Unleashing Success ‒ Taking the Next Step
Tarbell, Realtors recently hosted the latest edition of its 2018 Professional Workshop Series, Unleashing Success, at the Eagle Glen Country Club in Corona. The new installment, Now What? Taking the Next Step – the Second 100 Days, presented guidelines for following up on activity generated using the procedures of the initial Unleashing Success workshop held in February. With hundreds of eager Tarbell professionals in attendance and even more watching the live stream, the event was a huge success.
Joe McGowan, Bill Velto, and Debbie Stine, Tarbell’s Senior Leadership Team, were joined by CEO Ron Tarbell. Tarbell welcomed agents from every Tarbell office, offered updates on how new programs are working, and introduced exciting programs launching in the next 30 days. “We are always moving forward,” he said. “Our focus is on making sure you have everything you need to provide superior customer service – and to lead the real estate industry!”
Capitalizing on Leads
After a brief recap of the Lead Generating systems and Geographic Audience tactics previously addressed, Joe McGowan discussed how to handle the results of agent strategies already put into play. “With leads flowing in,” he said, “our focus expands to appointment setting, listing presentations, and the keys to working with both buyers and sellers.” McGowan presented information about identifying clients’ traits, goals, and needs, building rapport, and cultivating lasting personal relationships.
Bill Velto reminded the audience of an essential element for success. “The most important component of every interaction with a client,” he said, “is communication, communication, communication!”
Working with Buyers and Sellers
Guidelines for providing service to buyers encompassed multiple scenarios, from the initial phone call, capturing their information, and evaluating a buyer’s readiness, to previewing properties, showing tips, and overcoming indecision. A segment on listing consultations covered reviewing the property profile, preparing a fully customized Cloud CMA package, and preparing for clients’ likely (and unlikely!) questions. Additional topics included taking advantage of prospects that come with a listing or open house, Tarbell’s on-point marketing tools, and maximizing the reach of technology.
More to Come! Tarbell’s Professional Workshop Series will continue with brand new seminars in June, August, and November:
- Legal Update with Gov Hutchinson, Assistant General Counsel of the California Association of REALTORS®, and Ben Griffin, Tarbell, Realtors’ Lead Counsel
- Part 3 of the Unleashing Success series
- Economic Update with Leslie Appleton-Young, Vice President and Chief Economist for the California Association of REALTORS®
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