Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents
Ep. 129: Anne Eliason: How to Survive and Thrive in a Changing Real Estate Market
Have you ever thought about starting over?
Maybe leaving everything behind, and starting in a new place. Perhaps a resort market; the place you’ve always dreamed of.
On this podcast, we talk a lot about selling the dream to our leads and clients: but we are living our own dream!
We’ve chosen to live a more flexible job where we can set our own hours, do the work that we want to do, and the only thing that stops us from making limitless income is the number of hours in the day and our drive to do the work!
So what if you were to go to an entirely new market? What would happen? What could you expect?
It will be an adventure for sure - and that’s what we’re talking about on this episode of the Selling the Dream podcast! Anne Eliason made the move from Arizona to Hawaii, and she’s here to share the details.
She’s been through so many major changes during her real estate career, and has not only survived, but she also has thrived. I’d like to challenge you to listen to this episode, and think about how she’s adapted and changed throughout her career, and what you can implement in your own career as you embrace change and unpredictability.
But before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.
Highlights of this episode:
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Tom introduces Anne Eliason and her business.
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When there was an economic downturn, Anne sold EVERYTHING - she did whatever deal came her way.
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Got someone you want to work with? Consistently reach out to them! Anne wrote hand-written notes weekly to a company that she wanted to work with. It took 3-4 months, but they went to HER when they had a need because she had been consistent.
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If you’re going to reach out, be strategic - find out who the decision makers are and connect with them.
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When you’re chasing a client - especially a big client, like working with a bank and foreclosures - know your strengths and how to leverage them. Be ready to say NO if it is completely draining to you!
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Big clients often require that you play by their rules: so you have to know if you’re willing to do that; if it’s your style.
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“Regardless of the market, there’s something for everyone.”
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Anne found herself with an opportunity to change after a breakup: she decided to move to Hawaii from Arizona, and rebuild her business.
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When Anne started working in her new market, the pipeline was longer because it was a resort market: keep that in mind if you ever change markets!
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If you’re moving to a new place, reach out to old clients! Update them, tell them where you’re going, and ask for referrals. You also never know when someone is ready to buy a new home and wants to work with someone they trust: YOU.
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Know what you have to offer, and ask clients if that is what they want!
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Anne chose to focus on open houses: for two years, she had an open house almost everyday.
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When starting over, you will need to build a strong web presence. That was one of the first things that Anne focused on.
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In the beginning, she spent roughly $2000 a month on advertising. That did bring in a lot of leads.
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There are so many ways to run your business: the key is to be adaptable and do what works best for you, whether it be advertising, working in your database, or referrals.
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Important: if you’re going to pay for leads, understand the funnel! Get to know the system.
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You may have a very long gestation period with clients. You just have to stay patient and connected.
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Your brand is your reputation. Focus on the value you provide.
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Do the right thing and the money will follow.
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Tom shares briefly why he moved from Joliet, Illinois to Maui.
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Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.
As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.
See you next time!
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