Listen to today’s episode to learn how Anthony Marguleas has sold over $600 million in real estate and become one of the top agents in the country partially by making an effort to call and connect with 5 people a day.
Agent: Anthony Marguleas
Market: Pacific Palisades area, California
Steal His Ideas:
- Hire an assistant right away
- Do the money-making activities yourself and delegate the rest
- Avoid “image advertising” that doesn’t get results
- Be the expert in your local paper and news media outlets
- Call 3-5 people a day and reinforce the relationships you’ve made
- Love your job
Anthony works a high-dollar market in California. None-the-less, you can’t be one of the top agents and sell hundreds of millions in real estate without working hard and working strategically.
He got an assistant right away. In fact, within a month of becoming an agent, he had hired someone to help him with the administrative work. He says that you, as the agent, need to concentrate on the tasks that make you money. Delegate any work that isn’t worth the value of your time.
Anthony has admittedly spent “a lot” of money on marketing. Specifically, he’s done a lot of “image ads” with local papers, major real estate portals, and other places. He feels that the return has not been worth it. In fact, just recently, he’s scaled those marketing dollars back dramatically. Although those dollars might produce a sale or two, there hasn’t been a consistent return for him.
He does make an effort to remain in the public eye with articles he writes for both local and national media outlets. This helps continue to show his knowledge of the real estate market. It promotes his name plus gives the public valuable information. It also fills space in the newspapers he writes for, which are always hungry for new content.
To create business, Anthony works on making just 3 to 5 phone calls a day to people who he’s done business with or are in his sphere. He genuinely cares about what he does and who he works with. Making contact with these people naturally leads to referrals and reinforcement of that relationship. As a result of this, he often gets 1-3 referrals a week.
Activity in the community is also important. Aside from joining various networking groups, he also gives back to the community by donating to charity.
In creating solid relationships with clients, he and his team are proponents of using technology to make for seamless transactions. From cloud-based tools to electronic signature systems, technology keeps his clients informed and helps with making transactions quick and efficient.
What’s the worst marketing you’ve done that others should avoid: “Image advertising” that doesn’t have a call-to-action
What keeps you motivated: Every day is different, a positive attitude, and loving the job
You’ve got 30 days and $1000, what do you do: Forget all the fancy marketing. Go do open houses, connect with your sphere’s “connectors” to get you connected to other people, and meet up with people to build relationships.
How You Can Do What He’s Done
To sell hundreds of millions, you’re probably first gonna have to be in a market where the average sale is in the $1 million to $5 million range. But, to be successful no matter where you are, just work the basics; meet people and commit to building relationships and staying in touch.