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The best real estate agents know how important it is to be persistent, but do you need to be spending more time on the phone?
To ensure she is constantly building relationships, a Top 100 Agent makes a staggering number of calls every day.
Vivien Yap, principal at LJ Hooker Claremont in Western Australia, makes no less than 50 phone calls a day.
She told an audience at AREC 2016 this is the best habit she has, adding that she’s found an effective way to keep her daily target on track.
“I set my alarm to go off every hour, and each time it goes off it reminds me of what I need to do,” Ms Yap said.
Making 50 calls every day can be challenging, but Ms Yap has adopted an unusual approach to getting them done.
“I sit in my car to do them. This is so nobody can come into my office to disturb me. I’ve got a ‘Do Not Disturb’ sign on my door, but people still come in, so I sit in my car to make sure I get all of my calls done.”
Ms Yap said she is “really, really high paced” which can make it difficult for her team to keep up with her.
“I am always on the phone and they can’t always get hold of me, so when they do need to get hold of me they have to WhatsApp me to get the message across,” she said.
Ms Yap said she is a tough boss who pushes her staff hard.
“When I want them to do something, I just tell them, ‘Just get it done. It’s not negotiable’.”
Her approach has been good for her business and her clients. Ms Yap finished 28th in the 2016 REB Top 100 Agents ranking, with 105 properties listed and 86 sold in an average of 33 days on market.
