Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents
Ep. 147: Todd Beckstrom Shares How to Skyrocket to Expertise
How much did you sell in your first year as a real estate agent?
Imagine making nearly 6 figures your first year, and then skyrocketing to the top selling agent in your second year!
How would you do it? What would be the one activity that would lead you to that level of success? What tools would you use? How often would you be reaching out to your database?
The key to being able to serve your clients well is by establishing yourself as not just an expert, but as THE expert. You’ll see it in my marketing: I tell clients that I know one section of Maui inside and out - and I do!
I may not know the other islands of Hawai’i, or even other parts of THIS island - but I know everything there is to know about real estate in this one area!
Once you’re THE expert, your ability to serve your clients will skyrocket - and so will your commissions!
Todd Beckstrom is here this week on the Selling the Dream podcast to share how he established himself as an expert. He spent hours everyday learning the market, and getting to know everything there was to know. He went from a business plan to top-selling agent within a year - how did he do it?
What is the one thing that Todd does every single day to help posture himself for success? You’ll have to listen to this week’s episode of the podcast to find out!
Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create 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 Todd Beckstrom and his business.
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Todd and Tom met at national convention: it’s a great place to meet and network with people!
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Todd started his business with a marketing plan: that was one of the first things that he did to help achieve success.
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Spending $11,000 in the first month in business turned around into $93,000 the next month.
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Todd became the top agent in his market within 18 months.
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Don’t just show up and say that you’re a salesman: go into things with a plan and commit financially to your success.
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Know your strengths, and learn how to leverage them.
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Todd focused on educating himself and getting to know his market better than anyone else: no matter what people were looking for, he knew where it was!
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Eddie, Todd’s mentor, told him to get to know the market. Once he followed that advice, he became the top seller!
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Prospecting is Todd’s #1 activity: he spends at least an hour every day making calls and connecting with past clients.
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Email your former clients something of value 6 times a year. Make a connection and keep yourself on their radar.
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Todd has an assistant who handles his mailing list: she’s worked for him for the past 18 years.
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Reconnecting with clients creates incredibly mea conversations: in fact, they may be the most meaningful conversation you have with that person!
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When it comes to working with your feeder market, you have two ways: through realtors, or through potential clients. You have to market to them differently!
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Target your feeder market with social media that establishes yourself as the expert.
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2nd home sales can have the longest gestation period: as many as 12 years!
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You’re selling something that is an asset! Make sure you market it as such.
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The biggest mistake you can make is to not stay connected with previous clients. Don’t just get paid and move on!
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Has someone sent you a lot of referrals? Reward them! You may pay a thousand dollars for a vacation, but that’s nothing compared to the commissions they brought you!
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Until you’re an expert, you really can’t help anybody.
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Remember: it’s NOT all about you. Focus on your client first!
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Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes: we’ve got great plans for 2020! Leave a review: you never know when it will be read on the show!
Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.
Resources Mentioned:
Connect with Todd Beckstrom:
Connect with me (Tom):
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Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:
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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