MISSOURI EDITION
Six Powerful Prospecting Tips to BUILD YOUR BUSINESS 10 Seconds to CHANGE A HABIT IS STARTING A TEAM THE RIGHT SOLUTION for Your Business? LONG-TERM GOAL SETTING Vision = Perspective = Better Decisions PLAYING THE REAL ESTATE MATCHMAKER— Follow These 8 Dating Rules to Ensure you Match Your Client with the Perfect Home for Them
FEATURED AGENT
EMILY MEHL COVER STORY
PATRICE EMORY
MISSOURI EDITION
7
17
EMILY MEHL
Top Agent Emily Mehl, Ow Broker of Stockton Lake Prop ties LLC in Stockton, Missour committed to being there for clients not only during the tra action, but long after. “We’re just here for them today,” says. “We’ll be here for them the future as well.”
PATRICE EMORY
EMILY MEHL With more than fifteen years in the industry under her b Emily strives to provide each and every one of her satisf clients with an unparalleled level of customer service. Wo CONTENTS ing with an assistant and three licensed realtors, she ma sure that each of them share her motto of “take care of 4) PLAYING THE REAL 18) SIX POWERFUL customer first, period.” Each of the three agents working ESTATE MATCHMAKER— TIPS TOof properties. One, a her PROSPECTING specializes in different types FOLLOW THESE 8 DATING YOUR BUSINESS merBUILD high school Agriculture instructor, works primarily w RULES TO ENSURE YOU local farms and horse properties, of which there are man MATCH YOUR CLIENT WITH second mainly with local front listings, and a th 22)deals IS STARTING A lake TEAM focuses the high-end residential market. “We’re pr THE PERFECT HOME THEonRIGHT SOLUTION diverse. feed themBUSINESS? the leads as they come in, and I t FOR THEM FORI YOUR what’s left, because it’s important to me that they too s ceed,” laughs Emily. 13) LONG-TERM
PATRICE The beautiful community of Stockton is in rural Southw EMORY Missouri, and is distinguished by its small, estimated po
GOAL SETTING VISION = PERSPECTIVE = BETTER DECISIONS
lation of 2,000 and by it’s lake, one of its main attractio In a community that has comparatively little turnover, Em is still able to boast that repeat and referred clients comp Phone 888-461-3930 | Fax 310-751-7068 almost 20% of her business. “For the area,” she says, “th pretty significant.” mag@topagentmagazine.com | www.topagentmagazine.com
No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Emily’s solid commitment to treating people right play Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions factscontinuing supplied by itssuccess. authors. “We serve the Lor huge expressed factor inorher To subscribe or change address, send inquiry to mag@topagentmagazine.com. our office. We do the Lord’s work and he provides for us, Published in the U.S. 2
in turn we get paid. We care for our customers first, and t care of what they need. At the end of the day, if you do wh Top Agent Magazine right he’ll take care of you.”
mailto:mag@topagentmagazine.com
Top Agent Magazine
3
Playing the Real Estate Matchmaker –
Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home. When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4
between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”
Top Agent Magazine
Top Agent Magazine
It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.
back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.
Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:
Be Genuine, Not Superficial
When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day. In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.
Never Let Your Client’s First Impression of a Home Rule Their Decisions
Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine
When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.
When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures. Make sure to encourage them to take some time before making such a big com-
Top Agent Magazine
5
mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.
Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.
See What Other People See in The Home – Do They See What Your Client Sees? Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with
their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade
Celebrate the Happy Union! When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing. Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.
Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.
6
Top Agent Magazine Top Agent Magazine
Top Agent Magazine
PATRICE EMORY 7
PATRICE EMORY Patrice Emory’s storied real estate career stretches more than twenty-five years and is filled with accolades, passion projects, and inspiration. The world of real estate always appealed to Patrice, particularly for its intersection with architecture, design, and community-building. As the owner of investment properties over the years, she understands first-hand the intricacies of buying and selling property. Accordingly, she guides clients of all kinds as they navigate the waters of real estate. Patrice has built her reputation on the fundamentals of good business, while demonstrating the life-affirming positives of securing the right home for the right homeowner. 8Copyright Top Agent Magazine
As a proud native of St. Louis, Patrice is a resident of the 63105 zip code. She has been ranked #1 in condo sales in the 63105 zip code for 3 years! And she is currently ranked in the top 10 for all condo sales overall in St Louis. “I love St. Louis,” she says. “I know and understand the city. We have everything you could want from a city and yet we are not overwhelmingly large.” She also sells many single-family homes…. and investment properties—a market in which she is particularly adept. What are the drivers behind Patrice’s success? For starters, she has a genuine passion for architecture/design. She believes strongly in the impact that a home can have on Top Agent Magazine
an individual or family. “I have an extraordinary appreciation for architecture. I believe that the spaces we inhabit have an indelible connection to our identities… and that the quality of our environment has a lasting effect on who we are and who we aspire to be,” she explains. “I try to bring awareness of those possibilities to every transaction.” What’s more, Patrice emphasizes the importance of mastering the basics of quality client care. Combining integrity, accessibility, and follow-through, Patrice cultivates a memorably positive experience for each client. “I focus on the basics of real estate. I answer my phone. I do open houses. I put my clients’ needs first,” she says. “I really love providing a high level of service. I am goal oriented. I believe in results. I Top Agent Magazine
tested for my Broker license very early because I think it important to bring the highest qualifications to my work.” Beyond her venerated Broker’s status, Patrice’s intuitive eye and strong work ethic have taken her far. Many times She has been selected by St. Louis magazine as a Five Star Professional Award recipient, and in addition has received the “Landmark Award for Real Estate” from the City of St. Louis for the development of a condominium project in St Louis city. Patrice has owned, developed and sold her own award winning condominium projects, secured top sites for other developers, and managed sales for successful projects. She has even served as an editor and creative consultant Copyright Top Agent Magazine9
Copyright Top Agent Magazine 10
Top Agent Magazine
for an award winning book:“Visions of America: Photographing Democracy.” Patrice’s comprehensive success to date is not only the result of genuine passion, but also diligent work: and she is assisted by both her husband and son, both of whom provide valuable support. To market her listings, Patrice incorporates professional photography, stellar brochures—with design expertise added by her artist/musician husband. In addition to tapping her sizable network of fellow realtors to get the word out about properties coming to market, she also cultivates a meaningful presence online. There, she leverages the MLS and leading digital listing platforms to promote high visibility. All in all, Patrice’s creative approach to real estate inspires clients to imagine endless possibilities when it comes to homeownership. “What I like Top Agent Magazine
most about my work is the feeling that I’m doing something significant in the lives of my clients,” she says. “A person’s home is an important part of their life experience. It’s important to buy a house that will facilitate your life. It’s a pleasure when I’ve matched my client’s needs to the right property.” To give back to her local and global community, Patrice participates in a variety of civic and charitable causes. In addition to being an active participant at her local church, she has for over 20 years, also been an advocate for Heifer Project International. Heifer Project International donates livestock like heifers, oxen, goats, etc to families in need. The families are taught to care for and to propagate the animals. They must then give their first animal offspring to another family in their village. It’s a gift that keeps on giving…“It’s a beautiful, wonderful project,” Patrice says. “You can change not Copyright Top Agent Magazine 11
just the lives of one family- but as the gift is passed on- you can help to uplift an entire village.� During leisure hours, she and her husband enjoy music, concerts, participating in events at Forest Park, socializing with friends and especially theater: Her husband, Alan, has just written and produced a 2 act stage play! Patrice is an avid reader. In fact, there are several books she recommends for soon-to-be homeowners: The Architecture of Happiness by Alain de Botton, The Timeless Way of Building and
A Pattern Language both by the architect Christopher Alexander. As for the future of her business, Patrice has plans to continue growing, both personally and professionally. She is a big believer in her banner company, Keller Williams, and their philosophy of growth: “My business grows to the extent that I do,� she quotes. She plans to grow her business year-over-year, keeping her love of homes and people at the forefront.
To learn more about Patrice Emory visit zillow.com/profile/Patrice-Emory, www.
e-mail patrice777@sbcglobal.net, or call (314) 753-0977 Copyright Top Agent Magazine 12
Top Agent Magazine
Long Term Goal Setting Vision=Perspective=Better Decisions By Barry Eisen
You’ve heard the saying, “The average person spends more time planning a vacation than planning the rest of their life.” It’s probably true because planning a pleasurable escape is easier and more comfortable than planning change, and whatever discomfort (fears?) may be associated with it. Top Agent Magazine
Most companies you’d consider investing in or working for have long term, short term and, in most cases, daily goals as benchmarks of performance. However, independent contractors associated with large focused corporations, usually don’t do the planning to create their own comfortable future. 13
The “whys?” don’t matter. The back story may be very interesting and compelling, but does “why?” solve the problem of an erratic business or personal life? Most all independent contractors either sit down with the owner/broker/ sale manager/boss at the beginning of the year or as solopreneurs, by themselves, and go over goals and business/game plans. But like New Year’s resolutions, by January 15th, they lose focus and end up playing a smaller and more chaotic game than anticipated. This is not just about the business of business, but it’s also about the personal areas of life, as well. And this is not just about business and personal lives, but ultimately about the way they see themselves (self image/self esteem) and create the lifestyle that matches that perception...self fulfilling prophesies.
There are so many ideas and systems about goal setting. Every speaker, sales manager and trainer has an approach. Know what? They all probably work, if the follow-through is committed to. Huge “IF” (I FEAR). Here’s my ofering at setting long term personal and business goals. The best way to predict the future is to create it.
1. Select a target year by which your long term (more than 1 year) goals will be completed. Giving a target date, even 3-5 years down the road, creates at least a small, but real, sense of urgency. Just the act of writing goals down starts a level The “whys?” don’t matter. The back of thought and commitment beyond story may be very interesting and having good intentions. Write the compelling, but does “why?” solve target year across the top of a blank the problem of an erratic business or piece of paper. personal life? The question, “What DO you want instead?” is a good 2. Along the left hand column, going starting point. Not what you Don’t down the page, write the categories want. Describing what you DON’T of your life that represents the want doesn’t give information as to balance and self image areas that actions to be taken to move forward. comprise all of our lives. In her book, Goals are not just targets, they’re Passages, Gail Sheehy lists Physical, guidelines. Financial, Emotional, Educational, 14
Top Agent Magazine
Family, Social and Spiritual. Unless you have something else---go with these.
makes sense to you... in a draw under your socks or underwear, taped to the back of a closet door etc.
3. On the right hand side of the page, opposite each of the categories, write down 2 or 3 goals for each category. If you choose to not set goals in all areas, great! Do what feels right for you. There are no rules.
5. Look at the list every once in a while (daily, weekly ???) and let it reinforce the actions that will bring you to those, down the road, purposes. Spaced repetition is how you learn most of what you do.
If you have difficulty looking ahead and projecting results, for a moment look back at your previous 3-5 years. What have you done in that time to move ahead in each of these 7 areas? “If you continue to do what you’ve been doing, you’ll continue to get what you’ve been getting.” The reality beyond that often used saying is that in the future, Mother Nature will smack us all around a little harder, gravity will tug on us all a little bit heavier, business slumps will become more pronounced, memory becomes more challenging and spiritual connections become even more distant, etc. What do you want instead?
6. Update your list periodically to reflect new directions and adjustments.
4. Put this goals list in a place that
Accomplishing longer term goals not only gives the rewards of whatever the goals are about, but on a higher level creates the positive self esteem and confidence of accomplishment. Confidence comes from creating victories. Those in therapy, or should be in therapy, experience control issues (usually a lack of control). When you’re in control of your life you generally make better decisions, feel more alive and healthy and usually become a more compelling figure to those around you. Copyright©, 2015 Barry Eisen. All rights reserved.
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 Top Agent Magazine
15
mailto:mag@topagentmagazine.com http://www.topagentmagazine.com
16
Top Agent Magazine
EMILY MEHL Top Agent Emily Mehl, Owner/ Broker of Stockton Lake Properties LLC in Stockton, Missouri is committed to being there for her clients not only during the transaction, but long after. “We’re not just here for them today,” she says. “We’ll be here for them in the future as well.” With more than fifteen years in the industry under her belt, Emily strives to provide each and every one of her satisfied clients with an unparalleled level of customer service. Working with an assistant and three licensed realtors, she makes sure that each of them share her motto of “take care of the customer first, period.” Each of the three agents working for her specializes in different types of properties. One, a former high school Agriculture instructor, works primarily with local farms and horse properties, of which there are many. A second deals mainly with local lake front listings, and a third focuses on the high-end residential market. “We’re pretty diverse. I feed them the leads as they come in, and I take what’s left, because it’s important to me that they too succeed,” laughs Emily. The beautiful community of Stockton is in rural Southwest Missouri, and is distinguished by its small, estimated population of 2,000 and by it’s lake, one of its main attractions. In a community that has comparatively little turnover, Emily is still able to boast that repeat and referred clients comprise almost 20% of her business. “For the area,” she says, “that’s pretty significant.”
For Emily, it’s important that her clients understand that she is grateful for the trust they’ve placed in her. “I do a mailer every summer, and send out Christmas cards, just to say hello and to let them know I’m thinking about them.” She also keeps her company top of mind by sponsoring the local radio weather reports, and by supporting their local newspaper via weekly advertisements. Emily also feels a responsibility to give back to her community, and to that end she is highly active in multiple organizations, including the Optimists Club and Lions Club International. Her company also actively sponsors the local High School’s Future Farmers of America, among other groups. Additionally, she serves as treasurer for the 4H County Council through the Missouri Extension Office , and is a member of the Cedar County Cattleman’s Association. When she’s not working, Emily can be found spending time with her family. She is also an avid home remodeler, and can be found working on these properties during those rare times she isn’t helping her clients buy or sell their own homes. Says Emily, “We’re committed to our community, we’re committed to loyalty, to our clientele. We choose to exude professionalism on every level, and we genuinely care about our clients. It’s personal to us, It’s not just a job.”
Emily’s solid commitment to treating people right plays a huge factor in her continuing success. “We serve the Lord in our office. We do the Lord’s work and he provides for us, and in turn we get paid. We care for our customers first, and take care of what they need. At the end of the day, if you do what’s right he’ll take care of you.” A commitment to consummate professionalism has established Stockton Lake Properties as an agency that can be trusted. “We choose to uphold a level of professionalism in our office,” says Emily. “We maintain a professional attitude at all times.” For Emily and her team, it’s about much more than just the transaction. “We choose the high road at all times. It’s about much more than just making a dollar,” she says. Top Agent Magazine
For more information about
EMILY MEHL,
please call 417 - 276 - 4295 or email SellStockton@yahoo.com Copyright Top Agent Magazine 17
âœ˝
Six Powerful Prospecting Tips to Build Your Business By John Boe Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps understand the importance of business development and never forget to ask for referrals. Top producing sales reps set high standards for themselves and spend the majority of their time either actively prospecting for new business or closing sales. Successful sales reps set productivity goals, establish priorities, and don’t waste their precious time hanging out in the break room or taking twohour lunch breaks. Top producers don’t need to be reminded to ask for referrals on a daily basis or follow-up on hot leads, because they understand that prospecting for new business is a necessity and not just an activity. The good news is that prospecting for new business, like any other learned skill set, can be trained and developed into a habit. 18
Top Agent Magazine
Tip One: Don’t Forget to Ask for Referrals. When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you’ve made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an “emotional high” and far more receptive to the idea of providing you referrals. When you ask for referrals, your goal is to get as many names written down as you can. Just keep asking... Who else? Once your advocate has given you all of his or her referrals, then go back over the list of names to get details on each prospect. Tip Two: Train and Reward Your Advocates. An advocate is a person who’s willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.
✽
Once you’re given a prospect, Asking for it’s a good idea to take the time to role-play with your advocate referrals prior to to demonstrate how to approach and talk to their referral. A brief closing the sale is a role-playing exercise will build your advocate’s confidence and big mistake and keep them from over-educating may even jeopardize their referrals. During your roleplay session, be sure to prepare the sale itself. your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection. Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift. Top Agent Magazine
19
Tip Three: Strike While the Iron is HOT. Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two-business days or sooner. Have a system to keep track of your referrals so they don’t end up falling through the cracks. It’s critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly. Tip Four: Schedule a Minimum of Two-Hours a Day for Phone Calling. Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This Treat your prospecting is not the time to check your e-mails, play solitaire on the time with the same computer, make personal phone calls or chat with your respect you would give associates.
✽
to any other important appointment.
Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.
Don’t shoot from the hip use a script. It’s important to use a phone script when you contact your prospect so you don’t leave out any key information. It’s a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional. 20
Top Agent Magazine
Tip Five: Qualify Your Prospect at Maximum Range. Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don’t waste time chasing after low-probability prospects and know when it’s time to cut their losses and move on. Tip Six: Don’t Take Rejection Personally. Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don’t take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance Salespeople and seldom make the sale.
✽
who take rejection personally lack perseverance and seldom make the sale.
For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport and daily prospecting for new business is the key to every salesperson’s long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you’ll be able to keep your appointment calendar packed with qualified prospects! “Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.” – W. Clement Stone Copyright ©, 2016 John Boe. All rights reserved.
John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website. Top Agent Magazine
21
Is Starting a Team the Right Solution for your Business? You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in 22
business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision. Top Agent Magazine
The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.
CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead
to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.
ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team
better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.
CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless transTop Agent Magazine
actions in sometimes stressful circumstances. Having the right team spirit, so to speak, is what will help your business and team grow. The ultimate goal of a team is to have thriving careers for everyone on board. So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we? 23
mailto:mag@topagentmagazine.com
24
Top Agent Magazine