BEGIN--THE REST IS EASY
Bob Stephens CRB e-PRO
Managing Broker
West USA Realty
----- Original Message -----
Sent: Monday, September 07, 2009 12:25 PM
Subject: DINOSAURS?
DINOSAURS?
I have had many agents come to me and ask "How can I get some business going?" Just last week, 6 agents asked the question.
I find this to be a very common question and I can only answer based on my observations and testimony from others.
One agent came from Scottsdale, into my office in Mesa, last Friday and said that he feels like a "DINOSAUR" and what do I think about the issue? I discussed the issue with him and told him of my belief, that the old way of doing business is fast being replaced with tech savvy methods. Prospective clients do not want to be contacted by a salesperson to inquire what it is that they want, and then have you go to work to find it. THEY WANT TO FIND IT THEMSELVES! They do not want to make appointments at special times to go and see properties--they want to do it at their leisure and whim.
They go to the internet and search for what they want and then will perhaps run into your website and inquire about a certain property by email or text messages. They want addresses so that they can drive by and NOT be with you when they do it. Always communicate with them the same way that they communicated with you. Most of them do not want to meet you until they need to look at a home physically and then "write it up." Some ask for the LB code so they can view it themselves.
NEVER DO THIS! Security of property is very important for salespeople to observe.
My guy from Scottsdale is an old school salesman and now wants to become tech savvy, to further his career and continue in business.
I have had special meetings with many agents in the past and talked about NOT being anonymous. If no one knows WHO you are and WHAT you do, you would be classified as a "secret agent" and that is not good. You need a great website and know the skills of "social media."
For a fantastic website---Contact Brian Ford with Superlative to get started--602-740-8485 with a great website that is reasonably priced for WUSA.
Another great help is to attend the weekly meetings that each office has and communicate with others about business and listen to some of our speakers. I have had some of the top 50 agents in the valley speak at these meetings and much is to be gained from their methods and thoughts. Get out of the house and into the mainstream!
Then there are agents that want to get into the REO business. This can be done but only if you are ready to commit to it. Go to www.reorenegades.com and see what Frank Patrick has going for you. He was one of the speakers at our Scottsdale Tech Fair at WUSA. I have had REO speakers from our WUSA offices speak at some of the meetings. I am lining up 2 of them at the same time for the Scottsdale meeting and will let everyone know about it when it is booked.
I am also going to line up a fellow that teaches blogging such as Facebook, Twitter, My Space, Active Rain etc. This will help you in many ways!
One thing that ALL of the speakers mentioned as absolutely critical is RETURNING CALLS.
I believe that the number one skill that a salesperson has to sell is "COMMUNICATION" and without it, you are reduced to little or no value in sales.
At WUSA, we offer classes by Lynn Sperry for "CAREER ENHANCEMENT". This is offered for new agents and also for the "long time agents" that need a jump start to catch up on being tech savvy and fully engaged in real estate business again. Go onto the WUSA blog site http://westusaagents.blogspot.com/ and check out Lynn's part of this site. Read her endorsements by agents that have taken her training---then call Lynn! This is probably the best advice I have given you in this communique!
And remember---That AMERICAN TITLE arranges for all of the classes that can help you in all of your business. They are aware of the classes that we need and do a great job in providing many hours of accredited classes for all agents.
But please send me your email address to Bob@westusa.com so I can send communications to help you. This message is meant for agents that have not signed in with me yet ,so it will be up to the recipients of this message to tell others. AND COME TO THE MEETINGS--The times and addresses are attached! SEE YOU SOON!
BEGIN--THE REST IS EASY
Bob Stephens CRB e-PRO
Managing Broker
West USA Realty
