ERA Wilder Realty
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It's a Manager's Market, Not a Buyer's or Seller's Market - Tips to Lead Your Company to Success
Debbie Allen (NE)
Source: RISMedia
Sellers will sell when they're tired of staying. Buyers will buy when they're ready. So the only thing left to control is your agents...and it's up to you, the manager, to change the actions of your sales people now. You have the power to change the current state of affairs and are the key to this market. Yes, it's a tough job. You are the coach and mentor who can change your agent's lives, forever. Produce top producers. Keep them with you. Build rewarding relationships with your agent population. Over the last few months, I have been asked by hundreds of managers and company owners, the following question, "How do I get my agents to _____?" Fill in the blank with a host of behaviors such as answer the phone, prospect, follow up, go to meetings, watch a video, get a price reduction, find motivated buyers-even just pop into the office once in a while.
Elizabeth Buessing (Sumter)
As a manager, you are like the trim tab on an aircraft. This small control surface is hinged at the trailing edge of an aileron. When it rotates up, the force moves the aileron down, which moves the wing up and the plane rolls to a new heading. When you alter the behavior of your agents, they will choose more productive sales behavior and the entire company will change course. Here are some "trim tab" behaviors to help to create a more productive sales force and lead your real estate company to success:
Lesley Carpenter (NE)
1. Let go of the unalterable agents. If you can't change their work habits, then change their work place. Decruit them. Let them go. Your bottom quartile contributes a small amount of revenue in exchange for a large amount of additional time, morale and reputation. 2. Schedule one-on-one meetings with every agent in your office. Hang a clipboard outside your office with dates and 20 minute time slots. Ask each of your agents to pick a time and come prepared to discuss their performance and goals. 3. Evaluate their performance. Ask, "How do you feel about your production so far this year?" When your agents tell you they've been really busy, ask for specifics. Take a look at their calendar, prospect database, follow up call list, etc. Be sure to avoid generalities.
Gloria Johnson (NE)
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Social Media Tips
Profiting from 'social' skills
Janet Loper (Lex)
Source: Miami Herald How many times have you bought a product or service simply because you liked the sales pitch? The answer is probably more than a few occasions. Yes, a topnotch salesperson with a generous endowment of charisma can overcome a litany of merchandising challenges. But does that charisma extend to the digital world? It can -- especially if you're a Realtor, writes Toluse Olorunnipa in today's cover story. ``Because of the importance of the international market, many Realtors see social media as a real way to get clients,'' says Olorunnipa, the Herald's residential real estate writer. Many are seeing results, with more sales leads, higher closing ratios and greater buyer engagement by using Twitter, Facebook and marketing e-mails. Digital-based marketing is no longer limited to a generation raised on laptops. Some corporate CEOs have their own blogs, and nearly all major corporations use Facebook and Twitter to hawk their wares, raise money for their nonprofits and share ideas about the best way to run the world. Read More...
Ann Marr (Lex)
Mac McLeod, Jr. (Sumter)
Team Tuesday
Jennifer BowenRogerson (Sumter)
Save the date MDA Yard Sale The Orangeburg Office of ERA Wilder Realty is getting ready for their next HUGE MDA yard sale. Date: October 23rd Tell everyone you can...They will take donations of most any kind (please no trash) to be sold strictly for MDA Summer Camp for kids....Bring items at anytime during normal working hours to their office for storage until sale date. All proceeds will go to help a child be able to go to the MDA Summer Camp in 2011 We will also accept any and all cash donations.
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ERA Wilder Realty | 1730 Main Street | Columbia | SC | 29201