1. Buyer’s Agent
This is the typical first hire for sales by the Lead Agent. When we fill this role, we attempt to get rid of ourselves of the demanding client – the purchaser. The maintenance required by the seller is much less and can be done within a typical 9 to the 5-weekday timeframe. If we compare the amount of time spent with the buyer prospect to contract as compared to a seller’s opportunity to acquire and rent, the time can be three or more times higher in the average for the buyer than for the seller. This is the usual first-time hire for more than 90 percent of agents looking to form teams.
2. Showing Agent
The person in charge is expected to simply take on the time-consuming aspect of showing the property to potential buyers. The duties of a Showing Agent could grow to include writing the contract based on their level of competence. A Showing Agent may later assume the Buyer’s Agent. But, you’re restricting the involvement of this agent to the most demanding tasks of displaying houses.
Many agents who are looking to expand their sales teams are hiring Buyer’s Agents to whom they turn over leads and the handling of ads calls and sign calls. My suggestion for my customers is, to begin with, new recruits in the showing Agent status, and then raise their position based on their performances.
If you are a Showing Agent, you’re not handing over the lead at a very initial stage in the relationship, hoping they’ll be able to persuade the leaders to attend your office to attend the presentation for buyers. They’re not handling the prospect’s calls to sign and ad like you would with the Buyer’s Agent. As a Showing Agent, you control the Buyer Consultation Interview as well as negotiation and writing of contracts. This helps you increase the conversion of advertisements, sign-calls and conversion rates at the Buyer Interview with your potential buyer.
3. Listing Agent
Through my many years of helping Agents create teams, I’ve observed that these are among the most difficult roles to fill by someone who is talented. It’s rare to find someone who is able to maintain the commitment and abilities required to become a Champion Listing Agent but also wants to work in a group setting, even if it’s not their personal team. You will find “want to be” and “never be” Champion Listing Agents who are in this category. However, the end result is significantly less than you’d like.
Many Lead Agents do not have the discipline needed to earn the status of Champion Listing Agent. They aren’t consistent enough in their prospecting. They don’t work on their scripts and the dialogues they use for their presentations until they’re ready. They do not take the time to become outstanding closer and handlers of objections. They do not have the ability to create strong advantages, competitive points of differentiating factors, value counseling, and price counseling portions within their presentation. Champion Agents employ this strategy to thwart the competition to reduce the duration they present and make sure they have the listings secured on the appropriate conditions each time.
A Champion Listing Agent would be willing to go to the extent required in the training as well as practice and correction to become a sales master in their thinking and preparation of their presentations. They will have the ability and determination to implement their Four Rules of Real Estate effectively to all potential buyers.
My advice is to develop into an agent for Listing. The time you’ll invest in maintaining that space is minimal when compared to the time you could get rid of the buyers from your vehicle for the good. After my second year as a businessperson, I didn’t have an individual buyer in my truck for the next year. I could not find the perfect person to assume the Listing Agent permanent position. In the event that I wasn’t available, an additional member of the team was able to take on the job of listing homes for clients. I would never want to depend on anyone else for the entire time.
4. Tele-marketer or Prospecting Agent
The focus of this member of the sales team is on lead generation, including prospecting, lead follow-up, and appointment scheduling. They’re on the team to boost the number of appointments you attend on. The most common way to do their lead generation and prospecting involves calling sales or listing with a newly written or sold script in order to secure appointments to create presentations on the listing. They may also assist Lead Agents in expanding their business into more lucrative areas of sales such as FSBOs and expired listings. Prospecting agents can also employ the “I have a buyer” phone call to secure sales and listings.
A successful Prospecting Agent or Tele-marketer can boost the inventory of listings for an agent who is the lead. They can also help the Buyer’s Agents by increasing the number of listings. This will boost ad-related calls, sign calls, open house appointments, and calls to interactive voice response also.
Dirk Zeller is a sought out speaker, acclaimed author, and the CEO of Real Estate Champions. His company has trained more than 350,000 agents worldwide every year with seminars, live shows, online courses, training for self-study as well as newsletters. The Real Estate community has welcomed and praised his best-selling books: the first year of your career in real Estate The Success of a real Estate Agent, Agents for Dummies(r), The Champion Real Estate Agent, The Champion Real Estate Team, Telephone Sales for Dummies(r) Effective time management for Dummies(r) and more than 300 articles published in print.
Real Estate Champions is a top coaching firm. Training is offered to a variety of people, from agents who are new to experienced ones as well people interested in real estate marketing and real investment in real estate.
