In this REAL Broker review, we dive into an insightful conversation with Kelly Norris, a seasoned real estate agent with over 30 years of experience. Norris, a former owner and broker of a Sotheby's International Realty franchise, recently took on a $9 million listing. His extensive knowledge and experience make him a valuable source of information on what it's like being an agent at REAL Broker.

Maintaining Relationships for Lead Generation

Norris emphasizes the importance of farming past clients for leads. "My biggest source of leads, in the luxury space or any space, is keeping in contact with the people I've done business with in the past," he shares. By expanding his network through these connections, Norris has successfully maintained a steady flow of leads.

Leveraging CRM Systems

To manage these relationships efficiently, Norris highlights the use of CRM systems like Lofty. "Lofty tells me when to contact them, so I don't have to remember it myself," he explains. This automated systematization ensures that no client falls through the cracks, making it a crucial tool for real estate agents.

High-Quality Marketing Materials

When it comes to marketing luxury listings, Norris stresses the need for high-quality materials. "Print media, glossy handouts, and ads in the Wall Street Journal or New York Times are essential," he says. This meticulous approach helps in presenting properties in the best light, attracting the right buyers.

Building Personal Relationships

Breaking into the luxury market requires more than just digital marketing. Norris advises attending country clubs and philanthropic events to build relationships within affluent circles. "You've got to associate with them in person," he notes, highlighting the importance of personal connections in the luxury real estate sector.

Adapting to Industry Changes

Reflecting on his 30 years in the industry, Norris observes significant changes, especially the shift towards electronic means for lead generation. However, he cautions against over-reliance on digital tools. "People have forgotten that this is a people business," he says. Norris believes that personal interactions remain crucial for success in real estate.

Real Broker Agent Review: Key Takeaways

• Maintain and Expand Your Network: Past clients are a goldmine for leads. Keep in touch and expand your network through their connections.

• Use CRM Systems: Automate follow-ups and reminders with a robust CRM system like Lofty.

• Invest in Quality Marketing: High-quality print media and strategic advertising are vital for marketing luxury properties.

• Build Personal Connections: Attend events and join clubs to mingle with potential clients in affluent circles.

• Balance Digital and Personal Interactions: While digital tools are essential, personal interactions remain a cornerstone of real estate success.

If you would like more information about joining REAL Broker, please schedule a 1-on-1 private video call with Malcolm Lawson to discuss your business and see if REAL would be a good fit for you or not.