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How to Make Sure You Are Always Making More Money at SVN

Posted on by SVN

The following blog post is intended for Sperry Van Ness Commercial Real Estate Advisors® and Managing Directors. It aims to highlight the multiple internal resources available to those within the Sperry Van Ness System that can be utilized to help grow income.

In the Sperry Van Ness Business of Making More Money

You have two routes to make more money:

  1. You can do more productive work, since more input equals more output.
  2. You can get better at what you do and earn more by doing the same amount of work.

We talk a lot about doing more, and it is an extremely effective way to grow your income. It’s also something that we can all be doing…

…but it isn’t the only way.

Make More Money by Investing in Yourself

Investing in skills improvement pays real dividends. Learning how to negotiate fees more effectively increases your earnings on every deal without much more work. 10% more up front (by getting 5% instead of 4.5%) and another 5% saved on the back-end by holding firm at the closing table is like doing 7 deals a year instead of 6. (By the way… There’s a video to help you do this – go to the Dashboard, click the S4G button, click “Brokerage Best Practices” and look for “Defending Your Fee.”)

Increasing your hit rates on listings from 50 to 60% adds another deal for every five you do. Need help doing that? Find the videos on “Stuck Listing Analysis” and “Is Your Seller Motivated.” You can also review “The Perfect Proposal” in S4G (since good proposals turn into good packages). And you can come to Boot Camp in San Diego where we have a new session on “Marketing with SVN” to show you a more effective way to get your listings sold.

[bctt tweet=”Investing in skills improvement pays real dividends.”]

Not sure about your negotiating skills? Getting to Yes  is still a classic – and still very worth reading. It was a seed change in how everyone thought about negotiations and can help you find true win-win solutions through principled negotiation instead of positional negotiation. We have a video on “Negotiating From Your Best Position,” too.

These are a few examples, but there are many ways in which each of us can sharpen our saws and get better at what we do. If you can’t make it to Boot Camp in San Diego in December, or can’t wait to get to the Annual Conference in San Diego in February, might as well get started now!

Interested in learning how you can access exclusive CRE tools and training to take your business to the next level? Contact us today.

SVN Annual Conference - Making More Money

Leave the Marketing to Us

Posted on by SVN

The SVN Platform Simplifies Marketing

Earlier this week, I got a copy of an interesting post from the CRE Outsider blog on whether or not Advisors should do their own marketing (see the article here).

The short of it is that you should and shouldn’t do your own marketing. Yes, you should set the direction and have the knowledge to ensure that you’re going in the right direction. But, no, you shouldn’t be doing the actual work to execute on the marketing campaign. Like I’ve told many of you in person, your clients care that you show up with a perfectly prepared proposal book, but they don’t care who filled in the fields or who stood at the machine and bound the book.

And that’s one of the many reasons that, after almost 18 months, I’m still obsessively jazzed about being here at SVN. If you really think about our platform, what it does is give you the tools to get your activity and your brand out there without a lot of effort on your part. You set the direction (and we even help you do that!) and our tools and other features help you make the marketing happen. Here are just a few examples…

  • You can get your listings in front of buyers and brokers on a call, YouTube and SlideShare through our National Sales Call on Monday mornings
  • Qualifying deals can be shared with Advisors across SVN through the SVN National Blast system
  • The SVN 5 Minute Marketer will print – and mail – “Just Listed” postcards for you
  • Real Capital Analytics helps you generate buyer lists
  • BuildOut syndicates deals to multiple websites, getting your listing exposed to thousands or millions of users

Sure, you might have to click a few buttons, but the system is doing the heavy lifting of the marketing work for you. You get deals, and leave the driving – or is that marketing – to us!

To learn more about how you can spend more time making deals and less time making flyers, check out our Careers page here.

[bctt tweet=”Like I’ve told many of you in person, your clients care that you show up with a perfectly prepared proposal book, but they don’t care who filled in the fields or who stood at the machine and bound the book.”]