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The business of doing real estate can be challenging when trying to meet customer expectations, and for one of the industry’s top agents, having a daily regimen of good habits is the difference between meeting them — or missing out.
Managing time probably becomes one of the most critical things to do in this business, particularly when agents have ambitions of doing high numbers.
McGrath Camden sales agent Anna Younan, placed 16th in the REB Dealmakers 2019 ranking, tweaked her processes slightly, resulting in her progress from closing about four deals to 10 in a month.
According to Ms Younan, setting her goals differently and changing up the client follow-up process is key to her success.
“My ambition is to do about 25 listing appointments per month and we have a ratio of 10:12 to list to sell. That is what we try to do, but we’ve changed some of those habits in terms of how we plugged in appointments or met clients,” she said.
“We tuned up the desire to achieve that goal in a different way. I made sure that I got in front of all the people that we met, and the follow-up changed that as well.”
Ms Younan said change starts from the booking stage of the process — it’s about making the time to respond to a potential client’s phone call.
“I was sometimes the blockage in getting appointments booked. So, I got on board a personal assistant in charge of making sure that I booked in everybody that I spoke to,” she said.
“Sometimes, she would take a call in between all of my appointments so that I wasn’t missing business or things weren’t falling through the gaps. I also then made myself responsible for the follow-ups after.
“Having a client that really wants to talk to us and having someone to help with making that happen is a better way for the client to receive that connection straight up.”
Ms Younan said this relationship and process has resulted in better connections with people.
“We shadow and support each other through days. That connection between us both is important and that’s why the sales have improved,” she said.
“If you have a dovetailing system that works, things run smoothly and clients can maintain the trust that they have in real estate businesses.”
Ms Younan also mentioned that listening to what clients want and constantly serving their needs is crucial for business.
“You’ve got to be chasing and you’ve got to be servicing constantly. If you listen and mirror what your clients are asking, you should be able to tune into it,” she said.
In addition, Ms Younan spoke about the importance of finding what works best and keeping at it.
“If you’re a door knocker or cold caller, or if you are letterbox dropping, just keep doing that. Try and do all the lead generation options that are available as they will all serve you well, but that one thing that is in your flow and gets results for you, don’t give up on that,” she said.
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