James Hoff, Real Agents Work (Century 21 Award)

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Rainer
21,291
Grace Hanamoto
Intero Real Estate - Sunnyvale, CA
Quality, Knowledge, Professionalism, Experience

I've done sales all my life and I like it...okay, I LOVE it.

The three things I'd teach, and they are very basic sales skills:

1.  Ascertain needs of clients

2.  Reiterate needs to client and formulate a game plan

3.  Ask for sale/close the deal.

Beyond that, however, my emphasis is always on communication skills.

I do have a thing I make newbies do to determine whether or not they have the "chops" to be a sales person.  I call it the "checkstand test."  I ask them to go to the supermarket and during the time they are standing in line, talk with one person in line with them about anything (the topic is not important), then get that person's first name BEFORE that person leaves the line with his/her paid groceries.

If they can do this, they have the rudimentary communication and "ice breaking" skills necessary to succeed. Otherwise coaching time will be spent on creating communication bridges with strangers.

May 15, 2016 06:11 PM
Rainmaker
2,169,925
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

1. Build your CRM

2. Work thru your SOI

3. Start BRANDing your business in a specific Market area !

May 15, 2016 08:28 PM
Rainmaker
1,184,290
Peter Mohylsky, Beach Expert
PMI. Destin - Miramar Beach, FL
Call me at 850-517-7098

I mentor three new agents who have different personality types. It is more of a what are your goals, and how to get there thing. Holding them accountable to their goals. 

May 15, 2016 06:08 PM
Rainmaker
5,772,353
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

James,

No one size fits all.  It has to fit the person, and in my opinion the agent and coach need to be on the same page and work as a team.  A

May 15, 2016 02:01 PM
Rainmaker
1,088,337
Diana Zaccaro Broker Associate
Tropical Beachside - Cocoa Beach, FL
"The Accidental Blogger" Cocoa Beach, Florida

It would depend on the individual's life experience, background, etc. A customized approach works best, IMO.

May 15, 2016 01:45 PM
Ambassador
6,356,194
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

I dont know what coaches teach, probably just remind us and prod us to do the things we already know that we should be doing.

May 15, 2016 10:53 PM
Rainmaker
3,071,489
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

I like what Grace Morioka said...

May 15, 2016 10:31 PM
Rainmaker
987,152
Jennifer Mackay
Counts Real Estate Group, Inc. - Panama City, FL
Your Bay County Florida Realtor 850.774.6582

IMO it depends on the agent - I have to tailor training to each agent that works on my team - some require more in one area and some more in another

But...

1. Technology - specifically my website - they all need this desperately

2.Time management - getting to leads in the proper time and how to work a day

3. Phone work - what they say, when to listen and shut up!

May 15, 2016 09:54 PM
Rainmaker
5,096,366
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

That is precisely the problem with most coaching--looking to be a one size fits all instead of understanding what each individual needs. I've trained new agents and none of them had precisely the same needs or talents. All that being said... setting up and maintaining one's data base is one thing all agents need to get good at.

May 15, 2016 08:53 PM
Ambassador
1,446,619
Susan Emo
Sotheby's International Realty Canada - Brokerage - Kingston, ON
Kingston and the 1000 Islands Area

It depends on what they bring to the table.  There are people praying for a coach to turn them into something they are not; this business is not for everyone!

May 16, 2016 01:17 AM
Rainmaker
5,583,167
Barbara Todaro
RE/MAX Executive Realty - Happily Retired - Franklin, MA
Previously Affiliated with The Todaro Team

learn to listen

learn to mirror

learn to market

May 16, 2016 01:09 AM
Rainmaker
1,840,036
Lyn Sims
Schaumburg, IL
Real Estate Broker Retired

How to get new business. Not enough effort is put into prospecting.

Building a skill set - once you get in front of someone what do you say?

May 16, 2016 12:50 AM
Rainmaker
5,192,339
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

1. Learn to listen by asking "why" questions.

2. Use the why to deliver the what. Their opinion is the only one that counts!

3. Never be the first person to enter a home you are showing!

May 15, 2016 11:46 PM
Rainmaker
823,379
Susan Laxson CRS
Palm Properties - La Quinta, CA
Realtor in San Diego, CA & Naples, FL

I like Grace Morioka 's detailed response and want to welcome her to ActiveRain and our Q&A group of new and experienced agents sharing information and questions.

May 15, 2016 09:58 PM
Rainmaker
7,792,559
Roy Kelley
Retired - Gaithersburg, MD

It would depend upon the experience and the skills of the student. For new agents, it is less expensive to take courses than to retain a coach.

May 15, 2016 09:25 PM
Rainmaker
4,319,419
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

James Hoff - well, contacting people by different means is what I have learned from my coach - not to forget asking for referrals.

May 15, 2016 04:15 PM
Rainmaker
5,850,101
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

 Build your sphere, stay in touch with past clients, concentrate on a couple of niches only. 

May 18, 2016 11:56 PM
Ambassador
3,034,378
Katerina Gasset
The Gasset Group & Get It Done For Me Virtual Services - Provo, UT
Amplify Your Real Estate & Life Dreams!

For both new and experienced agents: 

1. Define your avatar - conversation and message to match 

2. Create your brand presence on and off line 

3. The power is in the listing- get the listings 

4. Dominate your niche online 

May 16, 2016 07:30 AM
Rainer
4,591
Sam Price
Better Homes and Gardens RE Metrobrokers & Sami and Kelsey LLC - Atlanta, GA
Agent serving intown Atlanta & sorrounding areas

For a new agent : 1. Business Plan 2. Farming 3. Presentation

For experienced agent : 1. Social media marketing 2. most efficient ways of leveraging experience 3. Maintaing

May 16, 2016 02:07 AM
Rainmaker
1,466,207
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

James Hoff 1. Accountability, 2. Accountability and 3. Accountability

May 15, 2016 11:40 PM
Rainmaker
2,775,781
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

New agent: Listen, ask questions and make notes. Repeat as necessary

Old agent: speak clearly, up customer service & be available. Do consistently

May 15, 2016 11:39 PM
Rainmaker
4,852,560
Richard Weeks
Dallas, TX
REALTOR®, Broker

Have a business plan

Have a daily schedule

Prospect every day

May 15, 2016 11:05 PM
Rainmaker
1,722,826
Sandy Padula & Norm Padula, JD, GRI
HomeSmart Realty West & Florida Realty Investments - , CA
Presence, Persistence & Perseverance

Only one for new agents;

  • observe the habits of the successful agents in your company.

For experinced agents;

  • make them understand that they are no better than their last transaction
  • That to call yourself the #1 Agent in your territory is disingenuous even if true.
  • To keep your mind open to new technologies, otherwise get lost in the dust.
May 15, 2016 11:04 PM
Rainmaker
4,434,127
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

I am not a coach.

May 15, 2016 09:36 PM
Rainmaker
1,157,785
FN LN
Toronto, ON

Presumably the coaching would be customized to the student.

May 15, 2016 09:34 PM