Member Perspective

In your experience, what ideas/things have you implemented in your business that was successful or memorable?

Looking back on your experience, whether new to the real estate industry, or a longtime REALTOR®, what have you done to help your business and set you apart from the competition? What has been memorable about it and why do you think it was successful? Last, would you recommend your idea to other REALTORS®? Has it become a regular habit in your everyday business or was it a one-time thing?

Marty Soller
Coldwell Banker King Thompson

Linda (Soller) and I had a wonderful home listed that was getting lots of showings but no acceptable offers -- always a bridesmaid. In the current climate, with buyers reluctant to make an offer for fear that prices would drop further, we worked with the owners to create an incentive that would be difficult to match and keep attention on their listing.

We offered a brand new 2009 Honda Civic EX or Accord LX to anyone who presented a full price offer! This was not a lease; the buyers actually received ownership. We sent a flyer out to agents who had sold properties in that area and received a lot of interest and some disbelief that it was too good to be true.

This was obviously a one-time opportunity since most sellers would not be able to match that incentive but it certainly got them the attention they wanted!

Doug Turlo
Home Central Realty

This idea is for promoting property features. I used it for new builds when I was a Marketing Director and also for listings. The idea is to use "silent sellers" which are signs placed throughout the home pointing out unique or desirablefeatures of the home. For instance, to promote a new furnace, a sign can be placed on the furnace saying "new in 2008."

For a unique feature such as a special edge on granite countertops, a placard can be placed on the counter saying "third upgrade waterfall edge". These "silent sellers" promote the features when you are not there to tell the potential buyer about it. It is great because all the benefits will be easily seen instead of potentially being missed by the buyer and listing agent.

Charmella Y. Smith
Baldwin Realty Group

I was a new REALTOR® and I knew I had to present fresh ideas to bring interest to my listings. I prepared a candlelight dinner to select REALTORS® in my featured listing area and the process was a delight; I enjoyed selecting a menu, nice table setting, jazz music, etc.

After the candlelight dinner, we walked through the house to discuss what the agents could do to sell the home and how I could improve its chances of being sold. It was an awesome, less competitive atmosphere that allowed me to get to know my colleagues as well as lock down a sale.

The real estate industry can be extremely challenging, competitive, and intimidating in the early stages. I found that the rapport I built with those REALTORS® was the initial key to building lasting positive relationships with those I would like to work with for years to come. As real estate professionals we need to remember that our internal customers (our colleagues) are as vital to the success of our business,as our buyers or sellers.

Tom Trigg, CRS, GRI, SRES
Keller Williams Consultants

There have been several things I've done throughout the years. One that I will always remember while working for a new home builder was delivering a "book" to the top 300 agents working in my area that featured everything they needed to know about my houses. Then I built a Web site that complimented that book. The Web site was given a prestigious MAME award by the BIA in 2002 for Best REALTOR® Relations for a major builder. Over the years, agents would call for their new edition and my co-op sales increased into the 90 percent range.

I recommend agents take a break every day to rest their mind. I know what an overloaded schedule can do to a person and for years (at least 17+), I take a mental break at 4 p.m. every day. I don't answer the phone, read e-mails or anything else for at least 20 minutes. This allows me to start fresh with a clear mind and allows time for stressful situations to ease a bit. Trust me, it works.

Dave Truitt, CSP, GRI
Coldwell Banker King Thompson

One of the best things that I have tried to do to be more memorable to my clients is become a linchpin for them!

Unless you are working with investors that are using you to buy several properties every year, we as agents are only able to help the average buyer or seller once every six to eight years, and then rarely, if ever, talk with them again. That span of time makes it very easy for us to be forgotten.

So what I try to do is contact past clients and leads every 45-60 days with something that will be a benefit to them. I work closely with many different service providers and am able to get those who I network with discounted rates on things that we all need, because of the volume that I am able to send to these providers.

Snow removal service in the winter, lawn service in the spring, automobile sales, hotel accommodations, custom furniture makers, insurance companies, lenders, personal trainers, moving services - anything that isn't used on a daily basis, I have in my Rolodex. So that all of my past clients, friends, family, and coworkers can come to me if they need anything, and that keeps me in front of them, so when it comes time for them to buy or sell a home, who do you think they call first?

Angella M. Smith
Real Living HER

I can honestly say that the one thing I have done, pretty consistently, over the past 11 years has been to produce personalized items (newsletters and holiday cards) that I mail out to my entire client base, family and friends. I know that with the Internet, everyone is big on their Web site, and things like ecards but I am a strong believer in the personal touch.

People like to know that they are special to you and not just another commission check. I get very close to my clients during their home purchase or sale process and I like to continue that after the closing. The Internet may be a great source of information but I recommend agents keep their name in front of their clients with a personal touch a couple of times a year.

Sheila Straub
Colwell Banker King Thompson

I want all my clients to feel that they become part of the Straub family.

As part of that, for years we have hosted a potluck gathering at our house for the holidays, which included going to the Christmas tree farm and choosing the ideal tree. Once the group grew larger than 100 people, we moved our yearly celebration to the Bexley Community Pancake Breakfast at Jeffrey Mansion, which we host for our family of clients. This event includes a fun atmosphere of music, friendship, food and a great spirit of our community. The proceeds we donate to the recreation center and the historical society.

A quote from Ralph Waldo Emerson is a meaningful statement in my life: "To laugh often and much, to win the respect of intelligent people and the affection of children; to earn the appreciation of honest critics and to appreciate the beauty in life; to find the best in others; to leave the world a bit better whether by a healthy child, a garden patch or a redeemed social condition; to know even one life has breathed easier because you have lived. This is to have succeeded."

Becky Sullivan
Real Living HER (Vutech-Ruff Team)

I was hosting an Open House several years ago and met a woman whom I instantly enjoyed speaking with. The more I spoke with her I realized how much she reminded me of my Great Aunt. She informed me she wasn't certain of her plans to sell or stay in her home; however, she was visiting open houses in the interim. I asked if I could put her on my mailing list. Every few weeks I would either call or send e-mail.

Two and a half years later, when I least expected, the lady phoned in, was relocating to North Carolina and I listed and sold her home! Additionally, she referred me to her daughter. It certainly pays to keep in touch.

Debbie Thompson
Real Living HER (Westerville)

I wish I had a fun fact to answer this question with but in all honesty our success has been through a lot of hard work and good communication skills! We entered the real estate field just as the market started to slow and we were new to the Columbus area, therefore we knew we had to work extra hard.

We hold as many open houses as we can. We provide feedback to both our clients and fellow REALTORS® as soon as possible. We communicate to our clients on a weekly basis either by phone or e-mail. These things, along with treating people as we would want to be treated, have worked well for the Thompson Team.