10 Sales Tips to Help Grow Your Business:
Although there’s no one-size-fits-all pathway to success, two Texas stars – Robin Bailey of RE/MAX Associates Northeast in Kingwood and Christine Hale of RE/MAX The Woodlands & Spring – have some smart moves to share that can better your chances.
Here are 10 great tips they shared at R4 last March:
1. Hire support staff.
“Hiring an assistant is the number one thing you should do,” says Bailey. “My job is to get out in the world, not sit in an office. My assistant does the support work so I can show homes, get new listings and work on my sphere of influence.”
2. Build a strong team.
There’s strength in numbers, provided they share the same professional values and commitment. “Adding team members is a selective process,” says Hale. She looks for positive, like-minded agents who are committed to the best interests of their clients. “I have a strong work ethic and I don’t balk at working long hours. I expect my team members to go the extra mile for our clients, too.”
3. Keep current.
“Our real estate contracts and laws are constantly changing,” Hale says. “I want to always be ahead of the public in knowing what’s going on. I want to be the source my clients turn to for the latest information.”
4. Promote yourself.
Bailey has two large billboards at school stadiums, spots that run before movies in local theaters, and a full-page newspaper ad at the end of the year that showcases all the homes she’s sold. She advises an advertising budget that’s 5 to 10 percent of your total budget.
Hale concentrates on referrals and staying in contact with past clients. She uses email and direct mail to encourage visits to her website.
5. Tap the power of social media.
The value of social media as a business-building tool can’t be overlooked. Bailey recommends posting often, providing useful real estate content, and showing your personal side as well.
6. Make a great impression.
Bailey always heads to her initial meeting with sellers fully prepared and upbeat. “I explain the specifics of why I chose the comps, and how each one relates to their home,” she says. Similarly, Hale says dressing for success and projecting the right image instills confidence in your abilities.
7. Put yourself in your client’s shoes.
Bailey says her ability to empathize with her clients is one of her most valuable skills. “I can put myself in their situation,” she says. “People appreciate that and it builds a connection.”
8. Maximize a home’s appeal.
Help sellers make their home more marketable and you’re ultimately helping yourself. When she signs the listing contract, Bailey gives the sellers a detailed checklist on what they should do to get the home ready for sale.
Hale stages every listing and sometimes even covers the cost of repairs or upgrades.
9. Know when to let go and move on.
Forget about inconsequential details or things you can’t change. “One of the most difficult things I’ve had to do is find a way to delegate duties and share my business with others,” Hale says.
Rejection is also part of this career, adds Bailey. Never let it hold you back or cause you to lose sight of your goals. “You have to learn to not let it bother you,” she says. “Just move on.”
10. Show your appreciation.
Bailey asks for the source of every referral, and then sends the referring person a small gift and a card after closing. And new homeowners always receive a lasting reminder of her gratitude, usually a watercolor painting of their new home. “Personalize the gift and make it special,” she advises. “They won’t forget you.”