Peggy Slappey Properties’ August Sales Meeting showcased two of the brokerage’s top producing agents: Wayne Kelley for New Home Sales, and John Slappey for General Brokerage/Resales. The two agents fielded questions that ran from “What is the best marketing tool you use to promote yourself?” to “How do you survive the lean times?” In case you missed it, here are the highlights:
John Slappey made the switch from new home sales to general brokerage during the most recent market downturn. The change was out of necessity, as he branched out into resales, short sales, and rental management. He stressed the importance of choosing a system for lead generation and sticking to it. “You’ve got to have discipline,” he said. “Personal accountability is everything.”
He recommends the Buffini & Company CRM program, which includes a client database, monthly mailings, handwritten notes, pop-by gifts, and personal coaching. There are several referral-based systems available for real estate agents, and it is entirely possible to create your own. The important thing is to create the data base, use it, and maintain it.
Wayne Kelley, a NAMAR Top 5 New Home Sales Agent for six years running, said product knowledge is the best service he provides for his builder clients. “I can walk into any of our homes at any phase of construction and answer 98% of the buyer’s questions. I know my product from framing to finish.”
What he likes best about selling new construction is simple: “These homes are bright and shiny new,” he said. “There is a laundry list of problems I don’t deal with routinely simply because they’re new."
Both agents shared that follow-up is essential. Growing your real estate business means keeping in touch with clients even after the closing. Wayne delivers donuts and other treats to local businesses and attends area Chamber of Commerce meetings to keep his name, builder, and community top of mind.
Through lead generation, database maintenance, and networking opportunities, you can stay in touch with people who will think of your name when it’s time to buy or sell. According to John, “Most people say they would use their REALTOR again if they could just remember his name.”
Have further questions for the experts? Reach Wayne Kelley at 770-330-5978, John Slappey at 770-616-9774, and watch for more great training opportunities from PSP in the future.
Peggy Slappey Properties, Inc. is a Metro Atlanta real estate brokerage with 35 years of experience in real estate sales and marketing. From new home construction to resales, we can help you find the home of your dreams. To see our current listings, visit www.psponline.com and call us for expert advice at 770-271-5555. Keep up to date with the latest PSP events and offers by checking in on Facebook at https://www.facebook.com/peggyslappeyproperties and on Twitter at https://twitter.com/psponline.