This requires that you become a 1- Promotor, 2- Advertiser,  3-Advisor, 4- Planner, 5-Student.

1- PROMOTOR:  Think of ways to keep your name in front of your realtors.  Send monthly letters, help your sales manager think of simple promotional ideas, like pens-paper clip holders - and the best ideas I've ever used - buy your best realtor clients an annual calendar, a book that will last - a quality gift.  I've bought them in the past and can supply them to you, just let me know.

3- ADVISOR: Offer other suggestions that show you're knowledgeable about real estate construction.  Go out with a realtor to look at a property that's for sale and offer ideas that might help write an ad.  You might also offer ideas at that time that might make the property more appealing to appraisers, and help the realtor that way.

4- PLANNER:  Become a consultant with the real estate broker by helping them plan sales meetings.  Arrange for specialists in title, appraisal, legal, private mortgage insurance, zoning, abstracting, moving, construction - (and can you think of more?)
This helps you be involved in planning at least one sales meeting a month, and we all know how realtors generally hold a meeting at least once a week.

Plan for yourself.  Set up a plan for each day, week , month, year.  Plan in advance what goals you expect to reach - and what methods you will employ to achieve those goals.

5- STUDENT:  This is always my favorite, because it allows us to employ our imagination to its fullest.  Recently I have been immersed in reading books about the old west, specifically the late 1800's and how America grew across this vast continent.  What does this have to do with the mortgage business?  How will I employ this reading in my daily business life?  Well - the Pima Indians, who lived in the area around Phoenix, Arizona, had a terrible habit of debating an issue for so long, the time for the need of the decision often passed with no action being taken.  What a terrible habit?  Can you think of any way to use that little fact in your business life?  I can and did-just last night at a meeting of mortgage brokers where I asked someone to stop procrastinating on a certain issue , and then bought up the issue of the Pima Indians.           But this is just a small use of a small issue.  You will be able through your imagination to think of several applications of every new thing you learn. 
So, how do you learn, and what should you study?  You learn everything there is to know about the real estate industry and you study every thing you can put your hands on.  It is your obligation to read - read - read.  One of the best things you can read  daily is the Credit Markets column of the Wall Street Journal.  This column will help you understand and be able to intelligently discuss with anyone the movement of  interest rates.  Market trends, history, bonds, securities and all other subjects will become clear to you in a very short time.  This subject alone will endear you to your realtors and clients.

These ideas are not just being more than a salesperson.  They are being a complete salesperson:  a better than average bear.

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Robert C. Armstead Jr.  - Agent     |2009-05-26 08:57:02 Good article...straight to the point and very informative.

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