Hiring a Virtual Assistant (VSA) ) can be one of the best decisions you make for your business as a real estate agent.
Many top producing real estate agents and teams point to their hiring of and VSA as the catalyst for the incredible sales they experience on a year-over-year basis.
In addition to freeing up significant time for you by taking the job of prospecting out of your hands, bringing on a VSA will help your bottom line more than just about any other decision can make to grow your business.
Sure, hiring a VSA is not a decision you make on a whim, but it’s one that can have a decidedly positive impact on the bottom line of your business.
Here are 5 ways a VSA makes you more money:
1. Doubles your efforts
In speaking and working with thousands of real estate agents each year, one of the things I hear quite often is that they would like to do more repeat and referral business.
Not surprisingly, the longer you’re in the business, the more opportunity you have to bring in referral business.
The challenge is that they don’t have time to do a thorough job with that opportunity because they have to continually prospect and bring in new business.
By hiring a VSA to uncover new sales opportunities for you on a daily basis, you free up several hours a week to:
- Build a monthly past-client and sphere contact campaign
- Make daily outbound calls to your database
- Meet with people you know for coffee and meals
- Send out two handwritten notes per day
- Grow your sphere by asking the people you know to introduce you to people they know on a regular basis
These are all proven activities to growing your sphere and generating tons of referral business, but most agents don’t have the time to invest in doing it.
With a highly-skilled VSA calling and building the new-business vertical of your real estate enterprise, you’re not only getting more time to double your efforts and make more sales, you’re also bringing in more clients who can be great referral sources for you in the future.
2. Make more contacts
Even in the smoking hot real estate market we have now, it still takes a number of contacts to get in the door to generate a qualified opportunity.
Historically, a significant number of the sales opportunities you get come after the 5th contact attempt with the sweet spot somewhere between 6 and 8.
Most salespeople give up after the 2nd or 3rd call.
And whether it’s due to being to busy, unskilled, unmotivated or any other reason, the fact of the matter is that enough contacts just aren’t being made and as a result, neither are a sufficient number of sales.
This problem goes away when you have a trained phone sales person making and taking sales calls six to six and a half hours a day.
Their main job is to make contacts – lots of contacts – on a day-over-day basis.
To that end, the prospects that need multiple contacts will get the professional, persistent and consistent attention they need to be converted into legitimate sales opportunities for you to convert at a high level.
3. Nurture More Leads
With only 3 to 5% of the real estate selling opportunities you come across likely converting to a sale in the next 90 days, you MUST take the time to establish relationships and nurture your leads until they are ready to sell.
As you know, consumers in any industry want to do business with those that they know, like and trust.
Knowing, liking and trusting someone doesn’t happen in a day; it takes time.
And as a result of that, you need to be proactive in fostering and strengthening relationships with real estate consumers who aren’t ready to sell now (almost all of them) so that when they are ready to sell you’re the one they’ll turn to because you’re the one with whom they feel most comfortable doing business.
Unfortunately, because you have to so many of the other activities associate with running your business – not the least of which is being out in the field selling and helping people buy homes – it’s virtually impossible for you to effectively nurture leads.
An VSA that is properly trained to build relationships with nurtures can make all the calls, send out emails, text and handwritten notes and even leave messages for the people they believe are legitimate sales prospects even a year down the road.
When this happens, you get in front of way more sales opportunities that you likely would have missed had you not had an VSA calling on your behalf and edifying you in the mind of real estate consumers in your area.
This part of the VSAs job is easily the most valuable to you as a real estate agent. Being able to get in front of – and stay in front of – sales opportunities is a game changer for your bottom line.