In this episode of the Windermere Ask a Coach podcast, host Michael Fanning explores the powerful combination of visibility and ability in real estate careers. He addresses the common "feast or famine" cycle many agents experience and introduces Suzy Welch's PIE concept (People, Ideas, Execution) adapted for real estate success.
00:00 Introduction to Visibility and Ability in Real Estate
01:00 The Importance of Visibility
03:15 Combining Visibility with Ability
05:15 Susie Welch's PIE Concept for Real Estate
05:50 People: Building Deep Connections
07:52 Ideas: Bringing Value to Relationships
09:48 Execution: Delivering on Your Promises
12:48 Consistent Visibility and Relationship Building
15:30 Actionable Tips for Real Estate Success
18:39 Balancing Priorities for Sustainable Growth
23:33 Conclusion and Final Thoughts
- Visibility Challenge: Many talented agents struggle because they're not visible enough in their market
- The Secret Problem: "Being the industry's best kept secret is not a business strategy"
- Balance is Critical: Visibility without ability is just noise; ability without visibility means missed opportunities
- Industry Statistics: 82% of transactions come from repeat clients and referrals, yet only 13% of buyers and 33% of sellers use a previous agent
- Focus on quality of relationships, not just quantity of contacts
- Case Study: Agent Sarah vs. Agent Tom - relationship-building vs. transaction-only approach
- Remember personal details and maintain connections beyond transactions
- Become a source of insight, information, and innovation
- Case Study: Agent Jennifer vs. Agent Mark - providing unique value vs. transaction-focused approach
- Create workshops, personalized analyses, and genuine insights for clients
- Develop reliable, thorough systems that create exceptional client experiences
- Case Study: Agent Lisa vs. Agent David - consistent systems vs. boom-and-bust mentality
- "If you want to optimize, you must standardize" - James Clear
- Consistent contact (at least every 45 days) generates 40% more repeat/referral business
- 71% of clients say they would use their agent again, yet only 25% actually do
- Solution: Create non-negotiable communication calendars and follow-up systems
- Success story: An agent who increased referrals by 40% after implementing consistent visibility strategies
- "You don't have a time problem, you have a priority problem"
- Top-earning agents (>$1M annually) spend only 30% of time on active transactions
- Lower-earning agents (<$100K) typically spend 70-80% of time on transactions
- Audit your calendar for PIE balance: People connections, Ideas development, and Execution
- Create a consistent communication calendar with thoughtful touchpoints
- Become a valuable resource beyond transactions
- Make follow-up systems non-negotiable
- Leverage transactions to demonstrate both visibility and ability authentically
- Rebalance your time allocation across People, Ideas, and Execution
- Email: fanning@windermere.com
- To be featured on the podcast, reach out directly to Michael Fanning
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