Your clients: Ridiculously successful. Super smart. Busy as hell. Don’t suffer fools gladly.
You: Know your stuff. You’ve got a lot to say. Yet, you worry about being ready when you get up to bat in the big leagues.
Here’s what we do to help our agents keep sharp.
1. Read What Your Clients Read
Read what they read: The New York Times, The Wall Street Journal. When you immerse yourself in their business environment, you will find a connection.
We help our agents by doing some of the heavy lifting for them. We follow the market, scanning hundreds of headlines every day. We summarize the most relevant pieces in a few sentences on Estate Pulse. We share this highly curated collection of hyper-relevant local market news on Estate Pulse.
2. Stand and Deliver Market Highlights to Your Colleagues
Every week at meeting, our agents speak about their niche market in a rapid fire round robin – sometimes prepared with market data, sometimes on the spot. This prepares them for the social situations when potential or existing clients ask sophisticated questions. They’re able to think on their feet and have a ready response to what’s going on.
3. Get Talking Points from our Monday Morning meetings
In our sales meetings, there’s one main goal–to share the latest intel on what’s happening in our markets. Afterwards, we post a summary of our market talk on Estate Pulse. Agents read our “Monday morning shop talk” series, so they have talking points when they go out in the community each week.
4. Deliver a Sophisticated Market Newsletter
You advise people on investment decisions in a major asset class in one of the fastest-moving markets in the world. Sure, the portals have created a national destination for real estate data — but they do not have your deep local market knowledge. Nor do they have access to off-market sales data. You can complete the picture for people and help them understand what all that housing data means for their situation.
We capitalize on our agents’ in-house expertise in creating our client newsletter. First, our agents harness their insider knowledge to write market coverage on mid-Peninsula cities and neighborhoods. Second, we give consumers a peek behind the curtain, sharing highlights from the latest market talk at meeting.
5. Hire a Copywriter to Write your Collateral
You’ve got the deep knowledge. But you just don’t have the time. And maybe writing doesn’t come easy. Find someone to crank open your head, extract your expertise and write it up. All it takes is a twenty minute phone interview with your copywriter.
We connect our agents with a talented group of freelance writers and designers who are creating killer blog posts, postcards, ads, etc for them.
Photo credit: Flickr / Steve Jurvetson
