In this episode, Keith Robinson and James Dwiggins chat with Anthony Djon, the powerhouse behind Anthony John Luxury Real Estate in the Detroit area. Anthony has built a team of over 100 agents and is closing a staggering $50 million a month in real estate volume. Here’s a quick rundown of the key takeaways from our conversation that can help you, as a real estate agent, elevate your own business.
Focus on Client Retention
One of the first things Anthony emphasized was the importance of client retention. He candidly admitted that he was once a “jackass” when it came to staying in touch with clients after closing. He encouraged all agents to focus on how they can stay in front of their clients, emphasizing that the real estate industry is not just about closing deals but also about nurturing long-term relationships.
Actionable Steps for Client Retention:
- Create a Client Relations Department: This can help you focus on maintaining relationships with past clients.
- Utilize Holidays and Special Events: Send reminders or gifts during holidays to keep your name fresh in clients’ minds.
- Engage in Regular Follow-Ups: An effective follow-up strategy can keep clients engaged, leading to more referrals.
Build a Strong Team Structure
Anthony’s success can be attributed to his well-organized team structure. He described his team as “team rich,” where agents work in squads led by team captains who are the best in the business. This structure not only promotes accountability but also ensures that everyone is clear on their roles and responsibilities.
Key Elements of Team Structure:
- Team Captains: Best performers lead smaller groups, ensuring quality mentorship.
- Support Roles: Each team unit includes transaction coordinators and marketing specialists to streamline operations.
- Recruitment: Focus on both newbies and experienced agents to build a diverse team.
Leverage Technology for Efficiency
In today’s real estate market, technology plays a crucial role in maximizing productivity. Anthony shared his comprehensive tech stack, which includes tools like Follow Up Boss for CRM, Maverick for tracking conversions, and Shiloh for call grading.
Recommended Tech Tools:
- Follow Up Boss: Essential for managing leads and automating follow-ups.
- Maverick: Helps in tracking lead conversion rates.
- Shiloh: Provides AI-driven feedback on calls to enhance agent performance.
- Wylopo: Great for marketing and lead generation.
The Importance of Speed and Follow-Up
A recurring theme in our conversation was the critical role of speed in responding to leads. Anthony stressed the need for agents to have a solid 10-day follow-up system in place, where every new lead is contacted through various channels including calls, texts, and even video messages.
Follow-Up Strategy:
- 10-Day Follow-Up: Engage new leads daily for the first 10 days.
- Weekly Check-Ins: Once the initial follow-up period ends, maintain contact at least once a week.
Prioritize Your Sphere of Influence
Anthony pointed out that many agents neglect their sphere of influence, focusing instead on new leads. He emphasized that nurturing existing relationships can lead to repeat business and referrals.
Strategies for Nurturing Your Sphere:
- Personal Touch: Send handwritten notes or small gifts to past clients.
- Community Engagement: Organize events that allow you to interact with your sphere in a relaxed setting.
- Regular Communications: Keep in touch through newsletters or social media.
Final Thoughts: The Power of Fundamentals
As the podcast wrapped up, Anthony finished his thoughts with a profound piece of advice: focus on the fundamentals. The practices of consistent follow-up, maintaining high standards, and nurturing client relationships can yield significant results in the long run.
Key Takeaway for Agents:
Implement a structured follow-up system, leverage technology to enhance your efficiency, and prioritize nurturing relationships over just closing deals.
With these insights from Anthony Djon, you have the blueprint to not only grow your real estate business but to ensure it remains profitable and sustainable in the ever-evolving real estate industry.
