Key ideas and tips that Alan and Rick share throughout the Blueprint for 100 Deals pages are located at the back of the book.
We start with the basics. Whether you are new to the real estate business or already a top producer, you will be able to relate to this chapter. Alan reviews his critical marketing, communications and technology insights that enabled him to sell houses faster and at the highest prices.
One hundred might seem like an arbitrary number, and it is. Yet, from our experience, it is also an ideal milestone for real estate professionals looking for a more stable and productive business environment. Getting to 100 requires teamwork and technology. Without these key components, our recipe for success would be lacking one or all of the most important ingredients.
In building our Blueprint for 100 Deals, the team was undoubtedly the most critical architecture to put into place. Each team member is a vital cog in the machinery that is our real estate business. The administrative members act as the backbone and the sales agents are the life blood. When working together, the Dream Team rises to the top.
Without good communication, we wouldn't have a business. Whether it's staying in touch via telephone, face-to-face, IM, text or email, communication is the interpersonal glue that holds everything together, cementing the foundations of our team, and sealing every crack to create a seamless and cohesive unit.
The marketing tools available to REALTORS® have changed considerably since the early days of door-knocking, open houses, sending out flyers, even delivering pumpkins in October. We are now in the era of Web 2.0 and beyond, with internet and social marketing tools, which are more cost-and-time-effective than anything that we have ever tried before.
Naturally, we wouldn't need to use a system if we were only planning to turnover 2 or 3 deals and could wing it to get those deals closed, but when we were considering the volume of 100 deals, a system was imperative and mandatory. From the top down, there are several basic systems that our office needed to function at any competent level. These include having the latest computer equipment/hardware and software, to having mobile devices for our team - this is still the essential infrastructure.
Our whole business is nothing but negotiation. Negotiating with sellers, other agents, and even our own staff. This is what REALTORS® do all day long. To make it to 100 deals, we have to master the art of negotiating for all of these parties to feel that they succeeded in the negotiation and resulting transaction.
In the world of listings, the silver medal means absolutely nothing. It pays less than nothing. In fact, it actually costs us, because of all those wasted hours (and gas for our cars, materials for the listing presentation, etc). This is why the only goal in the business of getting a real estate listing is first place. Being second carries zero reward - and even a negative balance.
For a productive and successful buyer-agent relationship, communication is crucial. There needs to be more than just an assumption - we have to get it in writing in the form of a Buyer Broker Agreement. Buyers should know they have someone they can trust, coordinating it all, finding out what their needs are, with access to all of the inventory to help them narrow the options down to the perfect home.
Our Blueprint would be incomplete without taking into account the other ways that homes may become part of the 100 deal plan. The secret is knowing the market, inside and out; in particular the changes that are ahead or currently taking place. Then we can take a glance at the mostly economy-driven specialties, which are opportunities that we may want to take advantage of.