The real estate systems I developed were a vital part of my success in becoming No. 1 in Canada in my first year in the business, not only because they made my job a whole lot easier but also because they ensured a consistent level of service that gave me loads of repeat and referral business.
Quite simply, these systems not only make your job easier, they make you a better real estate agent because they actually prompt you to do things that make you stand out from the competition. Let’s face it, there are always more real estate agents than there are houses to sell. That means you have to separate yourself from all the other agents pursuing the same piece of business. Putting step-by-step systems in place and following them will certainly help you do that, because your growing client list will be more than impressed with how smoothly and stress-free these systems make their selling or buying experience. Not only do they make your life easier, they also make your client’s life easier as well. It’s a real win-win situation.
Let’s look briefly at my Open House System as an example of how it makes one of the most common real estate activities both easier and better.
I’ve always considered hosting an open house, either my own or another agent’s, as nothing less than a job interview. In fact you should start thinking of any interaction with the public as just that. It’s a chance for you to pull off a little ‘make and leave’ – make an impression and leave a card.
First, spend a Sunday visiting other open houses. You’ll notice that most of them are pretty much the same. Now imagine prospective buyers doing the same. Wouldn’t they be pleasantly surprised if they walked into an open house that stood out? Why, they’d probably mention it to friends who asked them if they saw anything interesting. “Well there was this one place, the house wasn’t great but what a job the agent had done….I’ve got their card here”.
My Open House System is designed to ensure that your open house gets that kind of response every time. It takes things all agents do and cranks them up several notches. For instance, some agents lay out reading materials on the coffee table or counter top that tells visitors about the house. In my system, materials are prepared to be spread throughout the home, all of it with your face and contact info on it somewhere. So no matter where prospective buyers/clients go, there you are.
When you plan your open house, you simply plug in the relative information concerning that particular house into your templates and hit print. Then in each room there is relevant information, for instance if it’s close to a school, a picture of that school with info is displayed in a child’s room. Each room is similarly decorated so that every viewer leaves with a fantastic impression and contact info to get in touch with you.
There are also outside the home activities in the Open House System, such as sending out open house fliers inviting the neighbourhood to check it out on a certain day. Again a template is used that shows the exterior and interior and this helps put people in the house, which as we all know, tends to get more people in.
By following my Open House System, you give your client a level of service that will turn them into raving fans. It will also ensure that anyone and everyone who walks through the door to view that open house will leave wanting that level of service themselves. Systems turn something as basic as an open house into a way to open doors to more business.
Debbie Hanlon is the president and founder of Hanlon Realty. She is a three-time top 50 CEO winner and was named one of the top 100 female entrepreneurs in Canada. She is currently an elected city official in St. John’s, Nfld. and is available for motivational and training seminars. Email [email protected]