If you want to compete with disruptors and survive the changes in real estate, you have to STOP seeing yourself as a salesperson and START serving your clients as a consultant. But this requires a seismic shift in mindset: Rather than focusing on the close, focus on building relationships. And remember that deals are a natural biproduct of building your list and staying in touch systematically.
Dan Plowman is the founder of Dan Plowman Coaching and a top-producer in the greater Toronto area. He was rookie-of-the-year in his first year of selling homes, and his team is consistently ranked among Canada’s best. Dan has 30-plus years of experience in the business, and he has sold well over a billion dollars in real estate to date. Dan’s independent brokerage has closed on more than one home per day for the last eight years, and he takes pride in sharing the systems used by his award-winning team on a daily basis.
Today, Dan shares his insight on how the real estate game has changed in the last two years, explaining the growing importance of follow-up. He describes how the agent’s role has shifted from sales to consulting and discusses why agents must be able to communicate their value to consumers. Dan also offers advice for new agents around leveraging the stats of everyone on their team and breaks down the numbers around how many touches are typically necessary to book an appointment. Listen in as Dan explains why it’s crucial to have a contact follow-up management system and learn how to stay relevant by focusing on relationships rather than NOW business.
- Dan’s insight on the growing importance of follow-up
- How the agent’s role has shifted from sales to consulting
- Why agents must be able to communicate their value
- The connection between income and taking care of clients
- Dan’s advice for new agents on leveraging your team
- Making 7 to 10 touches before you book an appointment
- Why it’s crucial to have a relationship management system
- Why Dan uses live ISAs who ask for permission to follow up
- The value in focusing on relationships rather than deals
Connect with Dan
Learn more about Dan at www.danplowmancoaching.com.
Leaders Eat Last: Why Some Teams Pull Together and Others Don’t by Simon Sinek