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Conventional Wisdom
Most brokers believe that listings are the life blood of the real estate business. I agree that listings are critically important to a firm’s financial health. However, I think too many brokers came to this belief in the days when they controlled all the information about, and access to, houses for sale in the market. These days, with the ascension of Zillow and Realtor.com as the preferred shopping platforms for home buyers, the firm with the sign in the yard matters less and less.
The Internet Has Leveled the Playing Field
Let’s face it, on the internet, houses are houses. The size of the listing firm and the market share they enjoy are of little consequence to a home buyer. They want the house that works for them. They could care less whose sign is in the yard. In contrast to someone who is obsessed with Mercedes Benz cars and who will only buy a Mercedes Benz product, nobody is going to restrict themselves to only buying a house listed with a specific real estate firm.
The Professional They Choose to Collaborate With Is Paramount
A prospective home buyer may choose to only buy a house with the assistance of an agent whom they have a relationship with. Or, they may seek out a relationship with an agent from a specific firm because the brand promise resonates with their personal sensibilities and desire for a successful purchase or sale. In either case, making the sale had nothing to do with which firm’s sign was in the yard.
A Commission is Still A Commission
From a firm’s cash flow perspective, list side commissions matter. However, in the age of compressed commissions, they are of no more value, and often of less value, than a buy side commission. This fact further confirms my thesis that in the real estate world of today, the ability to create long term value-added relationships that generate referrals, is infinitely more valuable than any number of listings.
Listings Are A Result of Working By Referral
Listings are the natural byproduct of working by referral. They are far more often the result of a relationship rather than the cause of one. I will go even further and say that a brokerage or agent obsessed with listings is too often obsessed with earning both sides of the commission. There is nothing wrong with earning both sides of a commission provided it occurs as a natural consequence of meeting the needs and exceeding the expectations of both your buyer and your seller. Double popping a listing should be the result of an agent’s obsession with the needs of their client, not simply greed.
Transactions Vs Relationships
A focus on listings is too often the result of a transaction based mindset rather than a relationship based mindset. The current environment in 2019 is that we still have more buyers than listings to sell. The scarcity mentality that is infecting so many markets right now is resulting in a proliferation of ‘pocket listings’ and off-market ‘coming soon’ listings, that in my opinion, further devalue our profession in the eyes of the public. The market will turn again, possibly sooner rather than later. The licensees with transaction mindsets will be left behind. Those of us focused on relationships will continue to thrive.
The ROOST Broker Profitability Partnership™
We know not everyone will share our view of the world. But for those that do we offer a future of limitless possibilities. Visit us at PartnerWithROOST.com to learn more.
Are You Living the Good Life?
Why did you get into the real estate business to begin with? Was it for the lifestyle? The money? The freedom?
Maybe you hoped real estate would be your path to personal fulfillment and purpose?
If things are going well right now – congratulations! What would it take to feel even better about your business and your progress?
What Went Wrong?
For many of us, a career in real estate turned out to be a lot of empty promises. Be honest, this is not the first time you checked out another real estate company.
We heard becoming a Realtor® would allow us to work when and how we wanted to. But the reality is, most of us feel pressure to be on duty all of the time.
How many times has your confidence been depleted by working with people you flat out don’t like because you have no other choice?
What About the Money?
Yes, the real estate industry offers unlimited income potential. But let’s be honest, if you lack the resources, tools, and support to claim your share of the pie, real estate is a lousy way to make a living.
There Is a Better Way.
Welcome to ROOST Real Estate Co. and The ROOST Good Life for Realtors Promise™. We can help you find the freedom, income, and purpose you know you deserve. We want to help you live the life you always wanted to live.
What My ‘Training’ Looked Like
I became a Realtor® right at the time the internet was taking off. I started going to a lot of seminars and looked to my broker for guidance. The advice I got from almost every quarter left me disillusioned. I was told to go knock on doors, make cold calls, walk the mall and pass out 10 business cards a day. All I could think of is what had I gotten myself into?
I did make a half-hearted effort at these techniques but I just couldn’t do it. The fact was few people were home, landlines were already on their way out, ‘do not call’ laws were on their way in and the mall in my home town was already on the decline.
Although I don’t think I was able to articulate it at the time, what I wanted was a business that I could count on. I wanted a business I could grow. I also needed to feed my ego and I was driven to succeed. Most of the successful agents I met early on had been grinding it out for many years. I did not have many years. I needed to make something happen right now.
As much as I craved immediate results, I knew instinctively that I needed to take the long view for my business and to create advocates for my services and expertise. This meant that I needed to build a tribe of raving fans. If I could find people willing to work with me I knew I could develop the expertise I needed to really be of greater and greater use to my clients over time.
Working by Referral
Lucky for me within the first three or four months of getting my license I found out about Top Producer. Back then Top Producer was a program that lived on your PC as a client relationship manager. I don’t know if it was because of my corporate experience or just the way I look at the world, but Top Producer was the first thing about the real estate business that clicked with me. Top Producer gave me sample letters and follow up campaigns for buyers, sellers and past clients. It was a way to leverage every single name I added to the database.
After 90 days of religiously working the program every day, I hired my first assistant for 10 hours a week to print the letters, sign my name, stuff the envelopes and mail them out. Every new addition to my database was a deposit in my business ‘investment account’. Staying in touch after every transaction meant a steady stream of referrals and the opportunity to list the home I just sold at some point in the future. Within two years my business rivaled those practicing 10 times as long as I had and I still had room to grow.
Later, I was introduced to Brian Buffini, founder of Buffini and Company and really started to understand what it meant to operate a referral-based business. It was not long before I started dreaming of creating an entire office, and even a company, built around the principles of working by referral. And guess what? I did it and it works!
What Makes ROOST Real Estate Co. A Different Kind of Brokerage
My dream of creating a real estate brokerage I wanted to work at came to fruition in January 2014 when ROOST Real Estate Co. was licensed and opened for business in Springfield Ohio. I attribute our success to our core values:
- We work by referral.
- We know that relationships are infinitely more valuable than transactions.
- We understand that to succeed magnificently we must always provide more value and expertise to our clients and customers than we may initially be paid for.
- We provide continuous support for every person in the organization with a desire to expand their individual skills and capabilities.
- There is great strength in the intentional identification, and exercise, of the unique talents and abilities of everyone we work with. When everyone is free to do what they do best, we all do better.
- There is immense satisfaction in the consistent application of documented best practices and processes when serving the needs of our clients, team members, agents, and partners.
Our company, and more importantly our agents, have enjoyed double-digit growth year after year, each of the last five years. We are making great progress towards my goal of leading the industry in average agent productivity.
In addition, we have expanded to nearby Dayton, Ohio, the Space Coast of Florida, Columbus, Ohio and Nashville, Tennessee.
We are also beginning to market ROOST Real Estate Co. franchises in Ohio, Florida and Tennessee, as well as franchises for our ‘twin’ company Lucky Town Real Estate Co. in the remaining 47 states.
One of the keys to our agents’ success is The Quick Start Game Plan™. The plan ensures that when an agent joins our company, they hit the ground running. When properly executed, agents see an immediate and increase in their personal market-making activities. We have seen agents’ average monthly income increase by as much as 85% in their first five months with us compared to their last year with their previous company.
The ROOST Good Life For Realtors Promise™ contains eight main components that form the basis of our partnership with our agents.
- The Four Freedoms for The Real Estate Professional
I do not see the point of being in the real estate business at all if it does not allow for a superior way of life. There is way too much risk, hard work and potential heartache involved. Let’s face it, there are easier ways to make a living. Successful entrepreneurs enjoy four ‘freedoms’. The freedom of money, the freedom of time, the freedom of relationship, and the freedom of purpose. It is these freedoms that make being a real estate professional the best career in the world.
We help you build a self-sustaining business so you can experience the freedoms of money, time, relationship, and purpose.
- The Training and Development Commitment
The ROOST Real Estate Co. Broker/Partners are also Buffini and Company Certified Trainers. Buffini and Company is the leading real estate coaching and development company on the planet. Our association with Buffini and Company provides our agents with training that enhances and reinforces our referral and relationship-based business model.
We partner with the finest real estate training and coaching companies on the planet so you are can continuously improve your performance and increase your value to your clients.
- The Market Maker Advantage™
Give a man a fish and you feed him for the day. Teach a man to fish and you feed him for a lifetime. Hand real estate agent a lead and he may make her next mortgage payment. Teach a real estate agent how to become a market maker and money will cease to be a concern.
We show you how to make your own market so you will never again be dependent on anyone for your next commission check.
- The Quick Start Game Plan™
By some estimates, agents lose an average of 20% of their income during a transition to a new firm. At ROOST Real Estate Co. we attack this concern headlong with our Quick Start Game Plan™. Our brokers and Agent Service Managers begin working with new agents prior to transferring their licenses to ensure they hit the ground running. In our experience, agents can expect an increase in business activity within days of joining our company.
We make the investment in your future on day one so you get an immediate bump in your business building opportunities.
- The Agent Service Manager
A key member of each office staff is the Agent Service Manager (ASM). The Agent Service Manager’s sole responsibility is to support the daily business activities of the agents assigned to him or her. The ASM manages all of the agent services we provide and guarantees ongoing training and support as needed. The ASM’s number one goal at ROOST Real Estate Co. to ensure that our agents are getting the greatest benefit from the tools we provide.
The Agent Service Manager is the personal assistant you need so you can spend more time doing what you do best.
- The Rhythm of our Business
There is an annual rhythm to our business. There is a seasonality to the market. We need to be aware of it and we need to make it work for us. I have tracked my productivity and the productivity of my agents for several years. I know exactly when we need to be ‘in’ the business, working ‘on’ the business and when we need to focus on recovery and rejuvenation – so we can go out and do it all over again.
We will show you how to ‘go with the flow’ and plan your year so that you can go all-in when it makes sense, and recover and celebrate before you start to burn out.
Our commitment is to make it possible for our agents to make and keep every dollar they possibly can while supporting every aspect of their business. In return for the commission split we retain, we provide unsurpassed service, support, marketing, training, and technology. We have a payment plan for every agent at every stage of their career.
Your Pay Your Way™ is transparent, easy to understand, and flexible so you can count on the industry-leading compensation you deserve.
We expect to be the only brokerage you will ever need. Our goal is to grow, adapt and create whatever new capabilities are necessary to support you as our industry continues to change over time. We are alert to changes in the market and the ever-changing needs of our associates and clients. We will not be left behind. We will not allow you to be left behind.
We pledge to always be creating strategies to support your personal growth so you never need to look outside the company for your next big opportunity.
I Believe in You
I am so confident in you, and the effectiveness of The Quick Start Game Plan™, that I will take on all the initial upfront investment to get you started. That means you can join ROOST Real Estate Co. today FOR FREE. I am betting on your success out of the gate.
ROOST is not for everyone, but for a select group of agents who want to be heroes to their clients day in and day out, the job satisfaction and the potential income are unlimited. We expect great things from our agents and we know they expect great things from us. We will not let you down.
Just imagine what your life is going to be like just a few short weeks after joining ROOST Real Estate Co. You can expect to be as busy, or likely busier than you have ever been. You will be renewing past relationships and creating new ones. As your income grows, so will your free time and your confidence in the value you bring to the market place. Before you know it, you will start to experience success on your terms.
Join ROOST Real Estate Co. today with zero out of pocket investment and all the benefits the day you move your license. In addition to the Basic Agent Services and Technology Package, new agents will receive as many personalized yard signs they need, and 1000 business cards.
For those of you ready to join us, get ready to experience the good life. Once you get a taste of what’s possible, you will never go back to the way things were. Call or email me today and set up a time to interview us. You’ll be glad you did.
I Believe in ROOST Real Estate Co.
We would love for you to join our company but honestly, it really doesn’t matter if you sign up today or not. We will continue to focus on our clients, increase our market share, make our numbers and watch our agents steadily increase their income with greater and greater personal freedom. I know it sounds a little harsh, but without our help, you will continue to work harder and make far less money than you deserve.
Interested in learning more? Submit the information below to learn all about having a career with ROOST:
Want to know your Market Maker score?
Take 15 minutes and score yourself on the eight mindsets shared by the most successful Realtors in the business. Please fill in the notes section too.
Thank you for taking the time to learn about our business. If you think joining us is the best thing for your business, give us a shout. Regardless of where your career takes you, I wish you The Good Life.
Chris McAllister
Founder / President
ROOST Real Estate Co.
Chris@ROOSTRealEstateCo.com
844-806-6577
What We Practice
Here at ROOST Real Estate Co. we practice Buyer Agency, Seller Agency, and in Ohio what is called Disclosed Dual Agency.
First Contact
The very first time we meet a buyer or a seller, we are required by law to give you a copy of our company policy on agency.
If You Are A Buyer
If you are a buyer and want to see one of our listings, we will give you our company policy in the form of a three-fold paper brochure, before you go through the front door of the house.
We will also ask you to sign and date the receipt portion of the form. We retain the receipt to show that we are following the law, and, have performed our duties as licensed sales agents and/ or brokers.
If You Are a Seller
The first time we meet a seller, usually at a pre-listing appointment, we go through the brochure before we do anything else and collect the signed receipt.
Signing the Receipt Does NOT Mean You Are Working With ROOST
It is important to know that accepting the brochure and signing the receipt obligates you to absolutely nothing. Signing the receipt never obligates you to work with any of us either as a buyer or a seller agent.
Buyer Agency
Buyer agency is pretty simple. In this situation it is your agent’s job to help you find the house you want, at the price you want to pay, with terms that work for you. They have no responsibility to anyone else.
Seller Agency
Seller agency is also pretty straight forward. Our job there is to help you market and sell your home at the price you wish to receive, with terms that work for you.
Disclosed Dual Agency
Where consumers sometimes get confused is when they want to buy a house that happens to be listed by the same firm they are working with to buy a house. This is a called a Dual Agency Situation and the most important thing is that the dual agency is disclosed to you. Hence the term DISCLOSED Dual Agency.
In a Disclosed Dual Agency situation at ROOST Real Estate Co. every agent and broker in the company is working for both the buyer and the seller. This requires that we all we treat both parties fairly and honestly and that we do not put one party at an advantage over the other during negotiations. We will also disclose any knowledge we have of any hidden defects in the home to the buyer. We cannot, and will not, disclose any confidential information to either party without written consent.
Clear As Mud?
If you would like to request a copy of our Agency Brochure, reach out to one of our agents and request a copy! Any of us will be happy to answer all of your questions and get you any information you need.
List With ROOST™
Whether this is your first time selling a home, or if you’ve done it before, we want you to have the knowledge and the confidence you need to make informed decisions. List With ROOST™ makes the process of moving quick, easy, and enjoyable. Here are a few of the things we will cover when you invite us over for a listing appointment…
Agency Law Matters
Most states have some form of buyer agency and seller agency. Many have transaction agency, and a few have some form of dual agency.
We explain the agency relationships in your state, so you know exactly who is on your side – and who is not.
The Home Enhancement Checklist
When selling your home, it’s important to look at it through the eyes of a prospective buyer. Our Home Enhancement Checklist will help you identify the minor changes and repairs you’ll want to make to get the most money and the quickest sale possible.
We show you what to tidy up, clean up, patch up, and what finishing touches to add so your home shows as beautifully as possible to prospective buyers.
It’s All About the Internet
Your ROOST Real Estate Co. Professional will prepare and submit accurate information to the Multiple Listing Service (MLS). The MLS is the key to getting your home in front of perspective buyers and their agents. In addition, we create MAXIMUM EXPOSURE for your property by ensuring your home is listed on EVERY real estate related website on the net, including Realtor.com, Zillow, and Trulia.
We network and cooperate with all the best agents in the area, so they will be as excited to sell your home as we are.
Scheduling Showings
We use professional showing services to schedule showings for potential buyers of your home. When an agent has a potential buyer, they will call the showing service who will verify their information and contact you for permission to schedule the appointment. Once the showing service has your permission, they will provide the showing agent with the lockbox code to your home.
We place a lockbox on or near the front door of your home, so we and other agents can show the home on your behalf.
Feedback and Communication
Every agent who shows your property will be asked to provide feedback through the showing service. In our experience agents respond around 35% of the time. When an agent does respond, you will receive their feedback via email directly from the service. We of course will speak regularly to review and discuss adjusting our overall marketing strategy as needed.
We pledge to stay in touch and keep you informed from beginning to end so you know exactly what’s going on.
Negotiating and Structuring the Sale
Your ROOST Real Estate Co. Professional will review, and present, all offers to you as they are received. Our goal is to only work with buyers who are pre-qualified for a mortgage or can provide proof of funds for a cash sale. We work with you to ensure that the terms of the contract, including closing and occupancy dates, as well as the final purchase price work for you.
Our goal is to negotiate a solid purchase contract, so you get to the closing table on time with no surprises.
Pricing Your Home
Your ROOST Real Estate Co. Professional will provide you with a written comparative market analysis detailing what similar homes in your neighborhood have sold for in the last six to twelve months. Pricing your home into today’s market is a process, not necessarily a one-time event. Your ROOST Real Estate Co. Professional will help you develop a pricing strategy that will be attractive to buyers and allow you to realize your financial goals for the sale.
Your ROOST Real Estate Co. Professional will help you price your home so that you get as many showings, and as money offers, as quickly as possible.
We’ll Show You the Money
When you List with ROOST you will receive an estimate of the proceeds you can expect from the sale. This is based on your estimated mortgage payoff, property tax proration, realtor commission, conveyance fees, and home owner association fees. We want to avoid any unhappy surprises when you see your closing statement. This is especially important if you are buying a new home with the proceeds from this home.
Your ROOST Real Estate Co. Professional will create a seller net sheet, so you know how much money to expect at closing.
Making A Contingent Purchase
If you need sell your home and pay off the mortgage before closing on your next home, then you may want to make your purchase ‘contingent’ on the sale of your current home. Your ROOST Real Estate Professional will guide you through the process, and work with you to coordinate all the details. We’re sure you will be just as satisfied when you Buy with ROOST™ as when you List with ROOST™.
We can help you sell your existing home AND represent you on your next home, so you can relax and start packing.
Contract to Closing
Getting your home under contract is only half the battle. Expect that it will take 30 to even 60 days to get from an accepted contract to the closing table. At the closing, money will change hands, and you will sign the deed over to the new owner.
Your ROOST Real Estate Professional schedule the appraisal and coordinate inspections, follow up on any repairs that need done, work with the title company, and handle anything else needed to complete the sale so you can focus on the rest of your life.
Why Not Invite One of Us Over?
Why not invite one of us over for a no-pressure, zero obligation, FREE, pre-listing consultation? When we meet, you can tell us your goals for the move and why it’s important to you. Your ROOST Real Estate Professional will take a look at your home, gather information she will need to prepare a comparative market analysis, and outline a marketing plan. In addition, she will provide insight about local market trends, and what to expect once the for-sale sign goes in your yard.
Click the button to find a ROOST Agent in your area:
Home Buyer Client Touch Points
A client touch point is simply any opportunity to make a connection with someone. There are a myriad of opportunities to make a great first impression, and even more opportunities to build upon that initial encounter. I have divided the client touch points that occur throughout the home purchase experience into four phases: pre-sale, home shopping, contract to closing, and post-closing. Each of these four phases are divided into three subcategories that track the arc of the home purchase process.
1. The Pre-Sale Phase / Buyer
The Pre-Sale phase of the process starts with the inkling that maybe a new house is a possibility. This inkling is reinforced by a new awareness of all sorts of real estate related marketing and advertising cues that reinforce the notion and prompt some initial action. The initial action may include internet searches and even a visit to an open house or two. As the pre-sale phase proceeds, we have an opportunity to win the business as the prospective buyer begins consulting family and friends for referrals to a Realtor.
2. The Home Shopping Phase
Assuming the Pre-Sale phase results in a referral, the home buying experience moves to the Home Shopping phase. This phase is all about identifying and championing the needs of the client. The best way to kick this process into high gear and create a client for life is to schedule a one on one meeting with the buyer(s).
I have become a bit of a fanatic about this, but I will not work with a buyer in any capacity until they agree to meet with me in my office for a consultation that lasts less than one hour.
During this meeting, my goal is to find out what is the most important thing to them about this move. I want to know what kind of property they have in mind and I want to know how we are going to collaborate to reach their goals. I take them through the entire process step by step and I end the meeting by logging onto the Multiple Listing Service together, so they can see exactly what I see. The home shopping phase ends with identifying the perfect house and negotiating a contract.
3. Contract to Closing / Buyer
This leads us to the Contract to Closing phase where our client service skills are on full display. We all know that finding a home and getting it under contract is only half the battle, getting to the closing table is where the true professionals shine. The key to this phase of the home buying experience is to keep our promise to get our buyers into the house they were so excited about at our first meeting. That is what they hired us to do in the first place.
Managing Expectations
This phase also introduces other people and vendors into the process that we have no direct control over. We may have the opportunity to recommend lenders, title professionals, home inspectors, and other service providers we know and trust to our clients, but we still have no direct control over the outcome. We can however manage our client’s expectations and let them know exactly what to anticipate. Communication during this phase is critical.
We literally cannot communicate enough with our clients during this phase of the experience.
4. Post Closing
The Post Closing phase is critical to cementing the relationship we worked so hard to cultivate and to create a client and a referral partner for life. Our role here is to be available to answer any questions or concerns that come up after the sale. The new home owners will want to make their new house their own and may need referrals to contractors and skilled trades people. They will be entered into our Client Appreciation Program and can expect an item of value in the mail each month and of course, the periodic pop-by gift and personal note.
Home Seller Client Touch Points
I break down Seller Client Touch Points in to four phases, Pre-Listing, Listing and Marketing, Contract to Closing and Post-Closing. The activities that occur in each phase pose many opportunities to build and reinforce a long-term referral relationship. Obviously, if we are working with a seller who is also a buyer, our chance to add value to our client’s experience increases dramatically.
1. The Pre-Sale Phase / Seller
The Pre-Sale phase of the process is virtually identical to the Pre-Sale phase of the Home Buyer Touch Point grid. It either starts with idea that the seller is in the market for a new home, or they have decided to dispose of an inherited or investment property for personal reasons. The idea is reinforced by an often unconscious awareness of all sorts of real estate related marketing and advertising. As the pre-sale phase proceeds, we have an opportunity to win the business as the prospective seller begins consulting family and friends for referrals to a Realtor.
2. Listing and Marketing
If the Pre-Sale phase is successful, we move to the Listing and Marketing phase of the relationship, beginning with the Seller Consultation. Our listing and marketing educational content is designed to put the seller at ease, demonstrate competence, and illustrate exactly why the seller needs and deserves a full-service real estate broker. Our presentation materials are designed to leave little doubt that the agent’s full-service fee is warranted.
3. Contract to Closing / Seller
This leads us to the Contract to Closing phase where again, our client service skills are on full display. Here, as with working with a buyer, it is all about keeping our promises. Leading a seller through the ups and downs of inspections, appraisals, repairs, moving, and the actual closing provide several opportunities to communicate our care and concern even during the smoothest of transactions. Managing client expectations by continuously letting them know what to expect is essential.
4. Post-Closing
The Post Closing phase is critical to cementing the relationship we worked so hard to cultivate and to create a client and a referral partner for life. Our role here is to be available to answer any questions or concerns that come up after the sale. Even if the seller is leaving the area they should remain a member of our Client Appreciation Program. In this hyper-connected age we live in, one never knows when or how an opportunity for a referral will present itself.
Tenant Client Touch Points
Tenant Client Touch Points are broken down into four phases: Pre-Sale, Home/Apartment Shopping, First 90 Days, and Post-Occupancy. The goal when working with tenants is the same as working with a buyer or seller, to create a client for life. However, the more immediate goal is to help a tenant transition from renting to home ownership. For the way you want to live today™ means that we want to be there from the time someone rents their first apartment, to the purchase of their first home, second, and so on for life.
Make or Break Moments
Make or break moments working with tenants generally occur during the application and screening process, and during the first 90 days in a new home or apartment. If we can successfully guide a new tenant client through these middle phases of the transaction, we have a much better shot at a productive long-term relationship. Looking for opportunities throughout the lease term and beyond to make contact are critical. It may be appropriate to enroll the tenant into the broker / owner or property manager’s Client Appreciation Program as well.
Property Management Client Touch Points
Our most productive long-term referral, and repeat business relationships are with our landlord / owner clients. Every month there are opportunities to add value, demonstrate competence and care, solve problems, and basically just be heroes. The danger is that over time what we do starts to look easy, and either we begin to take the client for granted, or they begin to take us for granted. The art of the referral based relationship is to ensure neither occurs.
1. The Pre-Sale Phase
We have an extensive internet direct marketing program designed to maximize the Pre-Sale phase and generate leads. We continuously distribute content designed to educate and add value to the lives and businesses of real estate investors. This ‘freemium’ content is designed to show potential clients that we understand their business and will treat their assets as we do our own.
2. The Due-Diligence Phase
The Due-Diligence phase is the most critical phase of the Investor / PM Client Touch Point Grid. Accurately assessing the client’s needs, understanding their financial situation, and getting a clear picture of the overall physical condition of their properties is critical to setting realistic expectations. The process of the negotiating the management agreement and a smooth on-boarding process is the basis of long term success.
3. The First 90 Days / 4. Continuous Improvement
We have clients who pay us several hundred dollars a month in basic management fees. Our best clients will pay us tens of thousands of dollars over the course of working together. An ongoing awareness and adaptation to the changing needs of the investor client is what separates the professionals from the dabblers. Our property management clients are the most appreciative we have.
Conclusion
I am sure with a little thought you can identify client touch points in your business that I failed to touch upon here. I believe the key is to be aware of the ‘make or break’ opportunities that can further a relationship, as opposed to simply completing a transaction.
Care to learn more about how we approach our business, and relationships with real estate professionals like yourself?
Writing Helps Me Make Sense of My World
I have been actively putting my thoughts about the real estate business on paper since 2008. That year, Brad Zitzner and I co-wrote We Lost $1,000,000 in Real Estate in Less Than 5 Years – And You Can Too! This was about our experience navigating the real estate downturn that preceded the Great Recession of 2009. Writing this book helped me make sense of our experience and learn from our mistakes.
The ROOST™ ‘Trilogy’
Since 2014, I have been writing about ROOST Real Estate Co. and what makes us unique in the residential real estate market. My three ‘ROOST’ books include one for agents, A Real Estate Agent’s Guide to the Good Life, one for investors, A Real Estate Investor’s Guide to Profitability, and one for real estate professionals who want to own their own brokerages, A Real Estate Broker’s Guide to Entrepreneurial Success.
The ROOST™ Trilogy traces my progress creating what has become ROOST Real Estate Co. While they do offer some good advice for agents, investors, and potential franchisees, they are designed to give people searching for a new professional opportunity something new to consider. Writing these books helped me clarify and communicate my vision of a real estate company based on relationships – not just transactions.
My Latest Book
The books I am writing now are short books based on the various scorecards potential clients can fill out on www.ROOSTRealEstateCo.com. The first one is called Make Your Real Estate Work for You – The Eight Mindsets You Need to Increase Your Cash Flow Right Now. It is based on the Make Real Estate Work scorecard available at www.PropertyManagementScorecard.com. If you like you can fill out the scorecard here for free.
I am very excited about this book because in less than 60 minutes, any investor will find at least one thing that will help them improve their profitability. It is available right now as a paperback, or as a Kindle download on Amazon.com. You can learn more about the Eight Mindsets by clicking here.
If you would like to see all of my books in one place, check out my Amazon Author Page.
