208: How To Score Touchdowns

Real Estate Survival Guide
Real Estate Survival Guide
208: How To Score Touchdowns



In this episode, I use football as an analogy to talk about creating success in your real estate business. I talk about Paul, who is a coach at a real estate company. He does an amazing job teaching and coaching Realtors on how to have success in the real estate business. Paul also sees Realtors struggling with the follow up and the follow through—they either close a deal and never talk to that person again, or they don’t have good communication.

Real estate and football analogy

What does real estate have to do with football? How does Tom Brady consistently make all those touchdowns? How does that translate into success in the real estate business?

Tom Brady doesn’t make those touchdowns and win the game by throwing an 80 yard “Hail Mary” pass every time. It’s called a Hail Mary pass for a reason—because it’s basically impossible and you’re praying that you can score. Tom Brady doesn’t do that. He hands off the ball a few yards, runs, passes the ball a few more yards, and runs again for as many times as it takes to reach the end of the field to score. That’s what we need to do with our clients!

Client touchpoints

A pass, a run, a pass, a run…each of those is a touchpoint with your client. Each one of those plays is a time you reach out to your clients, your sphere of influence, and the people you’ve worked with. Wish them a happy birthday, happy anniversary, or congratulate them on being in their house for a year—share a post about it on social media. It’s all about touchpoints. Realtors are not having success because we are not making enough touch points. We post on social media about our business and hope that people see it, but five years down the road when a client is ready to sell their house, they haven’t heard from us once during that time. The relationship with a client begins at the closing table. Touchpoints shouldn’t be something that you just check off a list, they should come from a heart that wants to help and serve people. Be a friend.

I talk about a client who found themselves without anyone to help them move at the last minute. I stepped up, showed up, and helped them. That client will always remember how I went out of my way to help and serve them without wanting anything in return. What creates success in the real estate market are touchpoints. But Realtors are missing the mark here. Check in on your clients multiple times a year, find out what they like—a favorite candy, coffee shop—things that show your client you’re thinking of them. Multiple plays, multiple interactions, multiple touchpoints with your clients will score touchdowns and build great relationships!

Podcast edited by Kenny Carfagno.

Show notes and blog posts are created by Jennifer Harshman and RealtorEmails.

John Schuchman is a licensed REALTOR® in Lancaster, PA, with Berkshire Hathaway HomeServices Homesale Realty and a part of the Andrew Welk Group. The opinions shared on this show represent the opinions & values of John Schuchman and do not necessarily represent the opinions & values of Berkshire Hathaway HomeServices Homesale Realty. The opinions & ideas shared in this podcast do not guarantee or promise any results of success to the listener.

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