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What can you do to locate more vendors, get more business and become a top-performing agent?
Speaking at AREC this year, real estate trainer Josh Phegan urged agents to look within their business for clients they are under-using.
These clients lie in the property management department, according to Mr Phegan, and can be great potential leads for long-term business.
Mr Phegan urged attendees to check their tenancy application forms when they returned to their offices, to see whether the forms included a question about the tenant owning property in the local area.
“Because if that tenant currently owns a property locally, do you know what that means?” Mr Phegan asked.
“That means they’re actually a potential seller.”
Another resource agents rarely use, according to Mr Phegan, is the list of landlords who are using their property management services.
Mr Phegan said agents should contact all the landlords on their books and keep them in their database as potential future sellers, especially as the landlords may have more than one home in their possession.
Agents who cold-call potential new clients without having first invested time in these available databases are making their jobs needlessly difficult, according to Mr Phegan.
He said cold-calling and letterbox drops are his least favourite manners of attracting new clients, preferring to keep in touch and gain referrals from previous and current clients, a method which he said utilises agents' time and skills better.
If you want to become a great agent, Mr Phegan said, the reality is you need to get better at handling the clients you already have and forming good long-term relationships with them.
[Related: How to sell 429 properties in one year ]
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