Create Your Own Support Team!

General Information   Written by Linda Brakeall on 06/2008 - Word Count: 461
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Rookies and low producing Realtors probably have time to deal with lots of different people, styles and personalities. They have time to check up on the process every step of the way and play Russian Roulette with their transactions.

The mid to high producers know that you get the best service from people who have a vested interest in your success. They also know that it is far simpler to deal with people you know and trust. They know that you get preferential treatment from people who get more of your business. They also know that they can sell more if they are sure that the sales in process are being handled correctly.

(Think of your own business. If you have a customer who buys a house from you every year for investment, don't you handle him just a bit differently from the "Looky-Lou" who bopped into your open house?)

How do you choose your three or four loan officers and attorneys? Make a list of everyone you've worked with in the last year or so. Beside their name make columns labeled:

• Closed on time
• Easy to work with
• Kept promises
• Communicated well
• Met deadlines
• Enjoyed working together
• ......and whatever else is important to you.

Hopefully three or four of the loan officers and attorneys you've worked with will just float to the top of this list. In which case, you will have your support team. If not, ask for recommendations from people you respect who do the same sort of business you do.

Here's the final piece of the puzzle. Call each one of the finalists and say this to them:

"I've decided to send the bulk of my business to only three or four loan officers (or attorneys). My thought is that together we can provide better service for the customer. If you'd like to be on my team and be one of the 3 or 4 I usually refer, I will require the following from you: ...."

And tell them what you need to make you happy: A weekly report, unvarnished honesty, their presence at closing. Whatever it will take to make you more productive which will, in turn, give them more business. Don't you deserve your own support team?


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Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors®. Linda, a Realtor® for 13 years, three of which were as an award wining sales person, spent the next ten years as a manager and corporate trainer. She has been speaking professionally speaking, training and consulting since 1992. For information about Linda,



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Copyright© 2008, Linda Brakeall All right reserved. For information contact FrogPond at email susie@FrogPond.com.