This page is currently being developed, but feel free to read what we have
here now...
The most important thing to realize as an Agent is that you are first and foremost
a CLIENT. If you are not investing in real estate yourself, then a) you should
be, because you should be making a lot more from your own investments than you
do from your commissions, and b) unless you have had a recent BK or other financial
trouble, why would you recommend a service like NARREIA when you aren't taking
advantage of it yourself? Enough preaching from your Rich Dxx, er, I should
say, Wealthy Dad (to avoid any copyright infringement .I think Robert Kiosaki
would agree, though, that you should be investing yourself. He's actually
one of the few good investment advisors out there who is really interested in
educating you and not just making a buck off of his seminars and tapes... READ
HIS MATERIAL!)
But I'm sure you didn't come to this section to be made aware that you should
be investing, because you're either investing or your not, and frankly, what
matters to us at NARREIA is that you have Clients that we need to help. This
section will show you how to maximize the benefit for your Clients, and I'm
sure you're very aware that you benefit everytime your Clients benefit. It will
also show you how to increase the number of Clients that you work with. (Has
it hit home yet that we have made a radical change to the areas you can market?
In other words, do you realize that now you can basically market the entire
nation (and soon, globe) to your clients, because our Advisors can find properties
anywhere.)
The first step, as I said before, is to read the Clients
section.
Okay, now that you've done that and come back, let's look at how you can help
your Clients and what tools we have in store for you.
Leverage Everyone's Time
As you read in the Clients section, there are three ways for the Clients to
find properties. They can get on the mailing list (a very good idea, because
these tend to be the best deals that come through the system), they can call
and Advisor, or they can fly out to visit an Advisor. Honestly, this will work,
and I'm sure your Clients will get whatever properties they think they might
need, and the Advisors will take great care of them.
But are all of your Clients proactive enought, motivated enough, smart enough
to utilize all of the tools and education that we offer them. All of them? Unless
you're working with a small, bright group, the answer is probably not. So there
is one more way for them to find properties, and that is for you to do the leg
work for them. What? You find properties for them? Well, no, but you can do
the research. You can identify their needs. You can help them build a strategy.
You can help them find the right market and you can help them find an Advisor
in those markets.
Why would you want or need to do this? Isn't it as easy as registering them
and letting them be handled by NARREIA? Well, yes, but we're talking about how
you can maximize their benefit and therefore increase your referral business.
Consider this. There are literally thousands of Clients out there. There are
plenty enough Advisors to service the volume of activity that they currently
create, but there is always room for more volume. (The more volume we do, the
more Advisors we'll recruit, so don't worry about the long-term problem of over
taxing the Advisors. We can easily expand the Advisor group to service the Client
base.) Our Advisors also have their own, local Clients that they tend to, so
our Advisors are reasonably (but not overly) busy agents. So they aren't going
to seek out your Clients to see if they want to purchase properties in their
market, and your Clients wouldn't want that nusiance anyways. The one person
they wouldn't mind hearing from is you, because you have an established relationship
with them. If you are contacting them on a regular basis (every 3-9 months),
you can help them analyze their portfolios, identify weaknesses, and help them
shore it up.
You do not need to become an expert in real estate investment (although many
of you are, which is awesome). What you need to do is to take the time to learn
what is generally going on in the nation and determine a handful of markets
that you think are good. Call around and talk to the Advisors... you'll quickly
begin to develop a short list of markets that are good for apprecaition, markets
that are good for cash flow, and markets that cover the more specific investment
vehicles. Then review your Clients' portfolios, contact them, and make a few
recommendations. Do the math on your referral fees... it is welll worth your
time if you can educate one of your clients so that they go buy a property in
Jacksonville or Albuquerque or Killen or Boise.
Also realize how you leverage the entire groups' time by doing this. Instead
of 25 Clients callling around, it's just you. You do the legwork for your 25
clients, the Advisors only have to talk to one of you (initially) instead of
25, and only the interested parties will contact the Advisors. So not only do
you increase your revenue, you save everyone a bunch of time. Thanks!
Travel to Exotic Places, Meet Exciting People...
Do you remember the slogan that went "Travel to exotic places, meet exciting
people..." I think it was a slogan for the US Army. Wouldn't it be nice
to be able to travel around this country (and soon the world) looking at properties,
getting paid to do it? Consider the following scenario:
You have a client who has $100,000 in capital to buy properties. You help them
build a strategy where they will buy three appreciating rental properties for
$200,000 each in Jacksonville and a 4-plex in Killeen, TX (read about it!) for
$240,000 that will provide a gross rent of $2,700 a month (that's pretty decent
cash flow!) Sure, you could have the Advisor send the properties out to you
and your clients. This certainly works, and it happens quite often. But wouldn't
your Client think that you were
