Denisse Newell of Mama Sells San Diego talks with ProspectingToday on how you can succeed from day one.
Build That Database!
Starting day one, create a database. Five years in, Newell is building her database, and it isn’t easy! If you didn’t start on day one, start now. Go through your social media accounts, cell phone, and email, to make a database. Newell suggests agents start with 200-300 people to “love on”.
Newell began prospecting, because she was training a new agent. They began by calling expireds from a few years previous. She started the conversation with “I noticed that your home left the market a few years ago. I think we can get you the number you’ve been looking for. Would you be interested in putting your house back on the market?” His reply shocked Newell. He was indeed interested in getting his home that was for sale more than three years previous back on the market. After seeing how effortless it was, Newell realized she had been missing out.
What’s the best CRM? Who’s the best coach? Best script? Time to prospect? Stop worrying. Just pick something and stick with it. The greatest success you can see in yourself will come from choosing a method and being consistent. Pick 2-3 pillars and focus on that. Success will come. If you’re in a stage of life where focusing solely on your business may not be feasible, bring on a partner to help. Maybe you focus your time on farming while they do the showings. Get creative.
Relationships are key in this industry and networking leads to relationships. Get to know parents at your kids’ school. Newell visits one networking event per week. Her goal is always to walk away with one contact per event. Instead of asking “what do you do for a living?” she asks “what is keeping you busy these days?” Sometimes she is only there for 15 minutes, once she has one new contact, she is free to leave. Show you’re interested and keep an open dialogue. Newells secret weapon is to look for the person standing alone. They tend to be more introverted and grateful for someone to talk to.
Show Your Knowledge
Look for creative ways to help your business. Newell spends time doing presentations on home buying and investments. People want to hear what you have to say. Newell suggests never walking away without talking about yourself. She also advises that when agents are asked what they do for a living replying with “I own a real estate business”. Never forget that you are a business owner. Be proud of what you do!
What did you do in the first year that led to your success?