Identify Your Market
No matter how technologically advanced you or the company you work for is a friend, family member or referral of any kind beat all other sources of business. Understanding this simple fact changes the question one might ask themselves when identifying their target market.
To truly identify your market you must know why that market is the most valuable. Of all of the sources to tap when creating your marketplace, your sphere of influence, SOI, is the place you can (and will) most likely stumble across a lead that turns into a closing. Not utilizing this tool is why so many agents in the real estate business close only one or two deals a year.
We have yet to see a company so proficient at generating outside leads that they have been able to outperform their SOI. We have seen some that are highly effective and make a great deal of money, but the Blue Ocean is not there. These companies are simply better than their competitors at generating business this way. They still lose the majority of leads they generate to someone else’s SOI.
In our business, like most sales, we have inbound and outbound leads. This is where an agent’s quality of life and margins truly come into play. Agents who choose to follow up on web leads as their main source of business generally find a close rate near the industry average of 2-4% and most likely pay a much higher split on the commission. Those who have cultivated their own book of business get to enjoy a much higher margin because they generated the business.
When an agent builds a strong book of business they increase their value to everyone involved. If your skill is to follow up on leads generated by someone else what is the value of your skill? If you walk into a sales office and bring a book of business then you have a quantifiable value based on your ability to bring money to the company. In addition, you will see a higher margin by generating this business yourself because it requires less of the brokerage. Salespeople in any businesses increase their value when they take time to cultivate their revenue through their own sources. The absolute best source of this revenue is their SOI.
Individual professionals that market successfully have such a strong margin because their clients need less of their time and less from their companies. In real estate, for instance, an agent does not have to pay a premium to the broker for referrals from their SOI. The amount of work required to win the trust of these referrals is minimal compared to the amount of effort an agent has to put forward when generating business from any sort of farm marketing that does not involve clear degrees of separation. Knowing there is no better market than our SOI we can tap our Blue Ocean by simply cultivating the relationships we already have.
I don’t mean to tell you to stop doing open houses, following up on web leads or farming your neighborhoods. These are all viable sources of business. I am saying do not get distracted by the secondary sources of lead generation until you have your primary source well organized. Should you decide to pursue one of the avenues certainly do not do so with out a brand identity in place.
To many sales agents are leaving money on the table because they are overlooking their SOI and not doing the tasks necessary to drive their own leads. At Sky Realty we not only encourage agents to market to their sphere of influence to keep from wasting time with prospective clients who they have no relationship with, but we have programs in place to help them do so easily. They build a database and we market that database using the personal brand we created for them allowing our agents to focus on the most important part; building relationships and establishing the trust needed to turn their SOI into a real source of business.
We have a very talented marketing team to help with our websites, marketing material, and any other marketing ideas we may need to grow our business. Curtis is committed to helping every agent build their business, and gives them the tools to provide existing clients with first class marketing materials and current technology in this competitive and fast moving market.
Sky Realty has a strong group of agents, that are actually a team, not in competition with one another. I know I can always count on any agent to give advice, help, or guidance when needed. I worked in the corporate world as an Executive Assistant for many years. I understand what it's like to be part of a team. I was told in Sales you don't always have a true team environment. I can tell you from day one, I always felt like part of a team. I always knew there was someone pushing us to success.
The agents at Sky are a dynamic mix of experienced professionals. Along with Curtis, my co-workers have been there to answer countless questions or to offer support over the years. They make coming to the office an engaging and welcoming experience.
Sky's talented marketing staff did an incredible job creating personal marketing material and building my website. I cannot express how grateful I am to Sky for making it so easy and making it look so good! They worked with me every step of the way to make sure I was completely satisfied. Sky's commitment to marketing and technology ensure that I am able to attract new clients and provide current customers with exceptional service in a highly competitive market.
You may not be in Kansas but if you’re looking for a Real Estate brokerage that’s Supportive ~ Inspiring ~ Creative & Fun this is a great place to work! The staff is very helpful and equally important the Broker, Curtis Reddhase is accessible and stays informed of cutting edge trends that will help you stay on top or your industry. Whether you are a new agent that needs training & guidance or an experienced agent that wants to roll up your sleeves, Sky Realty is a warm and nurturing environment that is creative in their approach focusing on your personality-strengths & goals that makes you feel like you’re right where you should be…a shining star at Sky Realty!
It’s about developing a can-do attitude to be the best at what you do. Working smarter with a great attitude is money in the bank. I have heard Curtis say on more than one occasion, “If you’re going to be here, then be here!” He follows that mantra by being easily available to Sky agents and being fully engaged when consulted. His example has been an inspiration.
Sky Realty is not a “one size fits all” kind of place. Curtis strongly believes an agent’s personal branding will take them further than a corporate-only identity ever could. Curtis is great at helping you help yourself. If you truly want to become a better agent, and by extension a better person, Sky Realty may be just the fit you are looking for.
Sky Realty isn’t like other brokerages; the agents are all passionate about their careers, about their clients, and about helping each other. There is a real drive in the office to learn and invest in your personal growth. We are more than a business, we are a family. I know that I can reach out to any agent in the office if I need help and that it will willingly be provided.
I have thrived in this nurturing environment and have always received the guidance asked for. I have seen a significant increase in my personal business, as well as having a sense of fulfillment that I am doing something I love with a company that is committed to me, my clients, and most importantly, to provide exceptional service and kindness to each person that walks through our door. To anyone looking to further their career, their personal growth, and their sense of accomplishment, I would recommend making a move to Sky Realty. I don’t plan on going to any other brokerage, or anywhere else…ever!
Curtis told me about why he decided to open a brokerage and his philosophy really hit home with me. From the beginning, I felt we shared a lot of the same vision, heart for the business, and idea of what a real estate brokerage should look like. A lot of the programs we have today have come from that vision and heart for what a brokerage should be; in my mind, a brokerage is a system of support and energy. A brokerage should be a place you feel you can thrive, not just a place to hang your license.
Prior to real estate, I was in a variety of other job settings, none of which allowed me to have a voice or allowed me to contribute to the company. At Sky not only do I have a voice but I, like all other agents at Sky, am encouraged to contribute to the ideas and programs we are developing. Without that agent contribution, I don’t think we’d be the agency we are now or have the successful programs that help our business.
I can honestly say had I not joined Sky in 2009 I don’t think I’d have the business I have today. Sky Realty is more than a brokerage to me, it’s a place I can be proud of. I know that I will always have a voice and support for my business as well as systems that work and new programs to come.
The trust in our office is the foundation of the agent’s relationships with one another and it’s that trust that allows me to focus on being the best agent I can be. I do not have to worry how management will handle situations that I need help with and I certainly do not have to worry about fellow agents in my office. This company has attracted some great agents with good character and that leads me to the kindness of the office.
It’s a good feeling to work with people who see that there is plenty for everyone and that sharing actually helps all agents succeed. The sharing of ideas in our office is responsible for helping our agents create a productive work environment.
Next I went to work for another Real Estate company big in Canada and the United States. Although they did offer training more suited to the computer world they still relied heavily on old, outdated sales techniques. It was then I decided to seek out a Brokerage who was cutting edge with technology.
This is when I was invited to an event put on by Sky Realty. Sky Realty's broker, Curtis Reddehase, shared knowledge designed help agents build and run their own business. I knew this was the brokerage from me and joined Sky Realty over 6 years ago. Since then I have dominated my market by utilizing the tools Sky Realty offers its agents. I can guarantee no other Brokerage does more to insure the success of its agents than Sky Realty.
Our in-house marketing director is passionate about creating brands that reflect the unique personality of each agent. We create personal brands for our agents at no extra cost because we believe that once an agent is branded they have the tool they need to invest in themselves.
The exposure to our clients and prospects, combined with the latest in technology and support is phenomenal. I can confidently say that our company is unmatched in this industry. Contact me to see why your move to Hill of Texas Sky Realty may be the best business decision you will ever make. I look forward to hearing from you.
Curtis wants each agent to achieve their own unique goals. A great deal of time and money has been spent to educate and market Sky agents.
We also have a great support staff. Mary, our office manager is the absolute best at keeping us within TREC guidelines. Chrystal and Jackie are top notch marketers.
I have never regretted moving to Sky Realty and cannot see myself leaving.
I have felt so supported, both personally and professionally, since joining Sky. My colleagues are amazing and have such a diverse set of knowledge and life experiences. Truly every time I come into the office, whether it is for leads off of front desk duty or for Sky scheduled CE classes, I improve as an individual and as a REALTOR®.
Sky has helped me grow my business by providing me with the right tools, goal-setting techniques, and an encouraging company culture. The graphic designer we have on staff as well as our office managers assist me in marketing and branding. Curtis Reddehase, the owning broker, is readily available, and checks in with me sometimes several times a week. I feel like a valued member of the team and plan to be with Sky for the entirety of my career in real estate.
Unlike the past three brokerages, Sky Realty is really set up to help its agents do their best and excel. Curtis has an open door policy and is here to help if there is a real estate question, need for support, and so on. Then there’s Mary, supporting us as well in her role as office manager. And out of sight, but also working hard for us is Jackie, our creative website, and advertising guru.
I love the friendly atmosphere, the support, and the expertise of the other agents. We share and never feel we’re in competition with each other because we all want the best for everyone. I will always remember what Curtis said when I interviewed: “Only nice agents work at Sky Realty. If they’re not nice, they can’t stay here.” All said and done, I’m proud to say that I’m associated with Sky Realty.
Call Curtis Reddehase to schedule a confidential meeting and tour of our office.
4501 Spicewood Springs Rd., Ste. 1029
Austin, TX 78759
14500 Ranch Rd 12 #2,
Wimberley, TX 78676
580 La Ventana Pkwy
Driftwood, TX 78619