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Editor’s Note: Diversification is one of the keys to survival and prosperity in the new real estate world. Busy or not, right now is the best time to begin laying the groundwork for future success.
Building Business: What's
Next?
Most appraisers have been
on a roller coaster ride unlike any other. Now that the Home Valuation Code of
Conduct has sunset and the April 1 implementation date for Dodd-Frank has come
and gone with little changed, have you thought about your next steps? For
appraisers, diversification is the key to survival and prosperity in the new
real estate world. Start where you are. The first question to ask is: how much more business do I want? Set a realistic goal that is measurable. For instance, “I want to increase our appraisal business 20 percent in the next 12 months.” The easiest way to accomplish a goal is to break down the task into believable steps.
10 Minutes a Day What do you talk about? According to Hopkins (Selling for Dummies), one should never begin any selling cycle until you have taken a few moments to put yourself in the shoes of the other person. For instance, ask them how they are, and how you can help them per assignment or based on an hourly rate such as:
Bottom line: you will
receive a better reception with less effort contacting people who are familiar
with you and your work. If you are like me, rejection is de-motivating. Are
there any meetings that your target markets will attend? Search in your area for
functions based on your target market. Functions might include conferences or
luncheons attended by real estate sales agents, appraisers, attorneys,
paralegals, bankers, accountants, government agencies, or mortgage companies.
There are many books, classes, and seminars available nationwide. Many are online that will help you with various topics. You may learn a new skill and earn continuing education (CE) at the same time. As your confidence and script improve, so will your pocketbook. How do I know? While writing this article, I made three phone calls that took about half an hour. Within a few days, I received an appraisal assignment from a referral. Besides, it was easy and fun to reconnect. Take a few minutes, NOW, to determine the type of clients you have, who you want to work with and how you can diversify while developing mutually beneficial target markets. Determine a believable amount of money you want to earn and let your fingers go crazy! Who knows, you might even enjoy catching up with folks you have not connected with for awhile.
Lastly, if you pass along
your success stories to
Lore@continental-appraisal.com, I will compile a follow-up article that is a
win-win for everyone. Thanks!
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