Event Coverage
Realtors Learn from Top Producers
A crowd of 120 SILVAR Realtors and affiliates crammed into Oregano's in Los Altos to listen to top producers of the Los Altos/Mountain View District share their experiences of a successful year and give pointers on how to make clients happy and make that sale. The same was true at this week's Los Gatos/Saratoga District tour meeting, held at Willow Street Wood-Fired Pizza in Los Gatos with 120 SILVAR members in attendance.
2007 was a more challenging year for many in real estate in comparison to previous years, so it wasn't surprising that Realtors came to hear what Nick French (Catton Properties), Judy Bogard-Tanigami (Coldwell Banker), David Troyer (Intero Real Estate) and Tim Anderson (Alain Pinel Realtors) at the Los Altos and Bill Gorman (Coldwell Banker) in Los Gatos.
Sallie Morgan (Coldwell Banker) served as the moderator in Los Altos, while Ian Macrae (The Marketplace) interviewed Gorman in Los Gatos.
The Realtors were candid and eager to share these tips with their peers:
1. Have a positive attitude.
Negativity will get you nowhere. You will not be able to seize the opportunity if you don't have a positive attitude.
2. Make at least six phone calls to clients – yes, past clients – every day. You need to stay connected.
"It's back to basics. You need to stay in touch with your old clients and call them for any reason whatsoever. In order to touch the lives of people you have to connect with them," said Judy Bogard-Tanigami, who has been a Realtor for 42 years.
Bogard-Tanigami claims she has never had a business plan. Her strategy for success revolves around personal connections with clients. Her suggestions: just call clients and ask how they are; drop off your card with a note in their mailbox when you happen to pass their house while on tour; throw a party for clients every year.
3. Be visible and get involved in your community.
In the business for 30 years, Tim Anderson said along with past clients, his greatest source of income is people with whom he works in the community. Anderson, for instance, has coached sports for the schools for many years. "They are your greatest source of referrals. If you've done a good job for them and stay in touch with them, they are your best and greatest source," said Anderson.
4. Keep up with the latest information.
Nick French said to be successful, Realtors need to get educated about their business by reading, going on tour and staying involved in the Association. He stays connected and informed by going on tour Tuesday through Friday, traveling an average of 40,000 miles from Saratoga to Palo Alto.
"Touring is important and has been effective for me. I get to talk to agents, get to know all the inventory and information about each property. Our product is real estate and you had better know your product," said French.
French also sends out a custom newsletter to clients and noted, by being involved with SILVAR, he can keep up on latest information about the industry and legal affairs.
5. Get out there and compete; persistence is the key.
"You need to be able to give the clients the right information," added David Troyer. He observed there has been an increase in agents who e-mail or fax offers. He said he believes an agent should always personally present an offer.
"You need to step up to the plate and be there and professionally represent your client," Troyer said.
6. Above all, be sensitive to your clients' needs.
Bill Gorman said, "You need to get a feel for your clients and their needs. You need to be sensitive about it. It's important to listen to your client and get their criteria of what they want in a house."
According to the top producers, the greatest pitfall for agents is fear.
"Stay away from fear. Get up in the morning just as you would do in any job. Do not be afraid to get out there and work," they all advised.
The Silicon Valley Association of REALTORS® (SILVAR) is a professional trade organization representing over 4,000 REALTORS® and Affiliate members engaged in the real estate business on the Peninsula and in the South Bay. SILVAR promotes the highest ethical standards of real estate practice, serves as an advocate for homeownership and homeowners, and represents the interests of property owners in Silicon Valley.
The term "REALTOR®" is a registered collective membership mark which identifies a real estate professional who is a member of the National Association of REALTORS® and who subscribes to its strict Code of Ethics.
For further information, please email or call the SILVAR office at (408) 200-0100.