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David Hess

David Hess

Executive Vice President, REO & Relocation Division at Avery-Hess, Realtors
David Hess
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REAL Strategies

Foundations to Build Your Business On | Star Session

On 17, Mar 2014 | No Comments | In REAL Strategies | By David Hess

In my two previous posts I reviewed the Mobility Title-sponsored Star Session taught by Amy Taylor, Sheila Carney, and Alex Saenger, on Farming and Prospecting. In these posts we went over Geographic Farming and Sphere of Influence (SOI) marketing. Part three and the final review of January’s Star Session is something I like to call Foundations to Build Your Business On.

Foundations to Build Your Business On | Star SessionFoundations to Build Your Business On

Those who have the best success are the ones who are genuine, honest, and completely throw themselves into their business. And it shows! Your clients can tell your level of commitment just by listening and observing you. They know if you are keeping current on the market and know whether they can count on you to be helpful, responsive, and fully attentive to their needs. And remember, if you aren’t there for your clients, they will find someone who can be.

The way you handle yourself and conduct your business will determine your reputation. It is easier to start off with a good reputation than to try and clean it up later. Don’t be casual in your business relationships. Take responsibility for the care and welfare of your clients’ real estate needs. This includes keeping them informed about what is happening in their neighborhood. In a sea of information, it is paramount that you know as much (or more) than the client so you can interpret all kinds of information for them. If you don’t take care of them, they will find someone who will.

Former Clients

 “You have to keep in touch with your former clients” – Sheila Carney

As Sheila stated, keep notes of what is important to the people in your rolodex. Remember their anniversaries, birthdays, and home warranty claim follow ups (HMS). Keep them apprised of what is happening in the financing market – refinancing is a topic people are always interested in, even if rates haven’t gone down. And don’t forget to teach former clients how to refer others to you. Referrals from others are the foundation for growing your business.

 “You have to have a plan. And then work that plan every day.” – Sheila Carney

And in the meantime, make sure to remember these four nuggets of wisdom:

Be Consistent: If you’re struggling with consistency, give your manager permission to check in with you weekly to track your activities. Let them be your coach.

Be Positive: Enjoy what you do.

Be Thankful: Let people know that you appreciate them as people and that you appreciate their business too.

Be Reasonable: Schedule some time for yourself and your family. Put it on the calendar as an appointment and then be true to those appointments. You need to do this to avoid burn-out.

So there you have it. The summary of January’s Prospecting and Farming Star Session pretty much all boils down to this:

  1. Engage and stay connected with people
  2. Have a plan that you execute daily to make it happen

Don’t miss out on the next Star Session. To RSVP for the next Mobility Title-sponsored Star Session:

Click Here to RSVP for the Next Star Session

Photo courtesy of Flickr

David Hess

David Hess

Executive Vice President, REO & Relocation Division at Avery-Hess, Realtors
David Hess

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