Lenz’s level — to not be taken actually — was to be in fixed contact with purchasers and conscious of what they do on a day-to-day foundation and what they want, all of which impacts how they purchase and promote actual property.
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With over 25 years of luxurious actual property expertise in New York Metropolis, Dolly Lenz’s secret lies in staying in her purchasers’ pants, she advised attendees at Inman Join New York on Wednesday.
However, not within the literal sense.
“We stay in our clients’ pants,” Lenz mentioned throughout a panel of luxurious actual property specialists. “We literally need to know what they’re doing, what they need … Just fulfilling all those needs keeps us sticky.”
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Dolly Lenz | Dolly Lenz Actual Property
Lenz works together with her daughter Jennifer Lenz, who additionally appeared on the panel, at Dolly Lenz Actual Property, and moderator Lindsay Listanski of Coldwell Banker questioned how the 2 balanced their power between the youthful, much less skilled agent, and the mature, seasoned agent.
“We really keep ideas flowing constantly,” Dolly Lenz mentioned. “What could sound like not the brightest idea or most innovative actually is once they explain it.”
She mentioned the staff is open-minded on the subject of sharing concepts about find out how to do issues, however it all the time have to be examined via what Lenz known as an “ethics box.”
“That’s really the box that we always need to be sure we’re not doing anything outside of this box.”
Jennifer Lenz | Dolly Lenz Actual Property
Panelist Kirby Lottman of Agent Picture mentioned she’s seen brokers do plenty of progressive issues in recent times with new know-how, however on the finish of the day, a few of the issues that resonate with purchasers most are enterprise fundamentals, like realizing your model and personalizing shopper consideration.
Listanski confessed that she and the panel’s fourth panelist, Michelle Griffith of Douglas Elliman, had mentioned their anxieties about AI along with all of the thrilling advantages it has already dropped at the {industry}.
“We’re being inundated with so many different things,” Griffith mentioned. “AI, streamlining, and I really think we have to focus on going back to the basics.”
The ability of storytelling is one thing that Griffith focuses on in her enterprise as a result of nice tales might help seize a shopper’s consideration in a tough market, she mentioned.
“As agents, we have to really dig deep and differentiate ourselves, and sometimes going back to tell that story is what really resonates.”
Kirby Lottman | Agent Picture
Lottman mentioned that it’s additionally essential to maintain a method in thoughts when holding in contact with purchasers “and being focused on that strategy.” Authenticity and consistency additionally assist, she added.
Griffith mentioned that she additionally makes use of a number of contact factors together with her purchasers and can proceed to make use of ones yr after yr that show to have constant outcomes.
For example, she all the time makes positive to look within the July 4 problem of Hamptons Journal as a result of her purchasers all the time see it.
On high of these recommendations, Lottman mentioned she’s seen that video testimonials additionally make a huge effect on potential purchasers. “Video testimonials are absolutely the most powerful tool you can have,” she mentioned.
Lindsay Listanski | Anyplace
However the elder Lenz’s greatest takeaway for brokers who need to change into actual property icons — like her — was to be within the areas the place these purchasers are, from galas to different occasions. Even should you can’t afford to purchase a ticket, you would possibly be capable of volunteer on the occasion, Lenz instructed.
“So it’s pretty simple,” she mentioned.
“If you love dogs, post about dogs,” she added. “You’d be surprised how many super-wealthy clients you want to attract love dogs.”
Offering an additional degree of service additionally doesn’t damage, Dolly added. She mentioned that she and Jennifer really lately helped certainly one of their long-time purchasers shut an enormous deal in Houston, and flew forwards and backwards there 20 instances over the course of the itemizing and sale.
“Now we’re friends,” Jennifer mentioned.
In closing, Listanski questioned about everybody’s last takeaways for succeeding in actual property.
Michelle Griffith | Douglas Elliman
Lottman mentioned brokers ought to give attention to a hyper-local enterprise method, whereas Dolly Lenz mentioned authenticity is “huge” and Jennifer Lenz argued “respect is big.”
Griffith seconded authenticity and in addition added that connection is an enormous one together with her purchasers. Moreover, she mentioned that brokers ought to try to repeatedly assess their very own weaknesses.
“I’m constantly poking holes in my business and I’m trying to find out where there’s a weakness and where I can diversify,” she mentioned.
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