This first-time out REALTOR® learns the ropes and reels in adult community markets in Jersey’s Monmouth and Ocean counties.

Dear Michael,

This whole real estate thing is still kind of new to me. I came into the business about a year-and-a-half ago, right on the cusp of everything slowing down. It was the worst possible time for me to start a new business. At the time, I had a friend in real estate who encouraged me to take the plunge. I liked selling, so I did. I have a background in civil engineering and I am, in fact, still working my full-time job.

My parents live in an adult community complex and were selling their home at about the same time I entered the business. I thought, “Why don’t I target the adult community?” Sometimes the markets find you! I really didn’t know how lucrative the market was until I got into it. My business started from something small, to something very large.

As I slowly got into the business, I learned very quickly that it’s not easy doing all the things real estate agents do. I knew I needed to have more sound advice to give my venture structure and credibility.

I attended your Triple Play classes in Atlantic City and came away with priceless advice. First off, I learned that no body really wants to know what you have done or are doing. They want to know what you can do for them. I felt so enlightened by what you had to say. One of the most valuable lessons I learned is to identify your niche (market) and brand your capabilities, in unique and memorable ways that make what you have to offer, stand out from the rest of your competition. I’d be out of business now if I didn’t do this.

I was already a subscriber to your ePower Newsletter, so I then went out and purchased your ePowerPro book. I followed your advice about creating business strategies, which included compiling mailing lists, and open-house mailing lists. This year I began my “55 Plus” newsletter, featuring information on different communities in my target areas.

I did, however, find generating and automating emails (another of your suggestions) a bit difficult to manage. At first I was overwhelmed. I now get anywhere from 3 to 10 leads a week, using the program “Top Producer”, which automates email accounts.

One of the key features that set me apart from other agents is the mapping capability on my website of specific properties in adult communities. This allows anyone to tap into general information about homes for sale in communities of interest to them.

Many clients are out-of-state retirees, from New York and Staten Island, for example. They’ve worked their whole lives and want to retire comfortably and safely. They are interested in information about taxes, amenities of certain properties, and the proximity of the beach! In many cases, they are looking for a definitive lifestyle. Adult communities are a lot more active than they used to be. Some “club house” events are real galas!

I was delighted to learn that many seniors are web savvy. They like looking and clicking! My website offers them complete information as to the location of and content of community services.

Many children do the looking and searching for homes for their parents…and for themselves, so I often get two sets of leads. Usually the turn over rate is about 4 to 6 months. Yet, some have contacted me and bought property within two weeks!

I can see a growing need in my business for the use of virtual assistants. The only virtual assistant I’d used, so far, was the person who designed the logo for my website. The hardest thing about using VAs, in my opinion, was the trust factor and giving up a little bit of control. As you know, lots of real estate agents are very controlling!

I know that I will have to go more virtual in the future, to expand my site beyond the two counties I now service. The expertise of VAs are so varied, that I know I can find someone with more time and skill to do it better than I can. This, of course, is also a prime lesson I learned from you!

One of the messages that you drive home so powerfully is that the digital world is here to stay. Agents who do not get on board will eventually fall behind. The use of VAs can help, if not rescue them, from that scenario. We need to come of age in a competitive arena. Automation’s a beautiful thing…now that it’s gone digital!

Sincerely,

David Boyd
Mary Holder Agency
Monmouth County, NJ

www.55plus-housing.com
dboyd@maryholder.com
732-567-5710

Congratulations David —you are truly a top-producer in the making!  Even as a brand new agent you have already succeeded in powerfully differentiating your services from those who have been in the business far longer.  That's quite an achievement and a testament to your commitment.

Thousands of agents from all over the world receive live coaching from me on how to immediately implement a breakthrough approach to being successful online without having to do the work themselves. They’re discovering the secrets of how you can focus only on what you love to do, make a great living doing it, and have all the free time you want to enjoy your success. Learn More about the most advanced training in the industry on Internet Marketing and using Virtual Assistants.

Remember, even if your story isn't chosen you still win because you get to see how other top performers do it. Besides, you can always try again!