TOP PRODUCER TIPS:

from Brian Buffini's "Ultimate Agent" Course

Apply even just one to your routine and you may see tremendous results.  Remember in baseball a .300 hitter makes 5 times more income than a .250 hitter.  The difference?  Only 5 extra hits for every 100 at bats!

 

  • v TIP #1: Review the names in your database and delete those that are a waste of time contacting. Make a list of your A+ or favourite and most happy clients, friends, relatives, etc and call them with "I really need your help...." As an opener and "I am never too busy to not look after one of your referrals!"

 

  • v TIP #2: Develop a Business to Business referral system. Look for a related business to refer to your database, i.e. lawyers, mortgage brokers, building inspectors, insurance brokers, stagers, etc. Maybe even invite these business owners to lunch or a breakfast meeting. Ask for referrals in return for yours. Examine your database more closely. Many of your clients or prospects may be business owners with many contacts and/or employees.

 

  • v TIP #3: Practice learning "Words to Win With". What we say in our business is very important. A great closer for a listing is "Are you perfectly comfortable and confident that I will do a good job for you?"

 

Other examples of what to say instead of:

"How much do you want to invest?" not "How much do you want to spend"

 

"We need to discuss a minor adjustment to the listing price of your property..." not "We need to reduce the price of your home!"

 

  • v TIP #4: What you keep is more important than what you earn. Don't promote yourself and advertise just to satisfy your ego.

 Budget your business expenses, plan your time and write down your goals. If you do you will be a top producer.

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Ken Yeung

Ken Yeung

Broker
CENTURY 21 Leading Edge Realty Inc., Brokerage*
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