RAINMAKERS have generally been described as "THE PEOPLE WHO BRING IN THE BUSINESS." As a real estate agent, and the owner of your own business, YOU are the "Rainmaker." That being said, if you're not making rain and growing your business, what are you doing?
THE GREATEST EQUALIZER AMONG US IS TIME, WE ALL HAVE THE SAME AMOUNT EACH DAY: 24 hours, no more, no less. How are you, the Rainmaker for your business, spending your time?
THE INTERNET CAN BE THE GREATEST SOURCE OF BUSINESS FOR YOU, THE RAINMAKER: Your website is out there working 24/7 on your behalf, or should be. For many agents the internet is the greatest source of potential clients, bar none. Is your internet presence as good as it can be? Does your website provide compelling content and have a call to action for viewers? Who designed your website and did they do a good job? What do you know about the visitors to your website? What pages are they accessing? How long do they spend on your site? Frankly, how do they find you on the web?
IF YOU DON'T HAVE A WEBMASTER, YOU ARE THE WEBMASTER: Maybe you like designing changes and FTP'ing them up to your site. Is this your area of expertise or do you just like to do that for a hobby? YOUR WEBSITE SHOULDN'T BE A HOBBY, IT SHOULD BE YOUR GREATEST SOURCE OF NEW CLIENTS! Can you really serve two masters when you're the owner of the business and are the only one charged with bringing in new business? If you're doing the job of the Webmaster you're not doing the job of the Rainmaker. Being the Webmaster may provide you with some satisfaction but being the Rainmaker pays the bills.
IF YOU DON'T HAVE SOMEONE DOING SEO THAN IT'S YOU, OR IT'S NOT GETTING DONE: Most agents have heard about search engine optimization. Many of us fancy that we are SEO experts. Maybe some are but I suspect that the large majority of agents have a smattering of knowledge and thats it. SEO is complex and everchanging. SEO may very well be the most important thing you can do to draw traffic to your website. Are you really going to leave it in the hands of a real estate agent?
IF YOU DON'T HAVE AN ADMINISTRATOR, YOU ARE THE ADMINISTRATOR: There's nothing wrong with that but you need to ask yourself the question...is this the best use of the Rainmakers time? Are you the one keying in that new listing into your MLS? That's a typist's job, not a Rainmakers job. Are you the one following up on showing feedback? Again, Rainmakers shouldn't be wasting their time on this task. Are you the one faxing, filing and doing the multitude of other things that administrators or assistants do? If you are, than you're real title is administrator with additional responsibilities as a Rainmaker and business owner. Which one do you think is more important?
Do you fold newsletters? How about printing labels? Putting stamps on flyers. Designing and printing postcards. Blah, blah, blah...blah. All important things. All need to be done. The question you need to answer is...are they tasks that the Rainmaker should be doing. I would argue that the answer to that is no.
I know things are tough out there and business has slowed down for many agents. What can you do?
- How about sharing an administrator among several agents to reduce expenses?
- Have you looked into hiring a Virtual Assistant?
- I use a service that automatically sends out 200 postcards when a new listing of mine is entered into the MLS.
- Newsletter, sent out monthly by my vendor to my mailing list.
- Showing appointments, don't call me, call Centralized Showing Service.
- Do I email you for feedback, no. CSS does it for me as part of the service.
There are a lot of automated services that can take the pressure off the Rainmaker.
IF YOU'RE NOT OUT TALKING TO POTENTIAL CLIENTS, MAYBE YOUR COMPETITION IS: Sitting there in your plush home office waiting for that phone to ring...good luck. The more time you're spending in your office, the less money you're going to make. People want contact and it's not always email, phone or text messaging.
Thinking like the RAINMAKER AND BUSINESS OWNER you're supposed to be is a mindset. You can choose to spend your time on tasks that can be performed inexpensively by others, or you can spend your time on RAINMAKING ACTIVITIES. The choice is yours.
IF YOU DON'T HAVE A RAINMAKER, YOU COULD SOON BE OUT OF BUSINESS!
Richard Iarossi is a full time licensed REALTOR®, working in Crofton, MD. My coverage areas are: Anne Arundel, Prince George’s, Howard, Calvert, Queen Anne, and Baltimore City and County. I specialize in residential real estate, working with both buyers and sellers. Use the registration free search on my website at www.RichSellsHomes.com. If you’re not already working with a REALTOR®...I can help. Call me at 443-995-9595 (Cell) or 410-451-6255 (Office).
SKYPE ME: RichSellsHomes