September 30, 2023

“We’re actually not in the actual property enterprise…We’re within the relationship enterprise,” mentioned luxurious dealer Dolly Lenz on the ultimate session of Inman Join New York on Thursday.

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If there’s one easy however broad factor brokers can do to make what is anticipated to be a gradual 12 months a lot better, New York luxurious actual property dealer Dolly Lenz had two phrases.

“Be obsessed,” Lenz instructed a crowd on Friday, the ultimate day of Inman Join New York 2023.

She and her daughter Jenny Lenz expanded on different methods to generate extra enterprise this 12 months. However at a excessive degree, Dolly Lenz mentioned brokers who put within the work can be ready to win enterprise if they’re passionate concerning the craft.

Dolly Lenz | Picture by AJ Canaria & Mercedes Santiago of MoxiWorks

“Don’t stroll right into a home and say, ‘Gee, what ought to this commerce for?’ Dolly Lenz mentioned. “Be ready. If you happen to’re obsessed it’s naturally going to occur. You may be ready.”

The pair, who each function beneath the Dolly Lenz Actual Property brokerage, closed out the ultimate session at Inman Join after three days of speeches and panels about the place the actual property market is transferring and the way brokers and brokers can sustain.

“All of that element goes to make you credible,” Dolly Lenz mentioned. “And for those who’re credible you can be profitable.”

“We’re actually not in the actual property enterprise,” Dolly Lenz mentioned. “That may be a car by which we make a dwelling. We’re within the relationship enterprise.”

Jenny Lenz | Picture by AJ Canaria & Mercedes Santiago of MoxiWorks

Issues like sending associates and previous shoppers an e mail with an article that’s related to their curiosity, reaching out on birthdays or providing congratulations can all work wonders, the Lenzes mentioned.

“We’re not insurance coverage brokers the place yearly you renew your coverage come January,” Jenny Lenz mentioned.

“You actually must have these touchpoints as a result of in any other case, folks overlook you,” she added. “They simply use their Aunt Sally or Uncle Greg who simply obtained their license.”

Electronic mail Taylor Anderson