Gretchen Territo: "What's it going to look like?"

Ever wondered what it takes to build a successful real estate business?

In this episode of the Real Estate Excellence Podcast, host Tracy Hayes interviews Gretchen Territo, co-owner of a successful husband-and-wife real estate team. Gretchen shares her journey from corporate sales and teaching to becoming a key player in the real estate market. The discussion highlights the importance of time, consistency, and a focus on mastering each task before moving on to new challenges. Gretchen emphasizes the role of personalized value-adds like staging, pressure washing, and building strong vendor relationships. The episode delves into the significance of maintaining touchpoints with a large clientele through consistent newsletters and community-focused events. The conversation also addresses the evolving market, the challenges of initial real estate ventures, and the strategies that make Team Territo a standout choice for clients, whether they are buying, selling, or investing.

Tune in to this episode as Gretchen shows you what it takes to create a successful real estate business that truly serves client needs!

Highlights

00:00 - 04:59 Gretchen Territo: "What's it going to look like?"

·       We welcome Gretchen Territo to the show!

·       Gretchen shares her unique journey from obtaining a sociology degree.

·       Transitioning to educational sales to ultimately finding her passion in real estate alongside her builder husband, Matt.

·       Their strategy of flipping distressed properties while balancing personal life changes, like adopting their children.

·       How she has transferred from her diverse career background to excel in the real estate industry.

·       Remi Graphics ad.

05:00 - 28:16 CRM Strategies and Newsletter Insights

·       The journey of a successful educational sales professional transitioning to the real estate market.

·       The strategies for effective marketing and relationship management.

·       The significance of consistent efforts like newsletters.

·       The pivotal role of staging in selling homes.

·       The importance of long-term planning, leveraging personal and professional networks, and adapting sales tactics.

·       Practical advice for new agents.

·       The importance of consistency, relationship building, and staging in achieving success.

28:17 - 37:38 Leveraging Newsletters for Real Estate Success

·       Effective strategies for utilizing a CRM to maintain and grow a client base through consistent communication and personalized touchpoints.

·       It details a dual newsletter approach—one focusing on community and lifestyle, and the other on market updates and listings.

·       The newsletters boast a subscriber base of 7,000, aiding in client and local business engagement.

·       How her team uses automated, tag-driven email campaigns to nurture potential buyers.

·       The importance of consistently adding contacts to the CRM, leveraging internet leads, and incorporating team members' databases is emphasized.

·       Special attention is given to the strategy of focusing on repeat and referral business.

·       Sending personalized quarterly gifts and events for clients to reinforce relationships and customer loyalty.

37:39 - 50:03 Understanding Client Needs for Long-Term Success

·       Prioritizes building strong local connections over spending on internet leads for real estate business.

·       Gretchen organizes an annual event at Sykes Family Farm to appreciate their 'friends of Team Territo'.

·       The significant return on investment (85% of the business) from these personal connections versus impersonal internet leads.

·       The rising costs of staging homes and how some agents are managing their own staging to cut costs and enhance control.

·       The challenges agents face when they reach their capacity and the strategies for hiring to support scaling, such as:

o   Leveraging Keller Williams’ models

o   Hiring admin staff.

·       Leveraging her husband’s expertise in construction help build trust with clients.

·       Confidence and understanding in the real estate market.

50:04 - 1:04:40 Conclusion and Why Choose Team Territo?

·       Transparent conversations and understanding clients' long-term goals in real estate is emphasized.

·       The significance of looking beyond immediate needs.

·       Team Territo's approach focuses on creating a luxury experience by:

o   Blending consultative selling with deep industry knowledge;

o   Staging; and

o   Personalized relationships.

·       The value of a personalized consultation, like those held by Team Territo, which can lead to better client satisfaction and referrals.

·       Contrasting it with a transactional real estate business model.

·       The relevance of understanding each client's unique needs to build lifelong client relationships.

·       Conclusion.

Quotes:

“There are a lot of successful agents and teams that do run a very transactional business. Every portion of the transaction is leveraged out.” – Gretchen Territo

“Anything that you decide to do, do it until you master it and it just becomes the way it's just part of your process before you take on something else.” – Gretchen Territo

“It’s smart for agents to think about ways that they can add value to their businesses and whatever that means for them.” – Gretchen Territo

To contact Gretchen Territo, learn more about her business, and make her a part of your network, make sure to follow her on Instagram, Facebook, TikTok, and Website.

Instagram: https://www.instagram.com/teamterrito/

Facebook: https://www.facebook.com/TeamTerrito

TikTok: https://www.tiktok.com/@gterrito

Website: https://trustedterritory.com/

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