Need some inspiration to help you rev up your business in 2012? Look to East Cobb’s Jamie Hook. With almost 40 closings in 2011, Hook closed nearly $7 million in residential property sales. She has set her sights even higher in 2012 and plans to achieve even more success by sticking to the principles that have helped her achieve the success she enjoys today.
Keep in Touch
One of her most important methods of gaining business is by keeping in touch with people she already knows. Family and friends, past clients, acquaintances on Facebook – everyone will know someone who needs to buy or sell a home.
Hook explains, “I attend events. I contact old friends I haven’t seen in a while. I stop by and visit buyers that have moved in to their new home. I use Facebook to highlight myself in a positive way and let people know that I’m still in the business. I wear my name badge which is covered in rhinestones so it really stands out. Plus, I send a monthly email newsletter. Most importantly, I try new things. If it doesn’t work, try something else. It’s that simple.”
Hook also does mail-outs to her database throughout the year. She sends a calendar or a recipe or something else fun along with some information of value, such as how to reduce property taxes, why to rent versus buy, or loan information. Although a more expensive method of keeping in touch, Hook finds that the results she achieves are worth paying for the postage.
Hook’s goal for 2012 is to really focus on building relationships with her past clients. She even plans to host an event for them to pay it forward.
Ask for Referrals
“Past clients that loved working with you are great cheerleaders for you,” Hook said. “They love to refer you and most importantly the buyers and sellers feel very comfortable with you because they already trust you.”
Hook has gotten a large percentage of her business from referrals. Her mom, Patsy Pardue of the East Cobb office, has been in the real estate business for over 25 years, so Hook takes on her mom’s past clients when they need to buy or sell again. She also gets business from friends, neighbors, and, of course, past clients. Out of all the closings she has in a year, Hook estimates that 5 to 10 are directly linked to past clients.
“In 2011, I had one client refer me to 2 clients, and one closed for over $350,000 and the second buyer is actively looking with me,” Hook said. “Another client referred me 3 buyers in the last 6 months.”
Talk About Real Estate
Hook also receives referrals by simply mentioning real estate.
“People always ask me about the market, and I always answer that it’s great!” Hook explained. “For anyone interested in purchasing real estate, I get to tell them that now is the time to take advantage of the opportunities. Rates are low, prices are great – the time is right!”
This gives Hook a chance to focus on the positives and excite potential buyers or investors about the opportunities available to them.
Advice for Agents
“I think the biggest piece of advice I would like to share with agents is to change your mentality,” Hook commented. “The market is fantastic for a majority of your clients. Work with more buyers and make extra money on rental listings. And seriously, if you’re not contacting your clients on a regular basis, you are missing out!”
Hook also advises agents to stop reading the negative news in the paper or watching it on the news. Focusing on the positive and always maintaining a positive attitude can really work wonders for your business.
While focusing on the present, Hook is also always thinking about building for future business. It’s the key to her success.
