The population for Tulsa, Oklahoma is approximately 500,000. The average sales price for the area is $134,000 while Julie’s average is $450,000. Julie has been in the business since 1979.
All of Julie’s business is repeat and referral. As Julie puts it, she now enjoys “Fish jumping in her boat.”
ASSISTANTS/TEAM
Julie’s assistant, her daughter, and her husband are licensed. They handle meetings with appraisers and inspectors and deal with seller issues.
She has “showing assistants” that are allowed to hold open houses on her listings as well.
Julie also has a mortgage partner relationship with someone who is like - minded and cares about her clients. Julie’s focus is on “Dollar Productive” activities.
SYSTEMS
Top Producer is the Customer Relationship Management (CRM) system that Julie’s team uses. There are currently 250-300 past clients in her database.
Listing Packets are prepared, by market, in advance, to easily facilitate their presentation. Marketing examples from Luxury-Homes.com and Realtor.com (enhanced) are included.
At her listings, Julie has an 8 1/2″ x 11″ that on one side says “Please Leave Your Card”, while on the other side it says “To View My Properties Online.. .” and leads buyers to her website.
MARKETING
Staging is a key element in Julie’s strategy with her sellers. This gives her an opportunity to maximize the physical and visual appeal of the property, without her having to personally attack their taste.
Sellers often need to “try the market” at their price. The “Miss America Theory” is how Julie helps sellers see that a correct price will actually save them money. She explains that a property must make it to a buyer’s top 10, and then to the top 3 before it can be #1. One buyer might pick “Miss Texas”, and another might pick “Miss Oklahoma” for totally different reasons. However, if you don’t get to the top 10, you’re not going to get into the top 3, and you certainly aren’t going to be picked as #1. Julie then lays out the statistics regarding the number of properties on the market and the absorption rate, and she prepares a Brokers Price Opinion and a Market Assessment.
KEY ELEMENTS OF SUCCESS
FAITH - Ju1ie’s faith drives the positive attitude that creates energy, strength, and momentum to help her approach buyers and 1 sellers alike without judgment. Then she can effectively listen to “motivate and mediate” to a successful answer or solution.
EDUCATION - Education has been a major influence on Julie’s career and confidence. Julie feels strongly about the CRS course 204 - “Finance” - as being one of the most helpful courses available.
CELEBRATION - Julie strengthens her relationships by holding an annual Holiday Party at a beautiful country location. The party features dinner, music and the spirit of the season.
