The 16 Hours That Changed Lisa Linn's Life Forever

How one agent broadened her appeal by narrowing her focus – and became an overnight success in the process.

Just three years ago, Lisa Linn was relatively new to real estate and excited about her career. Like many new agents, she wasn't entirely sure how to go about generating business. Located in a rural region of Pennsylvania about halfway between Philadelphia and Buffalo, NY, Lisa had left behind her days as a waitress and bartender in favor of greener pastures in real estate. But when it came to how she was going to grow her business, Lisa didn't know where to turn. In the meantime, she took floor time and tried to gain some footing by meeting people and mentioning she was in real estate. Still, it felt like an uphill battle.

Tactics vs. Strategy

In today's challenging market, what you do is less important than why you are doing it. Greg reveals how to approach every aspect of your career strategically by walking you through a strategic Open House.

You think back to the first time you heard the chimes of a grandfather clock at an Open House you are holding open. It was during the listing presentation and you remember how charming you thought it was. Now, after four months and six Sundays of holding it open, listening to those chimes every 15 minutes has become a relentless reminder that your real estate career is swirling downward. You wonder what will it be like if you have to go back and get a real job.

It's the Thoughts That Count

Don shares a meaningful method of keeping in touch with your clients and thanking them for their business on an annual basis.

Keeping in touch with your past clients is one of the most important elements to building a long-term successful business in real estate. No one can dispute how valuable these people are to the future of your business. The value of creating a “client for life” is almost immeasurable, considering that they will buy and sell a house of their own every 5-7 years and also send countless referrals throughout the years you work together. It’s as if they almost become part of your sales and marketing team – that is, if you handle them correctly.

Picking the Brain of a Real Estate Management Veteran

John Surge interviews Maureen O'Hara, a 20-year management veteran and Vice President/Associate Broker with Long & Foster, Real Estate, Inc., in Reston, VA. The two discuss strategies for coping with the down market and getting agents energized by the opportunities available in today's unusual market conditions.

Editor's Note: This article is part of a continuing series of Q&A sessions Hobbs/Herder president John Surge is conducting with influential leaders in real estate management. The subject for this installment is Maureen O'Hara, who manages 125 agents in Long & Foster's Reston, Virginia office. Long & Foster is the largest privately owned homeownership company spanning seven Eastern states and the District of Columbia. Maureen started her real estate career in the early '80s, joined Long & Foster in 1986 and has been a member of the management team since 1988. Since that time, she has earned the Manager of the Year award a whopping 15 times.

You Get by Giving

Approaching your business with a servant heart is a huge key to success in real estate. Coach Phil shares tips on making your clients always feel like they're your first priority.

"You can get everything in life that you want, if you just help enough other people get what they want."

These words were coined by the famous motivational author, Zig Ziglar.

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