Lee Davenport

By Lee Davenport

What does it take to be a top producer? There is no magic formula, but there are habits and principles from top producers that you can “borrow” for your playbook.

From magazine covers to TV shows, Christian Ross is the go-getting managing broker of the burgeoning Village Realty in Atlanta and a team leader. What are the secrets to her career growth? Find out in this Q&A, and learn how to apply these take-aways with my commentary in “Lee’s Coaching Playbook” following her answers.

Q. What does a week in your business look like (i.e. How do you generate, nurture, and convert leads)?

A. A week in my business is filled with appointments, client follow up, making videos, supporting my team (and brokerage) of agents, writing lots of thank you cards, previewing properties, and studying the market. I generate leads through marketing to my sphere, videos, CRS Referral Exchange, offering thought leadership to groups, and publications and networking.

Lee’s Coaching Playbook: Christian has a minimum of five lead generation activities that she does consistently. Did you catch that? Vital fact: Having at least five lead generation activities is a key factor of some of the nation’s top 1,000 real estate sales agents whom I interviewed for my scientific, peer-reviewed study on how top producers succeed. Christian’s five lead generation activities may not be the exact same as yours, but the key point is that you need more than one or two. Often when an agent reaches out to me for coaching, it’s because they are distressed about their inconsistent income, and it’s typically due to only having one or two activities they do semi-consistently to generate business. That is not enough, especially if you desire to be a top producer.

On-the-Job Training Assignment: I challenge you to get to at least five consistent lead generation activities weekly, but more often is better.

Christian Ross making a magazine appearance.

Q. What motivates you each day?

A. Helping my team and agents grow as real estate professionals and buying cash flowing real estate that translates to replacing my income for financial freedom to do when I want. Also, owning a condo in the Dominican Republic.

Q. What advice do you have for a real estate pro who’s struggling?

A. FOCUS. Plus, while you focus on what you want, who you want to serve, and how you will serve them while delivering exceptional customer service, you must also be constantly learning. You have to take the time to attend classes, network with other real estate professionals and potential clients, read blogs and industry sites, and be a student of your market. Get a coach who can see your inefficiencies and help you correct them faster. Create daily goals so you design habitual momentum. Talk to the people who know and like you, and show them gratitude. Ask other agents how you can help them with their business: show properties for them, draft offers, host open houses, attend caravans. Whatever you do, do not expect business to come to you. You have to earn it every single day. Finally, always create value. Remember that is your job to serve and protect your clients and give back to the communities you work in.

Lee’s Coaching Playbook: Are you ready to hustle everyday? If you want better results every quarter and every year, then you must continue to learn and apply what is learned. We are in an ever-changing industry, plus we constantly faced with disruptors that would like to replace us. Applied knowledge is our staying power. Christian is dedicated to being a life-longer learner and you can be too.

On-the-Job Training Assignment: Build into your schedule a way to stay current on industry trends.

Q. What are your favorite business tools, resources, and apps?

Christian Ross being honored at a local REALTOR® association top producer gala.

A. My favorite apps are:

• Google Voice
• Dropbox
• Uber
• Conference
• Evernote
• Referral Exchange
• Rent the Runway — great outfits always spur discussion.
• YouTube
• Grammarly — since Gmail does not check your spelling!
• Slack — to connect with my team faster and reduce emails.
• Instagram
• Scribd — for books and magazines like “Fast Company” and “Entrepreneur” all in one place
• ParkMobile — so I don’t have to get out of my car to fumble with the meter to pay for parking. It takes me 1 minute on the app and it’s safer because I’m not rummaging in my purse for my credit card or cash.
• We Chat — to connect with prospects and clients in China.
• Follow Up Boss — all of our leads flow in and I have my call list itemized.
• CNBC — latest financial news and the markets to understand what is impacting consumer confidence.
• Google Analytics — how else do you know that visitors come to your site at 1 a.m. on Tuesdays? Or mainly from 10 a.m. to 3 p.m. Monday and Wednesday?

My favorite resources are:

• Agentology — they can call leads and make connections when you are busy for $8 per lead.
• Express VPN — so I’m secure using open WiFi at a coffee shop or other public area.

Lee’s Coaching Playbook: Ever-evolving technology can be a love-hate relationship for many of us, especially if certain tools do not come easy. Yet, technology can be our business’s best friend by helping us work smarter, not longer. To make it easier, Product Hunt has free options for you to learn about daily, including new apps and tools that help business owners.

On-the-Job Training Assignment: Which of these tools and resources can you explore?

I would love to hear from you. Give me a shout on Facebook, Instagram, YouTube, and Google+, or by visiting LearnWithLee.Realtor. Want more of the best practices from our nation’s top producers? Grab your copy of the short read, Profit with Your Personality. And, be sure to tell the real estate agents you know to get a copy of the 5-star rated workbook, Plan to Win!, to transform their real estate sales game plan. Here’s to your success.

This post is part four in an ongoing series featuring top producers.
Read part one featuring Jen Du Plessis
Read part two featuring Rod Williams
Read part three featuring Teresa Cowart
Read part five featuring Nikki Singh
Read part six featuring Sarah Johnston

Dr. Lee Davenport is an Atlanta-based real estate coach who trains agents, teams, brokerages, and other business organizations on how to use today’s technology to work smarter. Join Lee’s free RE Tech Insider’s Club by visiting www.LearnWithLee.REALTOR.