Destin FL Real Estate Broker - Tips For The New Agent

TIPS FOR THE NEW AGENT FROM A DESTIN - SANTA ROSA BEACH, FL REAL ESTATE BROKER

I am a real estate broker in Destin Florida. I have had many different careers and I have been fortunate enough to complete many types of professional training. Some examples include:

• Marketing Degree - University of Mississippi
• Masters of Business Administration (MBA) - University of Alabama at Birmingham
• Zig Ziglar Sales Training – Orlando
• Shephard Group Retail Sales Training
• IBM Sales Training
• CDPE "Certified Distressed Property Expert" Training
• Short Sale Superstars Training
• Real Estate Sales Person
• Real Estate Broker

There are so many sales strategies out there and every person should work to develop their own original strategy. However, there are some basic principals that will help any new agent achieve success. Below are some basic ideas that will help kick start your new career.

1. Get a web site: Most Real Estate transactions begin on the internet. If you plan on acquiring listings you will need to feature them on your site. You should also offer search options for your buyers as well as local information and info on why they should hire you as their agent.

2. Order professional business cards: Your cards should look great. Try to make it a game and see how many you can give out every day.

3. Market to your circle of influence first: Compile a list of email addresses or mailing addresses of all friends, family and friends of friends and family; send them notice that you are selling real estate.

4. Develop a Farm: "The term farm implies growing something. That's what you do when you farm a local subdivision. You plant the seeds of future business, nurture them with marketing and then hopefully reap the rewards in commissions." A farm should be small, 250 to 500 people. They key is to market to them regularly. Eventually they will recognize you as the professional in their area. Examples of farms can be a certain subdivision or a market segment like golf course homes. The key is that it is a small group and the contact is regular, at least once a quarter. A small group enables you to stay in contact regularly on a small budget.

5. Learn about short sales and foreclosures: This is the market right now, become an expert in these types of transactions. You can sign up for courses, buy books, and research these types of transactions on Active Rain and Trulia.

6. Study books and blogs on how to sell Real Estate: Congratulations!, you are already doing this one!!!

NOW THAT YOU HAVE SOME CLIENTS, BELOW ARE SOME TIPS ON HOW TO SELL THEM A HOUSE!

ASK LOTS OF QUESTIONS. Below are some examples.

WHAT IS YOUR BUDGET? Most Important!

How many bedrooms, what is your minimum square footage?

Do you have children? If so, provide them with info on the schools in the area.

What location do you prefer?

Will you be using financing or paying cash? If financing, tell them that a pre-approval or pre-qualify letter is required to be successful in this market. Most sellers will require this.

I also like to tell them that the more information they can provide me the better. My goal is to find them the best deal on the best house in their criteria.

Do a dry run! If you are new and not completely familiar with the area, it is good practice to do a dry run prior to showing. You should be enjoying speaking with your client and getting to know them not looking for street signs, getting lost, and trying to figure out the gate code.

Pick your client up: Always try to pick your client up. Look at it this way, one agent meets the client at a home and the other agent picks the client up and spends time in the car making small talk and chatting about the area…Which agent do you think will win?

Listen, Listen and Listen: Remember to listen to your client. If you do this you will be able to find them the right house.

Close: When you find the perfect house for your client, they will tell you…Examples “This house is perfect”, “This is #1 on the list”, “We love it”. This is when you have to close. Houses are very easy to sell. Closing should come natural. When the client says “We love it” say something like, “Would you like to make an offer?” “Would you like me to call the agent to see if there have been any other offers?” This is a gateway to closing. Good Luck!!!

I hope these simple tips help new agents out there. Most importantly, make sure you have a broker that can offer you support, leads, and strategies to grow your business. I am always looking for quality agents, feel free to visit my site at www.mainsailrealtycompany.com or call me at 850-585-1284.

Clayton Bonjean, Broker, MBA, CDPE

Destin and Santa Rosa Beach, FL