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Notes From This Past Friday's Live Event
The recording is available for purchase here. All ticket holders will receive access to the recording shortly.
This past Friday, we held our live event at the Skirball Center in West Los Angeles. I had 9 of my top coaching clients on stage. Many of these individuals have been clients for 20+ years. This workshop was in response to a question I get every day in my coaching practice - What are top agents doing right now to generate business? Friday's program answered that question emphatically - execution of the fundamentals consistently. This message was clear as each panelist talked about their business. No magic pills, no shortcuts, no one looking for easy.
I have shared this list before in a previous 2 Minute Drill.
Top Performer Qualities:
1. Self-Aware
2. Driven
3. Growth Mindset
4. Consistent
5. Optimistic
6. Opportunistic
7. Persistent
8. Resilient
All of these qualities were front and center this past Friday.
You can still purchase the video recording of this program. Just click here for details.
I have included my notes from one of the panelists on Friday, Rob Giem. Rob is a luxury agent in Newport Beach with Compass. As Rob mentioned on Friday, there is room in this business for "outliers", as he describes himself. The notes included below were from an interview I did with Rob almost 10 years ago. These are thoughts Rob shared relative to the question - How do you increase your price point? They are just as relevant today as they were in the original interview. This is also a question that was posed this past Friday.
Have a great week.
Steve
Rob Giem Notes on Increasing Price Point.
- Always put the client first. You will never reach your full sales potential until you do.
- Learn the market you wish to work in
- Develop a historical perspective.
- Be fully informed about current activity.
- After developing the former, synthesize an opinion about the future. This may involve analyzing a broader, related market as well.
- Analyze the competition.
- Who is established in that area or at that price point?
- What is their marketing strategy?
- Is the marketing distinctive and appropriate for the market in which it is being used?
- What service or information is the consumer looking for that the current group of professionals is not offering?
- How does their performance measure up?
- Are they achieving record sales, or lackluster prices?
- Is there a correlation between their marketing and their results?
- “More” is not always “better”.
- Sale-price-to-list-price ratios.
- Find their weaknesses.
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- If you were a property owner in this area, what would you be looking for in a listing broker?
- Conduct informal research among consumers in the area.
- Determine the failings and/or areas for improvement in all of the above. How can that strategy be improved or bettered by you?
- Make a point to constantly monitor the competition on an ongoing basis.
- Develop a marketing and exposure plan to put you in the paths of the consumers you wish to reach.
- Better costs more.
- What do you need to do that is different than what you are doing now.
- Start with a six-month plan.
- Add another six months to the plan, three months in.
- Constantly be assessing what is working and what is not.
- Get going within 30 days.
- Distinguish your current business from the business you are looking to obtain.
- “Mixing” non-complementary prices or geographies is sloppy and unprofessional. People find confidence in agents who have a “place”.
- Consider the realistic requirements of running a dual-track business.
- Understand that you cannot be a master of everything. Gaining something often requires losing something else. Know when to say “no”.
- Get out into that marketplace.
- Open houses
- Public exposure - Make connections
- Marketing
- Learn the art of confidence.
- Do not be smug
- Always be prepared
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