Archive: Nov 2018

How to Lead Generate and Create a Team of Specialists

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Recently, our very own Russell Putterman was featured on the Spacio podcast – The Sales Pitch – designed for real estate professionals seeking to amp up lead generation, discover valuable strategies, the playbooks of top producing agents and business Sales Pitch Podcastcoaches. In episode 4, Russ explains why lead generation is one of the most important habits for any agent and how it builds momentum that makes everything else work. The full episode can be found here to listen, but some of the key takeaways that you will get from listening include:

How have Russ and the team expanded their network of clients?

There are a few different sources that we have noticed the highest success for expanding our network. This includes constant updates to the database, consistent open houses, hosting or attending networking events and being open to connecting with people that we may not know.

How does our team perpetually differentiate ourselves within Manhattan?

We do our best to run our model per the “Millionaire Real Estate Agent” by Gary Keller – The methodologies from this book allow us to have specialists such as team members on the buyer side, commercial and seller side. With this is in mind, we are able to direct leads in different directions through our systematic workflows in our internal CRM system and hold high accountability for team members to follow up with these leads.

How to build rapport with someone you don’t know and what are Russ’ favorite conversation starters?

An easy way to build rapport is to find commonalities and ask open ended questions that can continue to grow the conversation. Some examples of simple starter questions include – where are you moving from or how long have you been looking.

How is the Focus team trained?

This is a two fold answer – The team is offered training through the Keller Williams NYC market center. Team members are advised to attend training at least once a week and the market center offers trainings almost daily. We also offer team level training – everyone has a weekly consulting and reporting meeting to goal setting, finding what they are looking to achieve. The team also offers the component of hands-on training. This would include hosting open houses and taking buyers on tours – agents who have more experience are also available to provide leadership and guidance along the way.

What is Focus’ system for following up?

This all truthfully depends on type of contact. As mentioned previously, we segment contacts by specialist but we also segment those who have been “met” vs. “not met”. For those who have been met, we set a goal of reaching out 30 – 40 times per year through the phone, email, mailers and events. For those who have not been met, we often start with more frequent touches and then decide after a certain amount of weeks how to categorize.

How can agents up their sales game?

The key is LEAD GEN – make sure you track in your CRM or spreadsheet for every communication that you have with people – the follow up is just as important if not more important that getting the initial lead.

To listen to the full podcast which includes more information on average conversion rates and channels used to nurture leads, click here. If you are interested in learning more about our team, contact us today or text us (347.974.4079).

Determine Your Renting Wants and Needs

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The process of renting an apartment in NYC is unlike anything else in the world. Often times, there is limited inventory and strict requirements that produce a competitive and face-paced environment. Being prepared can make all of the difference in locking down your apartment or falling flat and the first step is determining what exactly you are looking for.

It is important to identify your wants and needs as you will be able to fine-tune your search even further instead of getting overwhelmed by options and the fast turnaround. A strong place to start is by identifying the following:

  • Your Price Range – You should have a minimum and maximum in mind so that you could plan budget appropriately and also keep utilities in mind for cost. If you are living with roommates, it is also important to make sure that everyone is on the same page for the min and max budget.
  • Location – In NYC, your defined neighborhood could make all of the different in what you pay for rent. Make sure that you are comfortable with the cost of the neighborhood you are picking and could of course envision yourself living there for at least one year.
  • Amenities – Decide what your must-haves vs. nice-to-haves are before the search. This will help to reduce the stress since you will be able to better weigh pros and cons of each place you are looking into.

As a next step, you will also want to consider working with a licensed real estate professional as they will be able to do the heavy lifting of searching the market, making sure that showings are scheduled for you and can also assist with weighing the pros and cons of each unit. A professional could also help you to find the unicorn quickly as this is their primary focus and they know the neighborhoods/price ranges associated.

At Focus Real Estate, our rental specialists have a deep understanding of the market and can quickly secure appointments in this competitive market. For more information or if you are looking to rent in the near future, contact us at or text us at 347.974.4079.

Download our full guide to renting in NYC >>