Most people would not recommend their real estate agent or even re-use him/her ever again. Why? The clients typically had three common issues: The agent was no longer in the business, the client was not happy with the quality of service they received, or after closing the deal, the agent completely disappeared. Well, this week’s guest, Marty Siegel, has been in the real estate industry for 28 years and 90% of his leads come from referrals, repeat customers, and children of those customers. What is the secret to his success?
[1:45] 90% of Marty’s leads come from referrals.
[3:25] How many times does Marty reach out to his clients (who have already bought a home from him) in a year? Marty says at least 24 times.
[4:15] Keep in mind, Marty hates answering the phone.
[8:00] How did Marty get started in his career?
[10:00] Since Marty didn’t have a mailing list, he went door-to-door and spoke with his target market directly.
[12:25] So, how does Marty reach out to each one of his clients 24 times a year?
[13:25] The children of Marty’s clients are now calling Marty to help them buy a home.
[16:40] Marty believes in doing the right thing. He doesn’t feel comfortable selling a troubled married couple a home.
[18:10] Marty has a Christmas event every year that he invites his clients to. He discusses what the ‘Trees for Toys’ event is about.
[21:35] Why did Marty leave the company that give him his first real estate job?
[25:30] How did Marty convince his new boss at Coldwell Banker to host a ‘Trees for Toys’ event?
[27:40] Despite making 24 contacts a year with his clients, Marty never asks them for business.
[27:45] Last year, Marty’s event donated 9,000 toys for Toys for Tots.
[31:25] On average, Marty reaches out to his clients around 24 times a year, but that number may increase depending on the amount of children each client has. Without fail, Marty sends a birthday card to each of his client’s children every year.
[31:50] The fact that Marty is consistent every year with his connections is what blows people away.
[32:15] Marty has been so successful at what he does, he now puts on seminars for other agents.
[40:10] Marty shares why he got into real estate.
[42:10] What does Marty think about social media?
[49:25] Remember, attracting valuable clients does not have to be expensive.
Mentioned in This Episode:
Call Marty: 612-670-3839
Email Marty: TCRealtor@aol.com
Gerry Brockman has a masters in finance and has worked everywhere from main-street to wall-street. In this episode, Gerry helps us think through some of our biggest business decisions. There are 4 very important text-book components about evaluating risk and value, which every business owner should have in the back of their mind. Gerry shares some examples that speak to how you can apply these concepts in a real life scenario and help save your business a painful financial headache.
[3:35] How to think about opportunity costs.
[5:15] What are the 4 levels of value creation? Gerry shares simple text-book definitions.
[7:55] How can small businesses evaluate risk?
[9:00] Let's talk about the risk/reward concept.
[12:25] How do you apply these text-book concepts in real-life?
[18:15] Gerry shares an example of how to apply these 4 principles in a real life scenario.
[28:15] The 4 levels of value creation take a lot of the guess work out of important risk/reward situations.
[30:25] Why Gary believes making decisions from the gut is a bad idea.
[31:10] Use these 4 levels as a framework and work from there.
Mentioned in This Episode: