Systems, communications key to success in real estate, speaker says

It’s all about the systems, said Monica Neubauer.

“Realtors^® need to have good systems, systems for lead generation, systems for pre-listing arrangements, systems for selling the listing. They key thing is systematization. The agents that are able to handle the most business are highly systematized, and therefore, less stressed, because systems save them time and help them remember things,” she said. Neubauer will be presenting two sessions at Triple Play, which takes place from Dec. 5 to 8 in Atlantic City.

Systems are only one thing that can help your sales. Neubauer said she often has interactions with agents who lack communication skills. For example, in today’s market, multiple offers are common, but she said listing agents aren’t always prepared for that.

“How do you put a house in the market and not respond to calls or questions immediately?” she asked. “Communication with other agents is key, but also with the sellers. Prepare the sellers. I see a lack of preparation for sellers for the market, whether they have a niche, that is fast-or slow-moving. I often see that sellers are not prepared for what is going to happen.”

She stressed that follow-up communication between sellers and other agents “could use improvement.”

“It’s a very common problem I hear from sellers and agents,” she said. “Sellers don’t know what’s going on. But if agents systematize their communications, and are pro-active instead of reactive, they will see success.”

And overall, Neubauer said agents should always continue their education to be successful in the industry.

“We feel more confident when we learn more, and when we feel more confident, we have better service,” she said.

Neubauer will be presenting on Wednesday, Dec. 7 at Triple Play. Catch her session Helping Buyers with New Construction from 9 to noon, and Meet the Sellers from 2 to 5 p.m.