Are you ready to become a top producing real estate agent? Today on the show we have Goran Forss, the former head of international sales at a Fortune 500 company who took the skills he learned in Corporate America to create a real estate business that made $15 million in 2011, $36 million in 2012, $83 million in 2013 and $120 million in 2014. After traveling the world weekly for a job he held for majority of his adult life, Goran decided to cash out and retire in 2010. But, quickly getting bored, he joined his wife in real estate and has been on a meteoric rise ever since. Today, Goran is here to talk about how he used his technology background to build his business, how to build a great team and simple hacks you can use to double your business.
Build A Business That Doubles
Goran has, on average, doubled his business every single year since he started. That’s an impressive feat, and one that is attainable by all of us. Here’s how he continues to do it:
- Understand The Playing Field: As a man with a technology background, Goran understood the future of real estate is mostly on the internet today. Keeping that in mind, he implemented online marketing strategies like PPC and searched for a good lead generation system before settling with Boomtown. Know your demographic and target them heavily in your area as well.
- Be Everywhere: Even with Boomtown, competition is fierce, so it is important for you to be everywhere. If you’re on the web, that means you need to be on Craigslist, AngiesList, Yelp, Realtor.com etc. Make sure that you increase the chances of you being seen above your competition. For Goran, part of that formula includes the use of radio to get more listing clients.
- Appreciation: For all the marketing one can do, word of mouth is still the most effective way to grow your business. That’s why it’s important for you to appreciate your best clients at all times. Goran does this by throwing a client appreciation party every year with his top 100 clients that includes food, games and thousands of dollars in gifts.
- Hard Work: Getting the listing is only half the work. In order to win future business, always give it your all in every step of the transaction, from marketing the property to negotiations.
- Keep Evolving: Every time Goran grows his business, he needs to grow his team. Continuously keep evolving if you want to grow your business.
Building The Perfect Team
One man can’t close $120 million worth of deals on his own, and Goran is no exception. He attributes his success to having a great team by his side. Here’s how he built his…and how you can too:
- Culture: The type of environment you create will affect the outcome of your team. If you have a laidback approach and don’t take care of your team, don’t expect great results. Goran attributes much of his success to creating a family-like culture. He and his team are a very tight knit group who travel together, socialize and work hard for reward trips he gives out.
- Take Care Of Your People: Most people will be drawn to you if they see that your goal is to help them achieve theirs. So, to grow your business, first ask how you can grow your team’s business. For Goran, it is easy to attract new talent because he can provide agents with what they want- leads and a six figure income. Even his concierge team gets commission!
- Include Your Team: A great way to boost productivity and create a family culture is to include your team in important decisions. After all, they too are affected. Goran does this with his team when hiring new talent; even if he likes someone, he has his team screen them as well to make sure the candidate fits in well.
- Productivity: It’s been said many times on the show that the number one reason real estate agents don’t succeed is because they aren’t productive. If you have a team, make sure your agents are working at their most productive level at all times. Goran achieves this with his team by separating the prospecting and selling between concierge members who strictly handle leads and buyer and listing agents.
- Accountability: At the end of the day, your business needs to make money, so you must hold your team accountable to the targets they’ve set. Goran is no different-to stay on his team, you need to be closing 2-3 transactions per month.
Books For Agents
The Millionaire Real Estate Agent by Gary Keller
Think And Grow Rich by Napoleon Hill
Get your free audiobook at audibletrial.com/superagentslive
Get In Touch With Goran
Visit: come2temecula.com
Tools Mentioned In This Episode
Getviral.com
Boomtownroi.com
Our Sponsors
If you have a team and strong systems in place, radio will help increase your business. Reach out to Toby here and see your leads skyrocket! Here are some things to keep in mind before entering into radio advertising:
- Necessary Success Tool: Most top agents use radio. If you plan on making your way to the top, you need to make sure to have radio as part of your advertising plan.
- It’s A Commitment: Radio is a costly commitment to make for your team. Make sure you have the budget and the timeline to back it up.
- It’s All About The Systems: To maximize the ROI of radio, you need to have strong systems in place to handle the incoming leads and follow-ups that will come from this new channel
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