from Florida Realtor Magazine, June 2007 | page 35

Nine Things Associates Do Right

Real estate sales associates may make their share of mistakes, but most also take a lot of steps in the right direction when doing business.

The brokers interviewed for this article say that many of their good sales associates are:

1. Tech-savvy, and willing to use technology to work smarter, faster and more profitably.
2. Extremely thorough and very good about crossing their t’s and dotting their i’s.
3. Paying more attention to risk management and liability issues.
4. Following the rules closely to avoid making mistakes that could cost them transactions.
5. Providing excellent customer service to their buyers and sellers.
6. Keeping their clients informed about the progress of the sale and/or the transaction closing.
7. Doing thorough comparative market analyses (CMAs) for sellers, and not just looking at what sold down the street (and tacking on 10 percent to come up with an asking price).
8. Getting their designations, such as CRS, ABR and GRI, and as much education as possible to compete in the current market.
9. Using the 80-20 rule when developing business (80 percent of their business comes from 20 percent of their clients/customers).