What can you do to create more repeat and referral business in 2014? Peter Knight, managing director of the U.K.’s Property Academy, had some great answers at the National Association of Realtors' convention in San Francisco. Knight’s session highlighted a major theme that was present throughout a number of last year's sessions at NAR: “people, not property.” Knight’s “people first” approach not only turns the traditional sales funnel upside down, but it skewers a number of real estate’s sacred cows as well. The typical real estate sales funnel begins with leads that filter down into appointments. Appointments filter into signed business, which ultimately become closed deals. Knight believes that old sales funnel is “completely outdated” since it fails to address ...
Jan 2, 2014 by Bernice Ross
Dec 30, 2013 by Bernice Ross