Darin attended college at Fresno State and graduated with a degree in urban and land economics (Real Estate). He is a partner with his father Darryl.
Fresno’s population is approximately 750,000. Darin’s average sale price is $404,000 and the average for the area is $320,000.
ASSISTANTS/TEAM
Darin and Darryl manage the Team:
- Two buyer specialists;
- One listing specialist;
- One ful1-time office assistant;
- One part-time college student as a “runner”
Darin has found that referrals greatly increase the odds of a good hire, and one of his primary requirements is that they want to have fun.
SYSTEMS
There is a system in place for everything. Listings, prospects, FSBO’s, expireds, price reductions, and all of their marketing.
If something goes wrong, it is usually a breakdown in systems. The Zuber Team is always working to improve them.
MARKETING
The Zuber Team has 8 different websites, and they have seen the percentage of their business attributed to their websites increase from zero to 20% in the past 18 months.
Their marketing philosophy is largely to focus on people who have already decided to sell. Every FSBO, expired and withdrawn, in Fresno is being touched by the Zuber Team on a weekly basis.
An initial package is sent. Then, there is an 8-week follow-up campaign, after which there are monthly follow-ups for a year. Call-in listings follow this activity on a regular basis. Darin observes that no one else does this consistently, and that makes all the difference. No calls are made - it’s all done by mail, so Darin refers to it as a “soft campaign that works.”
There are 1300 people in the database. The Zuber Team focuses on maximum touches. With mailers, postcards, phone calls, private invitations to sporting events or plays, and client appreciation parties.
As to getting properties priced right, Darin points out that showing the facts and being straightforward with them, is their best approach. lf sellers are unreasonable or unmotivated, they will choose not to work with them. If sellers are motivated but focused on a different price, Darin will tell them what he thinks and then start working on price reductions after about 2 weeks. Every two weeks he does a mini CMA and emails or calls the client.
KEY ELEMENTS OF SUCCESS
Darin observes that hard work and the ability to network are the two primary reasons for their success. Darin and his wife focus on taking “A” clients to dinner and events personally.
