eXp Realty
6991 E. Camelback Road
Scottsdale, AZ 85251
United States
Arizona US

Tip: Use a database program so customers don’t slip through the cracks.

Curtis Johnson’s climb up the ladder of success took just 89 steps.

Those steps are included in the “89-Step System” he created to give top-notch service to his customers and clients. The program helped Johnson, CRS®, GRI, ABR®, reach $8 million in sales volume during 2001.

The Chandler, Ariz., practitioner intends to double the figure in 2002 with the help of his team at RE/MAX Achievers—two buyer specialists and a transaction coordinator—and his 89-Step System.

One of the more important marketing ideas from the system is putting virtual tours on floppy disks and attaching them to flyers in front of homes. “Nosy neighbors tend to take them and share them with friends interested in the area. It’s ‘viral’ marketing,” says Johnson.

His system also includes a toll-free number, which tracks incoming calls, as well as weekly feedback reports to clients. An automated phone system alerts interested colleagues and buyers when a home’s price is reduced. “Everything is about differentiating ourselves.”

There’s one step in Johnson’s system that clients love—and it hasn’t hurt his wallet, either: Johnson pays to have homes cleaned before they’re listed. “Our listings sell faster,” he says, “and for more money.”