise to showcase a property in its best light, maximizing its appeal to potential buyers. By partnering with a staging company, you can help your clients achieve faster sales and higher offers.

Photographers and Videographers

In today’s digital age, high-quality photography and videography are essential for marketing properties effectively. Professional images and videos can help capture the essence of a home and attract more attention from potential buyers. Partnering with talented photographers and videographers can elevate your marketing efforts and set your listings apart from the competition.

Escrow Company

Escrow companies are the unsung heroes of any real estate transaction. They serve as neutral custodians of the documents and funds while ensuring that all the conditions of the sale have been met before property and funds exchange hands. Choosing a reputable company with a track record of efficiency and accuracy is crucial for smooth closings and satisfied clients.

Title Company

A title company ensures that the property title is clear of any encumbrances allowing the new owner to take possession of the property with a clear title. They will perform an extensive search of relevant public records to determine if anyone other than the seller has an interest in the property. Once they have established that the title is clear they will issue a title insurance policy at the close of escrow. A reputable title insurance company is essential to a successful transaction.

Lenders

A knowledgeable and responsive lender can be a real estate agent’s best ally. Whether it’s helping clients secure pre-approval letters or navigating the complexities of financing options, having a trusted lender on your team can streamline the buying process and instill confidence in your clients.

Contractors and Service Providers

From painters to electricians, plumbers to landscapers and termite companies, having a roster of reliable contractors and service providers is essential for addressing the inevitable needs that arise during the buying or selling process. Whether it’s preparing a property for listing or addressing inspection issues, having a network of skilled professionals you can call upon can save time, money, and headaches for both you and your clients.

Home Inspectors

A thorough home inspection is a non-negotiable step in any real estate transaction. Recommending a reputable home inspector to your clients not only demonstrates your commitment to their best interests but also helps ensure that potential issues are identified early in the process, avoiding surprises down the road.

Building a successful real estate business requires more than just sales skills; it requires a solid team of professionals who you can rely on and refer to your clients with confidence. By surrounding yourself with trusted partners, from escrow companies to contractors, you can provide exceptional service and ensure smooth transactions for your clients every step of the way. So, ask yourself: who is on your team? And make sure you have the best players in place to help you win in today’s competitive market.

Stephanie Goedl

About the author: Stephanie Goedl is Chief Operating Officer and Broker/Owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services we provide contact us at 714.626.2069 or Careers@C21Discovery.com.

The Power of the Sphere

Why a Real Estate Agent’s Sphere of Influence is Vital to Success

By Joe Lins
March 2, 2024

Group of young professionals in business attire talking
Photo Courtesy of Canva Pro

In the dynamic world of real estate, success hinges not only on market knowledge and negotiation skills but also on something more intangible: relationships. At the heart of every thriving real estate business lies a robust sphere of influence—a network of connections that extends beyond transactions and transcends mere professionalism. In this article, we delve into why a real estate agent’s sphere of influence is not just important but indispensable to their long-term success.

Building Trust and Credibility

In an industry where major life decisions are at stake, trust is paramount. A sphere of influence comprises friends, family, colleagues, and acquaintances who already have a level of trust and rapport with the agent. Leveraging this existing trust facilitates smoother transactions and instills confidence in potential clients. Recommendations from within one’s sphere carry significant weight, often leading to quicker conversions and higher client satisfaction.

Access to Referrals and Repeat Business

A well-nurtured sphere of influence is a renewable resource of referrals and repeat business. Satisfied clients are more likely to refer their agent to friends and family in need of real estate services. Additionally, past clients who had positive experiences are inclined to engage the same agent for future transactions, contributing to a steady stream of business opportunities. Each successful interaction within the sphere reinforces the agent’s reputation and strengthens their network, creating a virtuous cycle of growth.

Enhanced Market Reach

Beyond direct referrals, a robust sphere of influence expands an agent’s market reach exponentially. By tapping into the networks of their sphere members, agents gain access to new demographics, geographic areas, and niches. This broadens their client base and diversifies their business, making them more resilient to market fluctuations and economic downturns. Furthermore, active engagement within the sphere fosters a sense of community and reciprocity, leading to collaborative efforts and collective support.

Cultivating Long-Term Relationships

At its core, real estate is a people-centric industry. Successful agents understand the value of cultivating meaningful, long-term relationships within their sphere of influence. Beyond mere transactions, these relationships evolve into partnerships built on mutual respect, integrity, and shared goals. By prioritizing the human aspect of business, agents not only enhance their professional reputation but also enrich their personal lives, creating a legacy that transcends sales figures and commission checks.

In conclusion, a real estate agent’s sphere of influence is not just a network—it’s a lifeline, a source of strength, and a catalyst for growth. By investing time, effort, and empathy into nurturing their sphere, agents lay the foundation for sustained success and enduring fulfillment in an ever-evolving industry. As the adage goes, “Your network is your net worth”—and in real estate, this rings truer than ever before.

Joe Lins

About the author: Joe Lins is President, CEO and Co-owner of CENTURY 21 Discovery. If you are interested in becoming part of the CENTURY 21 Discovery team or would like more information about our services, training and coaching we provide, contact Joe at 714.626.2069.