“Develop a Web site that’s easy for prospects to use.”
Chris Skorseth, GRI, thought it was tough asking his dad for $2,500 so that he could leave college to focus on a full-time real estate career.
Then he started cold calling.
“Five years ago when I started selling, I did everything you can imagine to ‘work my sphere,’ “ Skorseth says. “I did four to six open houses a weekend to pick up buyers and potential sellers. I worked expired listings and FSBOs. Hard work and persistence were the only things I had.”
Skorseth now has an established business base, including some builders, and he uses the Internet to expand his sphere. In 2000 he closed $12 million in sales.
“The best way to build on a great customer list is to go online,” he says. “On my Web site, I offer MLS links, an automated new listings e-mail for hot buyers, and mortgage preapproval.”
Skorseth says the Web has allowed him to attract more business, but it hasn’t changed the basic rules. Trustworthiness is still his greatest tool. “Customers want a salesperson they can trust and respect,” he says.