Alright – so today we’ve got the honor of introducing you to Alicia Lokke. We think you’ll enjoy our conversation, we’ve shared it below.

Alicia , looking forward to hearing all of your stories today. So, let’s imagine that you were advising someone who wanted to start something similar to you and they asked you what you would do differently in the startup-process knowing what you know now. How would you respond?

I’m a Realtor, and as you can imagine, the job is fast-paced, exciting, and often stressful. The hours can feel endless, but after nearly 20 years in the business, I’ve learned valuable lessons that I think apply to any sales profession. Right now, I’m actually working on a presentation titled “What I Wish I Knew When I Started Real Estate,” where I share some success tips I wish I had known early on. I think had I implemented these things sooner, particularly #2 and #5, I would have accelerated my success dramatically.

1. **Find a Mentor or Join a Team**
This is critical for success. I did this right, but it’s too important not to emphasize. A good mentor or team provides support and guidance, especially in the beginning.

2. **Use a CRM System**
Implement a CRM as soon as possible—no matter which one. This is my biggest regret that I didn’t do. I had spreadsheets saved in different spots and had no congruency or consistency to my lists. Be sure to regularly export and backup data from the system if it’s tied to your company. Add every contact with complete details: name, email, phone, and mailing address. As you meet new people, input their information immediately for smooth future correspondence.

3. **Automate Where You Can** Automate repetitive tasks. I use ‘Follow Up Boss’ for templates and action plans, making my communication with clients nearly hands-off once the template is set up. It’s a huge time-saver.

4. **Commit to Self-Improvement** In sales, you have a lot of windshield time in the car. Take that time to listen to podcasts and audiobooks to develop your skills.

5.**Time Block**
Color-code your tasks and block out time each day for specific activities. For example, prospecting could be yellow, emails and office tasks blue, and self-improvement red. Set designated times for each colored task and protect that time from distractions. As an entrepreneur, your tasks may vary day-to-day depending on clients and sales cycles, but you can group them into categories.

Another tip-this is huge-when scheduling appointments with clients, first ask if daytime or evening/off-peak time works best for them, then tell them your availability and go from there. Otherwise, it almost always happens if you ask them when they are available-they pick a time when you aren’t- you feel bad for not being available, and it changes the whole tone of the call.

6. **Choose Your Circle Wisely**
You’re the average of the five people you spend the most time with. People are either a motor or an anchor in your life. Cut the anchors that will never be cheerful in your success. On the flip side, make sure you are a motor to others and help propel them forward.

7. **Mindset Matters**
Always maintain a positive attitude and speak only about what you want to happen. Your mindset shapes your success—whether you think you can or you think you can’t, you’re right.

Alicia , love having you share your insights with us. Before we ask you more questions, maybe you can take a moment to introduce yourself to our readers who might have missed our earlier conversations?

I always had an appreciation for architecture. I applied and got accepted into the Milwaukee School of Engineering and I was going to be an architectural engineer. Instead, my path took me to Duluth, MN and I pursued a degree in Communication. After college, I went into radio sales and quickly climbed the corporate ladder. During that time I also bought my first home. It was a duplex, I rented out the top and lived in the bottom. So, I had a taste of real estate as an investment in addition to loving architecture.

I sold radio advertising for a couple of years, then became the sales manager for one station, then three, then after our General Manager left rather abruptly, I became the General Manager of twelve radio stations at the age of 26. At that time I was the youngest known General Manager in a rated radio market. I was under qualified for the job, but I never said no to a challenge. I was miserable, but I didn’t want to give up. I thought I just needed more time. I held that position for a year and it became clear I was not in the right position for success. My company asked me to stay on as the Director of Sales but I respectfully declined and gave them my resignation. I had no idea what I was going to do next, but the amount of invisible physical weight I felt leave my shoulders at that moment was powerful. I’ll never forget it. I went home that night and called a friend who had been in real estate for a short while. I asked her some questions about it and within two weeks I was signed up for a real estate classes.

Transitioning to real estate was very easy for me. I knew how to sell, communicate, and prospect, I just needed to learn how to sell homes. I had a great mentor and learned the ropes very quickly. I sold fourteen homes in my first six months. I knew I had found my calling. That was almost twenty years ago. I work with both buyers and sellers in Duluth, MN and Superior, WI, commonly called the Twin Ports, and surrounding areas within a 45-minute radius. I have two other women on my team and the three of us make a powerful group helping all of our buyers and sellers.

My passion for what drives me to do this business is my craving for soulful connections with people. I love helping people! And I love real estate! I never get tired of looking at homes I haven’t seen before. The fact that I get to marry these two things together and call this my career is simply amazing.

What people enjoy about working with me is that I’m knowledgeable, caring, creative, tenacious, and a problem solver when needed to be. Like I said earlier, I never say no to a challenge. I have gotten my clients through some pretty gnarly situations. My broker has said to me on more than one occasion “Alicia, I have never met someone that jumps in a pile of sh *t and comes out smelling like roses like you do!” LOL! It’s true though, I figure when you still have a buyer that wants to buy, and a seller that wants to sell, you can work it out.

I always tell people I’ll sell real estate until I die or retire, whatever comes first. Then of course I follow that with saying I better retire first!

Any fun sales or marketing stories?

I had buyers whom I had shown several homes. Mr. Buyer was particularly pickier than Ms. Buyer. After months of looking and many many homes, Mr. buyer stated one particular home that he said he would buy. It was a great home. It was in a cul-de-sac, had an unfinished basement for equity building potential, and it was a newer home. The only problem was-that home was no longer listed for sale.

I quickly called the prior listing agent and asked about the opportunity for an off-market showing through him. He told me the seller was letting the home go to foreclosure. They had turned in the keys and moved to Hawaii. The agent had given up that he was going to sell that home. This was in 2008-2009 when there were a lot of foreclosures and short sales going on so it wasn’t a surprise to hear that information. But I wasn’t giving up yet, so I decided to try and find the sellers directly.

The internet was not nearly as robust as it is now, so attempting to find them wasn’t going well. Then it hit me-I’ll just mail them a letter, and hope that their mail forwards to Hawaii. Sure enough, I received a call not too long after I sent the letter. The seller shared that she had two loans on the home. I asked more questions, learned that no foreclosure proceedings had started yet, and discovered that she had enough equity to pay off the first loan in full. This only left the second position lien holder being shorted. I knew if this home went into foreclosure, the second lien holder would get nothing.

From there I proceeded to get an offer in writing from my buyers. I presented the offer to the second position lienholder, a local bank, and told them it was either accept my buyer’s offer, or they would get nothing if this home went into foreclosure. The bank accepted the short sale offer and the rest is history. Those buyers still live in that home to this day.

What’s been the most effective strategy for growing your clientele?

The best source for growing my clientele is working my sphere and keeping in touch with past clients. I stay connected with people that already know, like, and trust me. A word of mouth referral is the best and easiest way to grow your business. I Nurture them by providing something of value on a regular basis. I tell my clients I make it hard to forget me! I send monthly newsletters, I do a few annual appreciation events, I call them on an annual basis to see how the family is going, how the house is going, etc.

Write handwritten notes, two a day should be your target. People love a handwritten note! Instead of writing things on Facebook and social media when you see fun announcements, engagements, birthdays, anniversaries, sympathies etc. send them a handwritten card. I had a client whose mother passed away while we were working together. I sent him a sympathy card. I didn’t know him well, and I didn’t know him before we started working together, but it felt like the least I could do. After she passed, he took a little break from looking at homes for a bit. The next time I saw him, he told me that I was the only one that sent him a card. I know this man has close people in his life. I was shocked. He said with Facebook, everyone wrote their sympathies on there. You can be sure I left a lasting impression on him because I took the time to express my sympathy.

Don’t buy into every salesperson who calls you and wants to sell you ads/leads. I’m not saying don’t listen to the pitch but be very careful about spending your dollars. Spending dollars appreciating past clients who are raving fans and will tell others about you is much more fruitful and rewarding.

Contact Info:

• Website: https://www.TheLokkeGroup.com
• Instagram: alicialokkerealtor
• Facebook: Alicia Lokke, Realtor, Messina & Associates
• Linkedin: Alicia Lokke

Image Credits

Tatiana Marie Photography
Laura Jean Media Services