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Roller Coaster Rider or Mountain Climber – which one are you?

 

A REALTOR'S career can take one of two paths;

Tthe “Roller Coaster Rider” or “Mountain Climber”.

The “Roller Coaster Rider” is fast pace, nail-biting, and up and down, full of unknown twists and turns, which inevitably gets you back to where you started from at which point you get on and ride again.

The “Mountain Climber” is slower, requires planning and implementation, and is accomplished by maintaining a planned steady pace, always moving forward towards the goal of reaching the summit.

 

The key difference in these two paths is whether or not you are using and managing a database of clients and prospects. Talk to any top producing REALTOR and they will tell you they have a healthy database of clients, use systematical marketing or drip campaigns as they are sometimes referred to, and they enjoy a successful, predicatble career because of it.

 

A Roller coaster rider takes care of the immediate business.  They start a prospecting plan, begin making cold calls to FSBO's or expired listings and/or start a target marketing (drip) campaign.  This works of course but once they have several qualified buyers and a few listings they are so overwhelmed with trying to remember everything that the prospecting stops and potential new business gets left on the tracks. 

They work hard and they find homes for their buyers, sell their listings on hand, and what happens …..silence.  The phone is no longer ringing, there are no new leads to follow-up on the ride is over ..... so they start again with the plans and campaigns, getting back on the ride if you will and repeat the process.

A Mountain climber, with the help of a CRM program, constantly prospects for new business by scheduling follow up activities and using automatic drip campaigns for prospects and past clients. ALL leads get put into their database. Every past client gets an Anniversary card - every year. They don’t try and rely on their memory or “sticky notes” to recall details on clients or to handle their business.   The mountain climber can focus on the business at hand and let the CRM program take care of the rest.

 

Top Producer Software is a CRM program specifically designed for real estate.  There are others, Act, Agent Office, and Outlook Agent, to name a few but Top Producer, I believe, is the industry leader and offers the most expandable features so that when your career grows, Top Producer has the tools to grow with you. 

Karen Pavich has been a Certified Consultant and Certified Instructor of Top Producer Software since 1998. Click to order Top Producer Software or to learn more about Top Producer Software products and training please contact Karen.

You've chosen the program - now what?

 

OK you’ve chosen your program, now what do you do. The task of getting started can be daunting and lets face it, if you had more time in the day you wouldn’t need a system to keep things on track.  When I started using Top Producer I thought to myself, what is the one main thing I want this program to do for me?  Manage a bigger basket of contacts was the answer. Even if all you do for the first six months is enter in every prospect and past client you know or meet, add brief notes about your conversations, personal data like children’s names etc, details on their real estate needs, AND (here is the key) schedule a next call for sometime in the future, I guarantee you will begin to see the power of using a CRM.  As your success grows, and it will, you can set up and incorporate the listing and closing checklists, automatic and manual action plans, email and letter campaigns, flyers etc.

 

Oepn your Calendar, follow your daily To Do summary and slowly, steadily you will climb the mountain and before you know it you will be standing on top of the summit……….and the view from the top is beautiful!.

Karen Pavich

 

 

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