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I get many questions about how to attract agents when you don’t have a “large” system. The answer is a multi-faceted approach with grass roots training, coaching, holding your agents accountable on a regular basis, and yes, even getting rid of the dead weight.

Let’s set the scene – you really want the major share of listings in the neighborhood close to your office, and you want those listings at an average sales price 40% higher than your average closed sales price. The catch – you just found that your competition has been hanging out there for 12 years with doggie treats, pumpkins, and door hangers! Well, it’s time to get to work.

PROVERBS 21:20 – “There is treasure to be desired and oil in the dwelling of the wise, but a foolish man spendeth it up.”

As some trends die, others are born. Short sales and REOs are in their last days, and we need some inventory! Builders have been hurt. They are being careful, and the banks are not backing them like the "old days." We are seeing the "stirrings" with small and medium-sized builders. The builders will need contact (call, letter, email, or personal visit) to remind them that you are their friend and colleague in this business. It is always easier to talk to with a potential client when you are delivering value. You feel better, and they listen better. The reason our clients are so successful is that they have the best value propositions to the best seller demographics. Builders are no different. Offer value that eliminates the competition and causes the builders to talk about you, their new agent, at the golf course, at business dinners, etc. Begin putting together your local, small and medium builder list. I would recommend starting with a letter explaining the value that your builder services offer and your promise of future contacts.

Recently, I was asked to answer some questions regarding an agent opening their own brokerage. Below are the questions with my responses, which have been taken from my personal experience and my experience with my clients.

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.

In 2005, we, the real estate community, saw interest only loans with no money down. We knew the banks were going to own a lot of property. I started systems that built relationships with banks so our clients would be in first place when short sale and REO listings would be considered. Now, the market is hot in some areas and getting hotter in others. One of the many trends in this environment is the growing “for sale by owner” inventory. The FSBOs still don’t have a ton of equity but are sure they don’t need a REALTOR®. Each of my coaching clients is great in re-educating FSBOs on the fact that they probably can net the same with one of our customized marketing plans, but the indoctrination always works better with a relationship.

Agents are always leaving the business no matter if the market is great or rotten. In great markets, they leave because they move or retire. In rotten markets, they leave because they were never trained or they do not have the motivation to find the systems necessary for a tough market.

Through the years, I have discovered that more and more agents are fearful of meeting face to face. Some agents hoped that technology would put a barrier between them and rejection, but all they found was a smaller income. The top earners still know how to find what people need and give it to them. Some of my top coaching clients are actually doing a few open houses to re-introduce themselves, face-to-face, with the neighborhoods that made them famous.