Don't Play the Waiting Game

September 23, 2010

Source: RISMedia, Eric Taylor and David Riklan

A down market is no time to be passive about the real estate business. Instead of waiting for leads to come your way, you should be actively seeking new opportunities. Here are some tips:

Create a list of all the products and services you offer, determine which ones are being used by existing clients, and view the remainder of your clients as a starting point for new business.

Request referrals, seek out a champion client, and network.

Become a rock star. Know what it means when a broker calls the best sales reps "rock stars." They are usually top-notch talent, are loved by their clients, consistently prove themselves, and understand the business.

Sell with integrity and be committed to doing the right thing. Act as decision facilitators to shorten the sales cycle and increase the number of buyers you can serve.

Pay attention to branding. Ensure that your personal brand is expressed in all of your communications.

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