Every week, we ask a real estate professional for their Short List, a collection of tips and recommendations on an essential topic in real estate. This week, we talked with Nancy See, the senior vice president/managing broker of Atlanta Fine Homes Sotheby’s International Realty.
8. Send out announcements to your sphere of influence (SOI) – hopefully between 100 and 250 people. Too many more than that is too much to follow up with initially.
7. Follow up with a phone call several weeks later, asking if they received your announcement and telling them how excited you are to be with your fabulous company.
6. Tell your SOI about all the tools your company can offer a buyer or seller, with regard to technology, marketing, brand, support, etc.
5. Remember to mail monthly, call quarterly and meet annually. I suggest that the agents send an email newsletter once a month to get their name in front of the prospective clients. Our company sends an e-newsletter on behalf of all our agents at no cost to the agent, each month.
Each quarter, they should pick up the phone and call people in their SOI, and once a year, they should meet with them face to face. This could be in the form of delivering a pumpkin at Thanksgiving or a small gift during the holidays; or, invite them for a cup of coffee or lunch. You must have that face-to-face contact.
4. Go to as many educational sessions as you can possibly attend, because knowledge is power. They need to be fully up-to-date on contracts, license law, technology and the Code of Ethics.
3. Get involved in committees, organizations and clubs, in order to network to the fullest extent possible.
2. Caravan and be familiar with a broad scope of current inventory, so you sound knowledgeable when you are out and about.
1. Fake it until you make it! New agents don’t have the experience of many others, and they must act as if they know what they are doing (and consult their broker at every turn to make sure they are doing it within the scope of law and ethics).
Nancy See is the senior vice president/managing broker of Atlanta Fine Homes Sotheby’s International Realty; in that role, she oversees management and recruitment for the brokerage’s Buckhead office. Prior to her move to Atlanta in 1982, Nancy was the assistant vice president of Sotheby & Co. in New York, and was administrative assistant to the Chairman and Founder of Sotheby’s International Realty.
Nancy also currently serves as President of the Atlanta Board of Realtors, and is a member in the Junior League of Atlanta and the National Society of Colonial Dames.