AUSTRALIA EDITION
6 Habits of HIGHLY PRODUCTIVE AGENTS I’ll Take 2 Pounds of Confidence and 3 POUNDS OF SELF-ESTEEM! Your Secret PRESENTATION WEAPON 5 Sure-Fire Ways to GET MORE REFERRALS
FEATURED AGENT
HAESLEY CUSH
COVER STORY
HM TANVIR
AUSTRALIA EDITION
7
HM TANVIR
HM TANVIR
17
HAESLEY CU
Growing up in the real est Haesley Cush never anticipate ing, successful career in the mother was a real estate agen had a few promising brushes tainment world, he set his business and earned his license years later, Haesley in now business leader and auctionee the regionally renown real es HAESLEY CUSH Ray White New Farm and Ray White Spring Hill, along w ing property management endeavor Living Here Cush Pa
Today, Haesley co-heads a total of four offices alongside CONTENTSpartner, Matt Lancashire, with two Ray White imprinted o to residential sales, and two offices devoted to Living He ners’ intrepid take on property management. Haesley’s v the greater Brisbane area and he personally oversee employees across four retail locations. These days, Haesle leader and an auctioneer—a position that still allows him t ativity and people skills. Meanwhile, the agents at Ray Wh and Ray White Spring Hill are well-versed in a variety o and responsibilities, and have even set a record for the hig home sold in the area, at $19 million. What’s more, betwee of agents’ business is driven by repeat and referral clientele to Haesley’s offices’ consistent ability to perform. In recou fessional approach, Haesley cites experience, knowledge follow-through as some of the foremost drivers of his su “We’ve got the huge advantage of having twenty years under our belt at a relatively young age,” he explains. “It’s blend some youthful enthusiasm with a veteran’s insight. G Phone 888-461-3930 | Fax 310-751-7068 the real estate business, you wind up with a lot of knowledg and we’ve got a really deep understanding of how to pract mag@topagentmagazine.com | www.topagentmagazine.com an authentic way. We’re also Top ableAgent to approach our wo No portion of this issue may be reproduced in any manner whatsoever in without prior consent of the publisher. playfulness energy, the business w Magazine is published by Feature Publications GA, Inc. Although precautions are takenand to ensure the having accuracylaunched of published Blending those experiences has been a huge part of materials, Top Agent Magazine cannot be held responsible for opinionsyoung. expressed or facts supplied by its authors.
4) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS
19) YOUR SECRET PRESENTATION WEAPON
13) I’LL TAKE 2 POUNDS OF CONFIDENCE AND 3 POUNDS OF SELFESTEEM!
22) 5 SURE-FIRE WAYS TO GET MORE REFERRALS
To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. To keep
2
in touch with their vast network of clientele, Ha team use every opportunity available to stay top-of-mind. past clients and the community to the excitement of auct connecting via email and by phone to catch up with past Top Agent Magazine go—Haesley and his team emphasize the importance of bu relationships with those they serve. When it comes to list
mailto:mag@topagentmagazine.com
Top Agent Magazine
3
6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.
1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4
that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day. Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine
well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.
to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list. You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.
2. Remove distractions
when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second. We all do it! Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.
3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine
4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful. Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova5
tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.
5. Be deliberate
about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news? Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.
6. Always look for ways to
get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 6
of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business. Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about. Top Agent Magazine
Top Agent Magazine
HM TANVIR 7
As a young principal running two offices, which hold 20% of the local market share, HM Tanvir has recently won the title Rising Star of the Year 2018 for Australia nationally.
HM TANVIR For HM Tanvir, the “Never-give-up philosophy” extends to all aspect of life and is particularly obvious in his real estate business. As a long-time sales professional prior to forming Century 21 Property Care with two partners in 2015, HM knows that the keys to success are hard work, persistence. He applies those principles to his work with his real estate clients, his partners and his community. “Sales is in my blood,” he says. “I tell every rising star that if you want to be successful, you have to work hard until that job is complete.” He cautions, however, that sales is not only about transactions, but about meeting 8Copyright Top Agent Magazine
people’s needs first and foremost. It’s no wonder, then, that HM has been winning awards since his second full year doing real estate in the Southwest part of the Greater Sydney Area. In fact, before finishing his third year, he was already drawing more than 80% of his business from referrals. He gives a good deal of the credit to his team. “In 2015, two friends of mine and I decided we needed to go into business together,” says HM. His other two partners previously worked in sales and marketing in the financial sector and in property management. Their 12-person team includes the three principals, several sales associates, a lead generation specialist and administrative staff. They operate out of two offices, one in Minto and one in Glenfield. Based out of the Minto office and serving several communities, HM Top Agent Magazine
is the #1 agent in the Minto area. “My goal is to grow our Glenfield office to be as successful as our Minto office,” he says. As a young principal running two offices, which hold 20% of the local market share, HM has driven sales and become a great example for all young stars. He even recently won the title Rising Star of the Year 2018 for Australia nationally. To achieve this growth, HM and his team will continue devoting themselves to service before sales. “It’s our job to provide the customer satisfaction,” he says, noting that the team’s customer surveys reveal that Top Agent Magazine
people are genuinely happy with the honesty and open communication provided by every member of Century 21 Property Care. “Whatever you know, you have to tell it to people,” say HM. “If you do one silly thing with a Copyright Top Agent Magazine9
by his team members. “Clients know they can come to me straight with any issue.”
client, they’ll tell 10 more people!” With HM, clients remember not only his friendliness, honesty, flexibility and work ethic, but the tireless accessibility that is mirrored Copyright Top Agent Magazine Copyright 10
By doing things the right way, reviews from past clients help build trust with the brokerage’s new clients. It’s always helpful going into a listing appointment with people who have already heard good things about you, HM says. When the meeting begins, they can get right to business. “I always tell my vendors that, without strong marketing, the property won’t sell as fast or for as much.” Top Agent Magazine
HM spends a great deal of money on marketing, including photography, online advertising with premium listings and even newspaper advertising. “Our homes are easily sold and we get that money back,� he says. Besides meeting his passion for sales and real estate, HM’s work also gives him opportunities to help the community. CenTop Agent Magazine
tury 21 Property Care is an active sponsor and financial supporter of numerous school and athletic programs locally, putting their efforts where they mean the most to their clients and their communities. Meanwhile, although HM may work a 10-hour day five or six days a week, every spare moment he has is spent with his cherished wife and son. Sundays, especially, are for family time. Copyright Top Agent Magazine 11
“Real estate is not a 9-to-5 job; I need to be available to my clients after dinner time at their convenience,” says HM with no regrets. HM also says that he enjoys the development side of the business. In addition to growing both offices, HM
hopes to get more involved with more builders and their construction projects, strengthening his team’s reputation in their region south of Sydney. “With passion and hard work, there’s no limit to where you can go!”
To learn more about HM Tanvir, visit century21.com.au/minto or go to his Facebook page, https://www.facebook.com/www.century21propertycare.com.au/ email hm.tanvir@century21.com.au or call +61 401 842 280. www.
Copyright Top Agent Magazine 12
Top Agent Magazine
I’ll Take 2 Pounds of Confidence and 3 Pounds of Self-Esteem! By Barry Eisen
At least a few times per month I get emails and/or calls asking me to help develop confidence and a positive self-esteem. When you’re hot you’re hot and when you’re not, you’re not. Life has its ups and downs and occasionally everyone feels like they’ve run out of gas and nothing they seem to do works. When you’re in a slump the world can look overwhelming and against you. The more you think about you’re victimhood, the more out of control you feel.What you focus upon becomes larger. Confidence, positive self-esteem...these are just words and something experienced many moons ago. Talk it out with your spouse? Sure. See a therapist? Maybe. Get a coach? Good idea. Call a hypnotist...that’s where I come in, but maybe not in an obvious way. Top Agent Magazine
13
Hypnosis can be of help in so many areas such as controlling weight, memory improvement, reading faster, stopping smoking, becoming a great public speaker, prospecting and growing a business, eliminating fears, becoming a better golfer/tennis player/baseball player etc., sleeping and energy, controlling pain control in dentistry and child birthing, improving wellness, passing tests and so much more. This is not an over statement. Hypnosis is a performance enhancer because it taps into the best parts of who we are to make the changes necessary to make the changes to evolve ourselves. But “programming” ones mind for confidence and positive self-esteem is not something I’ve seen done effectively. The subconscious says, “What does that mean?” “Give me a picture, what do you want?” Read any neuroscience to know (or simply use common sense) that the subconscious needs specific direction (words, pictures and supportive feelings) for these clear messages to be acted upon. A general business plan is usually a recipe for disaster. A poor teaching plan will confuse students. Mixed general messages given to a 3 year old will produce erratic behavior. A loose navigation plan will have ships traveling in circles. Just like many people. Instead of working on confidence and positive self-esteem, does it make sense to instead, work on a solid business target of success and develop a business plan that will get you there? If you’re planning for the future, is it not a better idea to set an end result and develop strategies that will make it happen? If you’re looking for better health, doesn’t it make sense to set a target for excellence and back it up with a realistic exercise and eating approach that will insure success? The confidence and self-esteem will come along automatically. Create the goal, take action, do the work, be consistent. Your business will never grow more than you do. Your health will never get better without you stretching out beyond who you now are. Your relationships will never be more secure and supportive than you are of yourself. Your confidence and self-esteem will never grow without a reason. 14
Top Agent Magazine
Before you therapy or drug yourself into confidence and self-esteem, at least try (Oh! I hate that word) the 10 organic following ideas for 2-3 weeks.
1
Set goals that stretch you out and force you to grow. You can’t be depressed when you’re learning something. Learning takes you out of your egocentric predicament.
2 3
Create timelines/target dates for goal accomplishments. This establishes a sense of urgency. It puts a little “gitty up” in your step and mind.
List your actions of the day on your To-Do list and prioritize all items. Doing the A’s and crossing each off as done, will put a smile on your face and a jolt of small energy in your life. (Accomplishment feels good. Could you use some “feel good”/self-esteem?) You’ll start looking forward
Top Agent Magazine
15
to these little positive jolts and do what is necessary to have them. If I was talking cocaine...that would be a bad thing, but since I’m talking non drug human motivation...that would be a good thing.
4
If you’re just feeling flat for no obvious reason, take on an interest/ hobby/project that’s been on your mind in the past. Learning stimulates blood flow to different parts of the brain and increases endorphin flow. (E.g. Calligraphy, sailing, martial arts, reading sci-fi, etc.)
5 6 7 8 9
Follow through like your hair’s on fire. Show yourself what you CAN DO! Create some appropriate reward for the accomplishment. Balance your life with goals in physical, financial, emotional, educational, family, social and spiritual areas. Sometimes more is better. Purposely smile more, laugh easier, hold eye contact a little more (obviously, not in a creepy way) and present a stronger posture.
Learn to relax to slow down, put things in perspective, ask yourself how you feel and how you’re doing 2 or 3 times during your day. Don’t let the day rule you. Be present. Pay attention.
10
Act “AS IF” you were already doing things with confidence, making decisions with authority and living the life you want to live. You become what you think about. Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 16
Top Agent Magazine
HAESLEY CUSH Growing up in the real estate business, Haesley Cush never anticipated a long-lasting, successful career in the industry. His mother was a real estate agent, and after he had a few promising brushes in the entertainment world, he set his sights on the business and earned his license. Twenty-two years later, Haesley in now an esteemed business leader and auctioneer, co-heading the regionally renown real estate offices of Ray White New Farm and Ray White Spring Hill, along with the thriving property management endeavor Living Here Cush Partners. Today, Haesley co-heads a total of four offices alongside his business partner, Matt Lancashire, with two Ray White imprinted offices devoted to residential sales, and two offices devoted to Living Here Cush Partners’ intrepid take on property management. Haesley’s ventures serve the greater Brisbane area and he personally oversees eighty-four employees across four retail locations. These days, Haesley’s role is as a leader and an auctioneer—a position that still allows him to flex his creativity and people skills. Meanwhile, the agents at Ray White New Farm and Ray White Spring Hill are well-versed in a variety of transactions and responsibilities, and have even set a record for the highest list-price home sold in the area, at $19 million. What’s more, between 30% to 50% of agents’ business is driven by repeat and referral clientele—a testament to Haesley’s offices’ consistent ability to perform. In recounting his professional approach, Haesley cites experience, knowledge, and genuine follow-through as some of the foremost drivers of his success to date. “We’ve got the huge advantage of having twenty years of experience under our belt at a relatively young age,” he explains. “It’s allowed me to blend some youthful enthusiasm with a veteran’s insight. Growing up in the real estate business, you wind up with a lot of knowledge behind you, and we’ve got a really deep understanding of how to practice real estate in an authentic way. We’re also able to approach our work with some playfulness and energy, having launched the business when we were young. Blending those experiences has been a huge part of our success.”
really your shop,” he explains. “The only way you can improve your business is to enhance your community. We’re members of the community ourselves; we have kids in the local schools; we’re members of the local neighborhood centers. Being involved in community is a benefit, not a job. We do it because it’s the right thing to do.” Beyond the office, Haesley most enjoys quality time spent with his wife and three children, as well as his friends and other loved ones. He also counts himself a major rugby fan. As for the future of his career and the teams at Ray White New Farm, Ray White Spring Hill, and both Living Here Cush Partners offices, Haesley says: “We’re addicted to growth.” With that in mind, he and his co-partners plan to lead the business even further as it continues to capitalize on its firmly established reputation. Likewise, they hope to add more talented agents to the ranks of their Ray White offices as they continue to grow, while expanding to 10,000 properties managed by Living Here Cush Partners the year 2028. Finally, after more than two decades in business and now at the head of a thriving enterprise, Haesley considers what he finds most gratifying about his chosen field—both as an agent and auctioneer, as well as a co-businessowner. “I’ve had the joy of selling properties for a million dollars over reserve, and when you see the look on someone’s face after changing their financial landscape beyond their expectations—it’s a huge joy. To play a role in that transformation brings wonderful personal satisfaction,” he reflects. “Another joy for me is being able to provide income for 84 different families. I really love to see our agents’ successes and I’m there with them when they’re learning lessons, too. Real estate is a hardworking business. In a world that’s moving toward higher and higher service expectations, with so many streams of communication that it can be quite overwhelming—agents need to employ strategy and discipline. We provide those tools and support that environment, and I genuinely believe that if you get those things right—real estate is an amazing path with limitless potential.”
To keep in touch with their vast network of clientele, Haesley and the team use every opportunity available to stay top-of-mind. From inviting past clients and the community to the excitement of auction events, to connecting via email and by phone to catch up with past clients on the go—Haesley and his team emphasize the importance of building lasting relationships with those they serve. When it comes to listing properties or marketing residences for lease, Haesley and his team leave no stone unturned. They incorporate high visibility and targeted ads across social media and the leading digital listing sites, while utilizing print marketing campaigns to inspire a local buzz. Community also plays a large role in Haesley’s professional ethos. Beyond giving back through fundraising for those in their community facing unexpected hardship, Haesley is also able to contribute to his local landscape by putting his auctioneer skills to good use in supporting worthy causes. Furthermore, staying rooted in the community in a positive way is a foundational tenet of the Living Here business model. “One of the key things about being an agent is that your community is Top Agent Magazine
To learn more about Haesley Cush email haesley.cush@livinghere.com.au, visit livingherecushpartners.com.au, call 0736068300, or visit hishttps://www.facebook.com/LivingHereCushPartners/ Facebook page here. www.
Copyright Top Agent Magazine 17
mailto:mag@topagentmagazine.com http://www.topagentmagazine.com
18
Top Agent Magazine
Your Secret Presentation Weapon by Rich Levin
You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best? Here’s how. “The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition. “I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?” Top Agent Magazine
19
Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly. Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day. A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.” AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price. This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have 20
Top Agent Magazine
only been viewed by my buyers. It’s fun for me. It’s the best way to give you the competitive edge.” C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?” You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf. A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like? The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction. Top Agent Magazine
The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them. The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process. In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them. This is an advanced skill that raises your effectiveness and enhances your relationships and your results. It requires preparation and practice. It is a secret weapon that can shift your work and your career into the next gear.
Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business. Copyright©, Rich Levin. All rights reserved. 21
5 Sure-Fire Ways to Get More Referrals by Bubba Mills
Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients. So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances. Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.
savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free. Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you. Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.
Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses 22
Top Agent Magazine
while promoting my business? Think coupons for your clients and leaving your business cards in their stores. 3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!” Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life. 4. Get involved in your community. People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community. Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics. 5. Show your gratitude when you do Top Agent Magazine
get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going. The referral system is built on strong relationships and shared value. Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not? What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching. Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com. 23
mailto:mag@topagentmagazine.com
24
Top Agent Magazine