Seven practices to achieve greater success

Jared James will appear at Triple Play REALTORS® Convention, Dec. 7-9, in Atlantic City. 

Sustained success in today’s real estate market is a blend of old and new school of thought, according to Jared James, Connecticut-based real estate coach and author of Enjoy Success Today: How to Start and Build a Thriving Business… and Still Have a Life.

James was named a 30 Under 30 by NAR’s REALTOR® magazine and grew up with a REALTOR® mom. Having spent most of his life around real estate, he’s trying to bridge the gap between how many REALTORS® used to do business and what’s important to younger clients today.

James believes there are seven ways that incorporate old and news business practices to achieve greater success. He said:

• Create your own environment/atmosphere.  Your environment influences you and your business. When you’re not in a good mood it affects everyone you come in contact with. You need to control your environment and what type of attitude you’re going to have to positively affect those around you.
• Get back to basics.  Many REALTORS® who’ve been in the business for 30 years don’t want to work with technology and believe the business is all about relationships. The other extreme is young REALTORS® who think technology is the answer to everything and they can’t live without it. The best business practice is someplace between these two schools of thought.
• Become the source. Establish a “Core 100” of businesses that you can refer clients to, for example plumbers, roofers or contractors. Research shows that if you have an average of 20 transactions a year and you made 25 referrals with each transaction and those vendors reciprocate 10 percent of the time, you would get 50 referrals a year from your “Core 100.”
• Grab the low-hanging fruit.  You can be an anti-prospector, with the exception of expired listings. Properties that have been on the market and have expired were usually overpriced. If you are the second REALTOR®, you can take the listing and the owner is usually then agreeable to a lower price. By prospecting expired listings 20 to 30 minutes a day, on average a REALTOR® will pick up one extra listing per month or 12 per year.
• Systematize your business.  Creating systems for everything in your business helps you become more organized. Using a contact management system that schedules every activity allows you to be continually generating business.
• Embrace accountability. Accountability works whether you’re working with another agent, broker or coach. We know we don’t do the things we should but someone else sees things from a different angle and helps keep us in line.
• Take action. While it may sound like a cliché, taking action is necessary to be successful. Take at least one idea from a seminar and implement it into your business immediately helps businesses become successful.

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