How do new agents get started
- Have the right expectation as a new agent
- Learn the basics
- Lead Generation 开发客源
- Lead Servicing 如何服务客源
Part 1 – What to Expect from Real Estat
1.Nature Business
a # of prospective customers that give you opportunity
在这个行业也不断创造买家，创造赚钱的机会
b Our job is simple – reach the goals of your customer’s
c We do that by the use of our knowledge & communication
d Keep increasing the number of prospective customers
2. Success of RE
a top & you dif (# of heads)
你也顶尖经纪的差别仅仅是客源的数量，你的潜在客户越多，你的机会就越多，你做成的可能就越大。
大家不要以为所有的客户都是介绍的，客户分两大群，一个是陌生客户，一个 COI 亲戚朋友介绍的客户，开发这两大类的客户群体有一整套完整的方法去开发和管理。
在这个行业你的经验不需要很多，你的能力不需要很高，你的知识不一定要很丰富，但是只要的你客源够多，你的机会够多，你就会成功。
b constantly generate new heads
必须不断的创造客户的来源
c constantly service current heads
你要不断的去服务你现有的客源
d constantly build new heads
3. What are the priorities in real estate
Most important in RE => lead generation (85% non-COI/15% COI)
2nd important in RE => lead service
3rd important in RE => Learn & improve
4. Expectation / converstion
Circle of influence (COI) => 60% conversion (Short Term and not sustainable)
Stranger => 10 – 20% conversion (Long term, sustainable, scalable , and duplicatable)
带10个客人就有1到2能够买成
5. Listing focused business VS. Buyer Focused Business
Listing Focused : Skill dependent, Max lead gen efforts, low conversion, many variable
Buyer Focusd: Lead gen focus, slow paced and flexible, rookie friendly to make ends meet
99%的新经纪想要前两年存活下来必须要Focus在买家客人。
两年以后，如果你有固定的客源，那你就应该开始做Listing
买家动力通常比较强，持续租房对他们没有好处，持续把钱放在银行对他们来说也是不合理的
建议先做买家经纪，有一定经验以后再做卖家经纪
6. Successful Attitude
90% of agents failed because of having wrong attitude – easy, flexible, freedom
大部分的买家需要90天，需要看15到20次房，需要出3次Offer 才有可以买成房子
#1 attitude: willing to do, willing to learn, and willing to help out
必须要非常积极，非常愿意做，非常愿意学，非常愿意帮助其他经纪
#2 attitude: be prepared to fail and learn from experience
#3 attitude: nobody is willing to teach you as competitor, help out to shadow to figure out
如果有人知道这个河边有非常多的鱼，那他不会邀请你一起来钓
如果你想要学，那你必须要去帮助其他经纪，你才可能从别人那里学到东西，因为你要达到他们想达到的目的，他们才会帮你
#4 attitude: don’t filter out buyers, you need them more than they need you
不要随便过滤买家，我们需要客人远远高于他们需要我们。
#5 attitude: earn every opportunity, if you don’t look for it and fight for it, it won’t just appear
在这个行业所有的机会都是争取来的。
#6 attitude: invest first before earning, hire a coach to get you started, Brokers are in for profit
做一个经纪你一定是要先付出，才可能有回报的。
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