For Real Estate Sales Professionals
June 4, 2001 E-zine
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Jim Gillespie's
REAL ESTATE SUPERSALES E-ZINE
June 4, 2001
Publisher: Jim Gillespie
http://www.RealEstateSalesCoach.com
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Learning and doing what has you become the best
real estate agent in your territory is definitely
much more fun than the alternative.
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Please forward this E-zine to anyone you
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better, more productive real estate agent.
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IN THIS ISSUE
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1. The Activities That Make You the Big Bucks
2. Getting the Most Out of Your E-mail
3. Sending Out Mailers That Get You Business
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1. The Activities That Make You The Big Bucks
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What activities do you focus most of your time and energy on in your real estate business? Remember the 80/20 rule as it applies to real estate sales? The rule is that 80% of the business in a real estate office is done by 20% of the agents. Generally speaking I have found this rule to be true.
What is also true is that 80% of the business that you generate as a real estate agent comes from 20% of the various activities that you do as an agent. And unfortunately many agents spend their time doing many incidental things that are part of the real estate business but are definitely not the activities that generate new business. Why? Generally speaking because doing these activities feels safer and more comfortable. However, the top producing agents spend more time doing the things that bring in the money, and less time doing the things that don't bring in the money. In many cases top producers hire assistants to do these other things for them.
What are the activities in your real estate business that truly generate new business and commission dollars for you? How effectively are you doing these activities on a constant week-to-week basis in your business? Is there anything you need to revise in your overall game plan to make sure you are focusing more of your energy on doing the things that bring in new business for you?
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2. Getting the Most Out of Your E-mail
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Have you ever received an E-mail from another agent telling you that there is an attached file to the E-mail containing a flyer on one of their listings? How often have you actually downloaded these attachments? The chances are that if the agent sending the E-mail didn't say enough in the body of their E-mail to get you interested in their listing you didn't download their flyer.
When you are scanning your E-mail you are normally doing so at a very rapid rate, looking to see which E-mails you should ignore and which ones actually contain something of interest or value to you. Other real estate agents are doing the exact same, too. When you send an E-mail out to other agents with a flyer in an attached file, make sure you include enough information about your listing in the body of your E-mail so that you catch their attention if they may be even only remotely interested in what you have to offer. If you don't do this agents will many times not bother to download your flyer, automatically assuming that the listing is not something they are looking for at this time.
Our current online habits have us quickly deleting and ignoring E-mail that we decide is of no interest to us. Just make sure that when you E-mail your listing information to other agents you give them enough information immediately in the E-mail for them to correctly decide whether or not your listing is something they should take a closer look at.
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3. Sending Out Mailers That Get You Business
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Mailers are important. They are literally like you doing canvassing without picking up the phone or knocking on doors to do it. I was recently listening to an audiocassette on advertising and heard Joe Sugarman, a man who is a legend in the advertising industry, say that he selected the real estate agent he listed his house with solely because of the image the agent created of himself in Joe's mind through his constant, high-quality mailers. Joe had never met the agent in person, but he picked up the phone and called the agent while looking at one of his mailers when it was time for Joe to list his house.
How are you doing on your mailers to the prospects in your territory? Do you have high quality mailers consistently going out to your prospects? Take a look at the mailers your competition is sending out. If theirs are better than yours who do you think your prospects will call first when they have a real estate requirement?
If you're going to send out mailers make sure that they are the best mailers in your territory. It simply makes no sense to spend the time, money, and energy to send out mailers if your prospects are more impressed with your competition's mailers and call them instead of calling you.
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REAL ESTATE WEB SITE
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Visit my Web site at:
http://www.RealEstateSalesCoach.com
There you'll find many articles written
to assist you in taking your real
estate sales career to the next level.
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If you arrange for me to lead my 20-minute presentation entitled "Exploding Your Real Estate Sales to the Next Level" at your office in the Greater Los Angeles area, you qualify for free coaching. Call or E-mail me for more information.
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Jim Gillespie
Advanced Real Estate Sales Coaching
41890 Enterprise Circle South
Suite 135
Temecula, CA 92590
(909) 694-6655
mailto:Jim@RealEstateSalesCoach.com
http://www.RealEstateSalesCoach.com
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