Become a Rock Star Real Estate Agent by Jennifer Seeno Tucker

Author:Jennifer Seeno Tucker [JENNIFER SEENO TUCKER]
Language: eng
Format: epub
Publisher: Morgan James Publishing
Published: 2021-01-15T00:00:00+00:00

My Wave

As you recall earlier in the chapter, before real estate, I worked part time in town for our local parks department. It was a job riddled with a lot of downtime, so I was able to get organized and make some phone calls while on breaks. I let everyone know in that office that I was their go-to real estate agent. In fact, my first sale of a home came from an employee in my office. I was also able to do two rentals my first year in the business to employees in that office. In fact, just the other day, a woman who I still keep in contact with, as our sons are the same age, reached out and said she’s looking to purchase her very first home. So, what I’m saying is no matter what background you come from, find a way to leverage your sphere of influence. It just so happens that I’ve been getting my hair cut by the same person for the last twenty years. He’s been listening to me and my real estate stories each and every time I sit in his chair. In the last year, he’s listed two homes with me and plans to purchase another. So, it pays to establish relationships with people who you’re constantly in contact with.

So how do you effectively use your past positions and careers without coming across as salesy to leverage your sphere of influence?

First, set up your top fifty. These are the fifty people who own property, are in your cell phone contact list that you know will possibly do business with you. It’s important to find out if there is another real estate sales agent any of your top fifty may have on their radar should they decide to buy or sell. If you want to be their agent, be ready and willing to help them have their dream come true of either buying or selling a home.

Second, you need to convey that you are there to assist them. You’re not there to be a high-pressure salesperson or put them in an uncomfortable situation. It’s a matter of having the confidence to convey you want to help them through your business.

Next, I always like sending a text to grab a cup of coffee or a quick bite to eat, not to talk about real estate, but to keep them close in the friends and family zone.

Finally, make sure you have contact information, especially an email, so you’re staying in contact with them on a weekly basis. This way when they are ready to buy or sell you are there for them.

As my mentor has always said, “People don’t care what you know until they know how much you care.” It is a cliché in life and in sales. Before you try to convince your prospects, customers, and sphere of influence or SOI to utilize your service as a real estate agent, they need to first know that you’re truly invested in solving their problem.

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