Dear Readers,
I love Sundays in Colleg Station, Texas. I always try to take some time on Sunday to read. I turn off the TV, radio and cell phone and try to spend at least 1 1/2 hours at it. Most of the time I read fiction, but yesterday I spent some time with the Keller Williams training manual called "Your Business is Your Database."
The hard selling season is over for us, and in the fall I tend to work on building the foundation for next season. College Station real estate, as well As Bryan real estate takes a break. Aggie football season gives us a chance to work on out "not mets" and slowly educate them on the advantages of buying their son or daughter an investment property while attending Texas A&M.
When dealing with my "met" database, the mantra of the day is "educate, ask and reward."
Of course it begins with education. I'm taking great care to explain to my SOI (sphere of influence) how our business works. When I came to the real estate business I really didn't understand what I'd be doing and how I'd spend my time. I give them an excuse to stop by www.SamWhiteRealty.comor one of my other sites. By slowly and subtly educating my SOI, I'm preparing them for step two.
Ask for the business! I don't know why, but that was a big step for me. I usually begin by informing that everyone knows at least one person who needs a Realtor. Being from a college town helps because Texas A&M is constantly recruiting, and everyone knows someone who is on the way in or out.
Finally, reward their referral. It doesn't have to be much...dinner, tickets to the symphony or theatre, or even a day of sailing in the company boat. Needless to say, you should make the reward fit the referral. Luckily, here in the Brazos Valley real estate community, there are many options and all are just a short drive away.
Remember, referrals are a learned behavior, and if you handle them correctly they are the gift that keeps on giving.
Keller Williams has a great library of training materials which help agents reach their potential. Visit www.BrazosValleyKWCareers.com for more information.
Happy Labor Day!
Blue skies,
Sam White
www.SamWhiteRealty.com
www.BrazosValleyPremierHomes.com
