Data to Get
Use multiple data sources to get a
snapshot of the market and hone in
on up-to-date information.
Dig deeper into a community. When
examining a farm area, whether by ZIP
code or city boundary, it’s helpful to know
how fast homes turn over for resale. One
area may average six years while another
averages 10. Companies like SmartZip
can help uncover this kind of data and
examine mortgage status, home equity,
home owner’s age, and more. Predictive
information about markets can help you
target your advertising dollars.
Find out who’s buying and what’s
selling. Baby boomers? Millennials?
Single women? And where? Are there any
bubble areas? What types of properties
are hot? A tool like REALTORS Property
Resource®, populated with MLS data and
public records, provides insights on buying
trends. Collect this sales data for your own
company, too. A video tutorial will show you
how to use it. Visit blog.narrpr.com.
Keep tabs on social media. LinkedIn is
a great place to learn who in your sphere is
changing jobs, getting promoted, or looking
for work. “When you get that notification
that a customer has changed jobs, get on
the phone and o;er congratulations,” says
Jon Loomer of Hubble, which provides real-time reporting systems. And Rapportive is
a Gmail plugin that shows your contacts’
social media profiles right inside your inbox
so you can see their most recent tweets,
Facebook statuses, and LinkedIn updates.
5 Habits for Success
To be consistently successful takes a strong set of positive habits.
Whatever your business model or niche, these practices can help
you be a top performer year after year.
1: Make Business Planning a Daily Activity Joe Pryor,
broker-owner of The Virtual Real Estate Team in Oklahoma City, follows the 1–7–90 day
plan to prioritize his goals. He starts each day by choosing one task he knows he can
accomplish. For the week, he sets up a manageable business plan, and he establishes
longer-term objectives for each quarter. He also continually measures his sales progress.
“Gain what control you have in these smaller fragments,” he says.
2: Stay Organized at Work and at Home “At work, my
desk is cleared every evening, and at home, everything from receipts to reports is put in
its proper place before going to bed,” says 2014 NAR President Steve Brown, co-owner of
Irongate Inc., REALTORS®, in Dayton, Ohio. “I know where everything is and, because of
that, I have less stress and more time to relax and re-energize.”
3: Communicate E;ectively Becoming more relatable to
customers has been easy for Tami McHugh, broker-owner of Heritage Real Estate in
Meridian, Idaho, because she uses the “FORM” method of conversation, a technique
encouraged by some coaches to help people with the art of conversation. “It’s important
to develop a level of comfort and trust before asking hard questions about finances,” she
says. That means she begins a conversation by talking about “family,” then moves on
to “occupation,” then asks about “recreation,” and finally, she’s set the stage to discuss
4: Take Care of Your Body Regular exercise can boost many parts
of your life—including your business. Brown works out four days a week at a gym near his
house. Keeping a regular exercise routine not only makes him feel better but also helps
him sleep better and think better. Pryor starts the morning with 32 ounces of water
along with several minutes of meditation. He also breaks up his day with two-
minute breathing exercises, which he says help him stay focused.
5: Always Ask Ask past clients for referrals; ask buyers
if they want to write an o;er on that house they raved about; ask
that person you bumped into at the supermarket if you can put
her house on the market. Successful brokers and agents
alike make it a habit to ask for what they want.
Make Your Connections ■ Page 26
Fuel Your Brand ■ Page 28
Avoid Turbulence ■ Page 32
Pick Your Destination ■ Page 34
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