To be a top broker you’ve got to be hungry, says Aussie’s Erica Elvy, and there’s no use waiting for anything to come to you.
To be a top broker you’ve got to be hungry, says Aussie’s Erica Elvy, and there’s no use waiting for anything to come to you.
The Aussie Rouse Hill franchisee says proactivity is what she lives by, and what she expects from her team.
“You meet a lot of people who like to do this as a side-line or part-time job - that’s not what I’m looking for. I like to have brokers that are hungry and want to succeed.
“If you need to be motivated you’re in the wrong business,” says Elvy. “It’s tough out there.”
That means staying on top of your workload and your client base, says Elvy, and never waiting until a customer calls you first.
“You have to work hard; you have to take every phone call, you have to keep in constant contact with them, you have to call them and keep them updated all the time.
“Don’t wait for them to call you, call them before they even think about it. Every step of the way we have a system in place where we contact the customer and let them know what’s happening.”
Elvy also extends this approach to her lender relationships: knowing lender policies inside-out, and using lender contacts as collaborators, not just problem-solvers.
“It’s not just about fixing things when they go wrong, they can guide you so that nothing does go wrong in the first place. If you see a potential problem, find out what you can do to stop that from happening.”
And the secret to keeping a proactive approach? Unfortunately, says Elvy, there are no shortcuts in this business.
“Everyone always wants the magic answer, or something that you do differently. Unfortunately it is just about hard work. You just have to constantly keep going, finding ways to improve and surrounding yourself with people that feel that same way you do.”
Look out for more thought leadership from some of the nation’s leading female brokers in the next edition of MPA, out July 22.
