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Brotherton Archives
Patti Brotherton has been a licensed Realtor for 24 years. She was named #1 in the nation in residential sales; and in management she led several offices to #1 status in both California and Florida. Her Coldwell Banker office in 1998 averaged $10,000,000 in production per agent and was named #1 in the nation for her size category. Patti holds numerous awards and commendations for her performance in sales. She currently does individually designed one-on-one agent and manager coaching with her own firm, PAB Performance Partners, to help others reach top success levels.
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Habits of a Great Agent
By Patti Brotherton
Ask for Email on Voice Mail
Put your web address on your voice mail and also ask for people's email address when you're asking for the name and phone number; e.g., "I'm out of the office with clients, please be sure to check out all my new listings at allmylistings.com, now leave your name, phone number and email address, I'll return your call shortly."
Write a "Script."
Write your "script" for all activities and change them as objections come up. When written down, they are immortalized in your memory and you will have a quick response the next time.
Recognize their Success
When you see something noteworthy in the local newspaper about a client, colleague, or friend, cut it out and send a note to him/her. Recognition of this nature leads to more referrals.
Be the First
Be the first to arrive at the office each morning and pull the latest updates off the computer; and make note of listings or sales posted to the office transaction boards.
Keep it Together
Use a 5x8 spiral binder for all your to-do's, notes, calls, etc. They will all be in one place.
Keep It Fresh
Every 30 days, change the wording you use to describe your listings in the MLS so that they don't get stale.
No Excuses!
Every time you make a new contact, add it to your database right away. Do this daily, rather than weekly.
Stay Wired
Check e-mail regularly, at least twice a day. People expect a quick response to their electronic communication. Make sure they get it.
Do It Now!
You cannot procrastinate and get the most out of your business. It's what you do each day that will bring you the most business: talking to clients, sending notes, previewing properties, prospecting.
Say It Instantly
Consumers love the convenience of e-mail, and associates who communicate online are way ahead of the pack. Collect e-mail addresses at every opportunity, including open houses.
Keep in Touch
Write 10 friendly, one-line notes each week to clients or people in your sphere of influence (e.g. Loved what you did with the landscaping - the yard looks great!)
Start Early
Call your clients early in the morning (8 a.m.) to give them updates on their listings. Not only is it a good time to reach people, but they'll be impressed that you're getting an early start.
Patti Brotherton
PAB Performance Partners
Toll free: 877-498-9072
www.eproven.com
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