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There are times when the real estate culture can really hurt you.  The rabid adherence to having your sellers stage a property can be detrimental to them and you, as their agent.  I am sure there are instances in past markets where homes sold faster and for more money, but is it really working well in this market?  

Managing properties can be an absolute nightmare or a huge profit source. It's your choice, based upon the amount of documentation and systems that you implement. Many top real estate agents also have a management division within their offices. This division is usually started and grows by helping investor clients, or it is necessary because of the properties that the real estate agents own themselves. At some point, many top real estate agents might actually leave the business to start their own management companies. Being an “insider” allows you to horizontally integrate your business.

My goal in real estate was to leverage my time so that I was getting the maximum amount of income out of every exertion of energy. I never liked showing property much, but I really wanted the listing. In fact, I did whatever was ethical to become the most recognized REALTOR® in my area. This system is a little aggressive, not for the faint of heart. I never considered it solicitation of a seller, just feedback; however, the results were many sellers ended up knowing me and paying more attention to my expired solicitation.

For many, it’s simply call reluctance. You just never seem to get around to making those phone calls. I run up against this challenge with even some of the best agents in the country. Call reluctance can freeze you in your tracks, and that’s why coaching can be so important – the prodding needed to get it done and the wording to get it right.

When an interested buyer drove by a property then followed the directions for more information (easy-to-remember URL, QR code, text back system, or IVR system), I always made sure they had reasons beyond a great listing to contact me personally. The buyers are out looking at listings without their agent so maybe their real estate agent is inefficient! Why not attract them to the most professional representation in the area? I would provide a list of reasons for them to call me directly via an attachment to the listing flyer in the brochure box, on my website in the buyer’s section, and even on the fax/text/call back systems. This list worked like a charm!

We recently received a question from some of our favorite coaching clients. The Premier Team is lighting up the upper end, downtown, and historical St. Louis real estate markets. As coaching clients, they are challenging for me because they demand new value and service for their clients each week. In fact, Chris and Lisa know that to dominate an industry they need to have tools that the competition does not. They require tools that not only make the job easier, but also more profitable for their clients. Here is the result from a recent request from which we created a letter handout for the listing presentation and for advertisement in other media.

There should be more profit-refining rather than adding a new layer of overhead or technology. Sometimes, the basics are not addressed when looking to increase the company’s or individual agent’s net returns.

Walter Sanford has championed checklist systems for over 30 years. He has a time-saving checklist for everything you probably will ever do in real estate.

Last month, we covered the first five ways to increase your commission, and we’re wrapping up the year with the last five ways to increase your commission.

Many times, new coaching clients don’t know what to ask for. They don’t get “turned on” until they hear what others are planning to get. Real estate sales is like a buffet -- almost anything you can imagine. My clients tweak lead generation, answer objections with value, speed up the process, and don’t get involved in bad deals or with low/no profit individuals. They start seeing their needs met and then seed capital for the future.