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The secrets of success in real estate and business

Any of us that have been in the business any length of time can easily see all the innovations that have entered the real estate business the past several years.  Real Estate coaches, PDA's, Email, Text messaging and on and on.

While I embrace technology and use it to grow my business I can say that there are basic things I see successful people (not only Realtors) doing day in and day out that bring success and happiness. 

Here is my list and I am sure many of you have more you can add and I welcome you to add your recommendations.

Get out of the office - When I first started in real estate there was this agent named "Jerry".  Jerry showed up in the morning for about an hour and made 2-3 "Pit Stops" during the day.  He spent most of his days meeting people and making himself visible.  Jerry was always in the top 3 in production in our office and he seemed to be able to drum up business when no one else could.  The one negative about the internet is that it is addictive and I know of Realtors that spend the majority of their day in front of a computer.  These agents are never even in the top 10 in production.  Get out of the office!

Make sure your word has value - I recently purchased a new cell phone and the young salesman told me quote "If you have any questions do not call the toll free number for Sprint, call me"  I called that young man 2 times in 3 days and left him messages to return my call.  That was 2 ½ weeks ago and I have never heard from him.  I see this a lot in our society today and it saddens me.  What this young man does not realize is that I could have been a pool of referral business for him.  The same applies to us:  If people know that our word has value, our business will grow leaps and bounds.

Under promise and over deliver - One of the best formulas for success is to tell someone you are going to do something by a certain day and do it sooner.   I guarantee you that if you tell ANYONE in life that you will do something by a certain date you will make points and again build credibility if you surprise them by delivering sooner.  I recently told a seller I would have more marketing flyers to her home within 48 hours and I showed up at her doorstep within 3 hours with new flyers.  This impressed her and she mentioned it to me days later that she told her husband how impressed she was with the attention I gave them.  Try this next time.  Tell your significant other, child, friend, business associate or client you will do something by a certain date.  Do it ahead of schedule and watch the puzzled look on their face.  You see our world just is not accustomed to this.

Show people you care about them - Go to any city, USA and pickup a Realtor magazine.  You will see a lot of Realtors with HUGE egos that say "Look at Me"!  I can assure you that this turns off clients faster than anything.  When you give the public the impression you are more important than they are, it is a big turn off.   Rookie of the Year, Realtor of the Year, Million Dollar Club, Chairman's Club and on and on which mean nothing to your customer or client.  What does your advertising and website say about you and what messages do they send? When the public starts to see that they are more important than you, your world will start to change.

Dress for your market - I wrote a blog about this early last year.  I man with a suit and tie has a hard time selling farms in my neck of the woods or even homes in Miami Florida.  This was proven in the early 90's when Realtor Michael Davis was stuck in production in Miami Florida.  He wore beautiful custom suits, drove a luxury car and promoted his million dollar club membership in sales.  Hobbs Herder gave him a complete overhaul and had him wear Dockers and Polo shirts, drive a land rover and had him show his family and hobbies in advertising.  Michael Davis's volume nearly doubled within a year.   Know who your audience is and dress for it.

Give people what no one else is giving - If we all do what everyone else does, what makes us stand out from the competition?  By this I mean find something that is unique to you and do something unique for your family, co-workers, friends and clients.  About 2 years ago a Realtor that lives 30 miles to the east listed a home in my neighborhood.  I sold his listing and after closing I personally delivered his sign back to him.  His jaw nearly dropped when he saw what I did.  He sent me the most wonderful "Thank You" card and has since referred me 3 clients.  About a year ago I sold a home to an out of state buyer who could not move here for several months.  I watered her lawn for her and had my nephew mow the lawn for 3 months until the buyer got into town. Use your imagination and think of what would "Wow" you. 

Top producers dont' really think a lot about what they do, they just do what needs to be done and find ways to get it done.  Because they have a passion for what they do and a "Servant Attitude" they are constantly finding new ways to connect with their sphere.  Any agent can do what every other agent is doing.  Don't fall into that trap. Set yourself apart and give your clients what they least expect.  You will be rewarded beyond your imagination.

 

 Posted By: George Tallabas - Boise Idaho Real Estate Agent - Associate Broker 
with RE/MAX Advantage, Canyon Counties #1 Brokerage in sales and listings
specializing in Boise Idaho Real Estate and Southwest Idaho Real Estate.

 

 

Native Idahoan and Boise Idaho Real Estate specialist serving Boise, Meridian Eagle, Nampa, Caldwell and the surrounding Treasure valley area of southwest Idaho. Specializing in residential, investment, land and commercial real estate. Search thousands of MLS listings at Boise Homes for sale and learn all about Idaho by visiting Search Idaho Homes

Comment balloon 78 commentsGeorge Tallabas • April 07 2008 01:00PM

Comments

Hi George,

I agree with you whole heartedly.  My business partner are firm believers in the use of the internet but we know that this business is built on relationships. And the internet cannot substitute for that.  You can't be afraid to talk to people if you're going to succeed in this business plain and simple.  Thanks for the advice and keep posting.  I'll look out for your posts.

Posted by Jerry Murphy, CRS, SRES, Anthem, Phoenix, and Scottsdale AZ Real Estate (Long Realty West Valley) about 11 years ago
I love your philosophy George.  I couldn't agree more with your post.
Posted by Tina Howell, Little Elm & Frisco Area Real Estate (RE/MAX DFW Associates VI) about 11 years ago
I agree with quite a bit of what you say here...based on changes in the way business is done (the Internet) more time in the office is needed.
Posted by Jeffrey DiMuria 321.223.6253 Waves Realty, Florida Space Coast Homes (Waves Realty) about 11 years ago
You are right on the money.  When I tell new agents the items on your list, most are not willing to do them.  They are also usually not very successful.
Posted by Randy Prothero, Hawaii REALTOR, (808) 384-5645 (eXp Realty) about 11 years ago
Hello George,  the clients must be beating down your door!  This is really is the kind of thing I agree with.  Always be at least a cut above...set yourself apart.  find a service you can provide and get out of your own way long enough to provide it (meaning remove pride from the equation).   congratulations, you will probably be in business longer than you know!  Kim
Posted by Kim Martinez, Santa Barbara Real Estate Specialist (Advantage Homes) about 11 years ago
That is good advice, all of them.  One of our most successful agents throughout the year hasn't been too great with technology but she is everywhere!  meeting people, networking, and the business comes her way. 
Posted by Barbara S. Duncan, GRI, e-PRO, Executive Broker, Searcy AR (RE/MAX Advantage) about 11 years ago
Great post George! Thank you for sharing! I really think the stuffy suit approach has gone by the wayside here in New England too. Save the suits for the lawyers!
Posted by Nancy Kent, RE/MAX Hill & Valley, Western Mass (RE/MAX Hill & Valley) about 11 years ago
George~  It really does come down to the basics!  You have a wonderful list here and if everyone followed this list of ideas, they would save a lot of money.  The tools are great, but it boils down to relationships, service and going the extra mile for someone.  Bravo!
Posted by Joan Whitebook, Consumer Focused Real Estate Services (BHG The Masiello Group) about 11 years ago

 

George,

Get out of the office-that is some great advice! Ask clients and associates to lunch or bring it to them!

 

Steve

Posted by Obeoman Glade Jones (www.obeo.com) about 11 years ago
George, Thanks for sharing great tips with all of us.  I can see why you are doing so well.
Posted by Karen Gentry>>Charlottesville, Virginia Real Estate Professional (RE/MAX Excellence-Charlottesville VA) about 11 years ago

Jerry - Thanks for sharing and your support.

Tina - I appreciate your kind words.

Team DiMuria - I appreciate your opinion.

Randy - You can lead a horse to water but you cannot make him drink my freind!  That is why I sold my company and am a Broker of agents no longer.

Kim - What a nice compliment....thanks!

Barbara - I have seen non-tech agents flourish my friend.  Technology helps but does not create a great people person which is what matters most.

 

 

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago

Nancy - I am thrilled the stuffy suit has gone by the waist side!

Joan - Well said my friend!

Steven - Thanks bud!

Karen - How kind of you...thanks!

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
Nice job on the post, it gives one much to mull over, looks like I need to see where I may improve
Posted by Bart Whitmore, Real Estate Agent (Keller Williams- Louisville) about 11 years ago
Great advise George thanks, I know one thing I do is spend way to much time in front of the computer.
Posted by Michael Eisenberg, Bellingham Real Estate Guy (eXp Realty) about 11 years ago

Bart - Good luck to you.

Michael - It is easy to get addicted to the internet.  Many need to wean themselves my friend.

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George, Great information!  I try to do all these things except get out and meet more people.  Thanks for the advice!
Posted by Roberta LaRocca, REALTOR®, Broker, Salesperson, Property Management (Simply Vegas Real Estate) about 11 years ago
Roberta - Thanks and good luck to you my friend.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago

George:

Success is in the details. The Internet is wonderful, but its also, a big excuse not to get out and about. We have to remember that real estate is a numbers game, and the more numbers you play the better.

Posted by Lorraine or Loretta Kratz, Certified Negotiation Consultants (Crescent Moon Realty, Inc. & Land N Sea Auctions.) about 11 years ago
Lorraine & Loretta - Thank you and have a great evening.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George- I like the point you made about showing people you really care about them. I think that should be first and foremost on our services to clients list!
Posted by Lori Franks, Brookings, Oregon (Real Estate Consultant) about 11 years ago
George, I'm afraid I am becoming guilty of hiding behind my computer a bit too much recently.  Thanks for the reminders!
Posted by Marlene Scheffer, Realtor to Kitsap County, WA (Realty Station) about 11 years ago
George ~ These are excellent tips. I especially like the one about getting out of the office and making at least 3 pit stops per day.
Posted by Darleen McCullen, Broker - Raleigh, NC Real Estate about 11 years ago

Lori - Thank you.  Have a wonderful evening.

Marlene - Come out and play....LOL!

Darlene - Thanks my friend.

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
Great post George! Thank you for sharing! I agree that you have to get out and meet people.
Posted by Edward Wadsworth, Free list of Bank Owned Homes (Better Homes Garden Real Estate Metro Brokers) about 11 years ago
Edward - Thank you and good luck to you.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago

George....I knew from the minute I read one of your first posts there was something I liked about you!!! You have an inner "knowing"! That IS a gift!!!!

 Janice Slaven

Posted by Janice Slaven, Suwanee Georgia Real Estate (Berkshire Hathaway GA Prop) about 11 years ago
Janice - Thank you so very much.  I just love helping and giving and I am glad I was able to help you.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George, every agent, especially every new agent should read this post.  Under promise and over deliver is one of my favorites. 
Posted by Patricia Beck, Colorado Springs Realty (RE/MAX Properties, Inc., GRI, CDPE) about 11 years ago
Patricia - Thank you my friend.  I hope you had a wonderful day and all is well.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George, everything you spoke of is on the mark, and builds trust with the client.
Posted by Gary Woltal, Assoc. Broker Realtor SFR Dallas Ft. Worth (Keller Williams Realty) about 11 years ago
Gary - Thank you my friend.  I just wish everyone could live this.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George- Thanks for adding me as an associate! Have a great day. And now I am going to go get out of the office (with my nametag on) and make a few pit stops!
Posted by Lori Franks, Brookings, Oregon (Real Estate Consultant) about 11 years ago
Lori - You are very welcome and I wish you much success!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
Thanks for the reminder. It is easy to get caught up in the internet and not realize what the impact of getting out of the office has. I've been cooped up all winter long. It's almost spring, time to get out there. Great tips!
Posted by Blowing Rock Real Estate Boone Real Estate (Blowing Rock Investment Properties) about 11 years ago
Meris - Very true and many of us can get sucked up into the internet or some other distraction.  I hope you are havinga great spring and thanks for stopping by.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago

I am going to take the liberty to use this space to express my gratitude to you, George. Since joing AR, I have had the privilege to "meet" several very nice and generous people. And, YOU are one of those people. As I muddled my way through the ins and outs of blogging here on ActiveRain, your blog caught my eye. I liked a lot of what you did. I have to tell you, I was so impressed when you answered my email with a phone call!!! Not only did you answer one email from me...you have answered MANY!!!!  And, you have provided me with some very insightful recommendations! My friend, you are a generous spirit!!

Thank you!!

Janice Slaven

 

Posted by Janice Slaven, Suwanee Georgia Real Estate (Berkshire Hathaway GA Prop) about 11 years ago
Janice - What a beautiful thing to say but I have to tell you that I was raised to be kind and generous and I truly believe I did not do anything special.  We should all be kind and generous to each other.  I understand not everyone is but I truly feel it is our obligation as Christians and just part of this world where we all should get along. Thanks again for your kind words an know that I am here to help in any way I can.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago

George, this is absolutely perfect.  It should be printed out and given to everyone. 

Simple:  Just mean what you say and say what you'll do...

Posted by Chris Griffith, Bonita Springs Listing Agent (Downing-Frye Realty, Bonita Springs, FL) about 11 years ago
George, one of the things I have offered every Client who buys a new home is a catered open house in their new home.  I will send out invitations to all the neighborhood and family and friends, plus supply the snacks and lemonaide or whatever I decide to offer for beverages.  This would distinguish me as doing something different for clients but so far not one client has taken me up on it.  I think it would be a fantastic way for them to meet their neighbors, their family and friends to see their new home and me to get new contacts.  One of these days someone is going to say YES!
Posted by Evelyn Johnston, The People You Know, Like and Trust! (Friends & Neighbors Real Estate) about 11 years ago

Chris Elizabeth - Thank you my friend. Coming from you that means a lot to me!

Elkhar & Evelyn - Great job...keep up the great work.

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George, What wonderful advice!!! Getting out of the office is so important, I love to talk to people, meet new people, introduce myself, my business , it goes such a long way !! It's such a good feeling to go the extra mile for my clients, to do the little things to help them that they normally wouldn't expect from their agent, I've measured for curtains, taken pictures, etc.. it certainly leaves a lasting impression upon them!!! Thanks for your blog, I hope more agents take your advice , or maybe not!! Ha-Ha  Darlene Olivo ABR- Buyers' Choice Realty --North Myrtle Beach, SC
Posted by Darlene Olivo ABR-Buyers' Choice Realty about 11 years ago

George, well written and great advice. While our markets may have changed, our principles should remain constant. Our business is relationships. The Internet as a tool to help us with relationships, it can't replace good old face time.

Posted by Geoff Scowcroft (Coldwell Banker) about 11 years ago

Darlene - I appreciate you stopping by and thank you for your kind compliment.

Geoff - Very true, thank you.

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George, incredible post as usual.  Thanks for mentoring me with your dedication to excellence.  Gina RE/MAX Fort Wayne, Indian
Posted by Gina Zimmerman, Fort Wayne Real Estate (North Eastern Group Realty) about 11 years ago
Gina - Thank you very much and you are very welcome.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
I agree wit h much of what you posted here.  Seth Godin's "Purple Cow" is all about being remarkable - giving people the "Wow"that keeps them coming back!
Posted by Nyles Courchesne, Massachusetts Real Estate Attorney (Peskin, Courchesne and Allen, P.C.) about 11 years ago
Nyles - Thank you very much. Have a great evening.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
Geroge, very nice post, after I read through it I couldnt think of anything to add!  So Im going to print it out and add it to my cork baord above my desk.  Thanks!
Posted by Lars Roma about 11 years ago
Rich - You just made my day!  Thank you!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
I'm using this post for inspiration with my team. Thanks
Posted by Christina Williams. REALTOR® TN property search & local insights (First Realty Company) about 11 years ago

That was wonderful, the best stuff i read in a long time.. Get my day started right! Place me as your associate and i will refer business to you.

 

www.jeffreydejesus.com

Posted by Jeffrey deJESUS, Realtor (Better Homes & Garden - DeJESUS Real Estate Group) about 11 years ago

Christina - Thank you so much...you just made my day!

Jeffrey - Done my friend and thank you!

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
Great post the most successful realtors in our company wear casual clothes and levis :)...
Posted by Tucson Real Estate Experts Anne McKechnie, Previews Property Specialist (Coldwell Banker Residential Brokerage) about 11 years ago
Ann & Eddie - Thanks so much!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George- I really like your last point. It's these little things that make the world of difference to people. Another great post. :)
Posted by Debi Braulik, Selling Maple Valley to Fife WA Homes For Sale (www.roundrealestate.com) about 11 years ago
Debi - So good to hear from you my friend.  Thank you and I hope all is well.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
Great post George.  I really like this list.  It is the little unexpected things that we do as Realtors that stand out most in a clients mind.  Thanks for the suggestions!
Posted by Joshua & Kathy Schmidt (ERA Henley Real Estate) about 11 years ago
Joshua & Kathy - Thanks for stopping by and I am happy you liked my post.  Have a wonderful evening.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George, yes all is well. Just getting ready to have a baby in a few weeks. That is why I have been absent from AR. Trying to prepare. :)  Hope all is well with you!
Posted by Debi Braulik, Selling Maple Valley to Fife WA Homes For Sale (www.roundrealestate.com) about 11 years ago

Debi - That is awesome....congratulations!  I am going to be a Grandfather in June for the first time!  Take good care my friend and have a great weekend.

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George, I would LOVE to have this on our board too!  This is such great information!  I love this blog!  Thank you!  I'd like to read it daily!
Posted by Mirela Monte, Myrtle Beach Real Estate (Buyers' Choice Realty) almost 11 years ago
Ms. Monte....thank you....once again your wish is my command!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) almost 11 years ago
I'm taking this list to my next office meeting.  Better yet, I am framing this list and post it in the office.  Thank you, George!
Posted by Mirela Monte, Myrtle Beach Real Estate (Buyers' Choice Realty) almost 11 years ago
Mirela - Can I keep you?  You are good for my ego!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) almost 11 years ago

George,

I can't agree more. I have so many of my inspector friend that show up at inspections in shorts and a t shirt. they wonder why they are not getting any business. Duh!!!

Posted by Don Rider, Shreveport Bossier Home Inspector (EZ Rider Home Inspections LLC.) almost 11 years ago
Don - Thank you and there are many in other businesses that just don't get it.  Have a great day.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) almost 11 years ago

George, I've always loved this post, so I came back to re-visit. 

Posted by Mirela Monte, Myrtle Beach Real Estate (Buyers' Choice Realty) over 10 years ago

The one negative about the internet is that it is addictive and I know of Realtors that spend the majority of their day in front of a computer.  These agents are never even in the top 10 in production.  Get out of the office!

Good evening George,

Thank you for the reminders.  All of your points are very good, but this one about getting out of the office is especially outstanding advice.

Best regards,

Bruce

Posted by Not Yet Licensed over 10 years ago

Mirela - Thank you and you are welcome back as many times as you want.  I hope all is well in your world.

Bruce - Thank you

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 10 years ago

George, congratulations!  This post has just been inducted in the Optimist Group's Hall of Fame.

Posted by Mirela Monte, Myrtle Beach Real Estate (Buyers' Choice Realty) over 10 years ago

Mirela - Thank you very much my friend. You are only too kind to me. God bless you and keep you safe.

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 10 years ago

George, I cannot tell you how inspired I am by your post.  Thank you!  I am going to print this out and post in around our office and to help us all remember how important it is to under promise and to over deliver and to serve others!!  Terrific and thank you again so much!

Posted by Judith Cozad (NorthWest Escrow Services Corporation) over 10 years ago

Judith - What a wonderful compliment and I hope you and your associates can benefit from the tips. I also hope you have had a wonderful year and wish you an awesome 2009. Thank you again for your kind words.  All my best.

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 10 years ago

George - this could possibly be one of the to 5 best posts that I have ever read on Active Rain; It's great to see that common sense can still prevail. Thank you very much.

Posted by Bobby Wallace, Sell Your Vacant Land The Hassle Free Way! (Vacant Land Solutions) over 10 years ago

You mean leave the office and work ?  just kidding  This business is so much more enjoyable when you start working and quit     DREAMING!!

Posted by Carl Stars (Sutton Group About Town Realty ) over 10 years ago

Bobby - God bless you for being so kind! Have a great evening!

Carl - Yup...get out of the office and WORK! Thank you Carl

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 10 years ago

George,

When you give customers something they didn't expect and it really helps them out, they never forget you. It doesn't have to be anything that costs a lot, just something that is of value to them.

Posted by Esko Kiuru over 10 years ago

Esko - One of my points exactly

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 10 years ago

Participate