Building a Scalable Real Estate Business: Amy Stockberger’s Approach to Legacy and Lifetime Client Value

Real estate success isn’t just about closing deals. It's about building something that lasts—something that continues to grow beyond the immediate transaction. Legacy, scalability, and lifetime client value are the cornerstones of a business that not only thrives today but also stands the test of time.

Recently, I had the pleasure of interviewing Amy Stockberger, a top realtor from South Dakota and the founder of Amy Stockberger Real Estate and Lifetime Home Support, on my podcast. During our conversation, Amy shared her incredible insights into how agents can shift their focus to creating more sustainable businesses while also nurturing long-term relationships with clients.

Transactional to Transformational Service

Amy believes that agents must evolve from a transactional mindset to a transformational service model. So often, we focus solely on the sale itself. But, as Amy points out, the real value comes when you continue to serve your clients beyond the transaction.

Agents should be there for clients as they navigate all stages of homeownership, whether they're buying, selling, or just needing advice. When you provide genuine value throughout their journey, you foster trust and loyalty, which in turn creates lasting bonds.

Building a Scalable, Sellable Business with Legacy in Mind

While many agents excel at closing deals, a few take the necessary steps to build a business that can stand on its own, or even be sold down the line.

Amy’s approach is built around the idea that your business should be referable, scalable, and eventually, sellable. She talks about what she calls the “silver tsunami”—a wave of aging agents who are looking to exit the business. Many of these agents have a wealth of client relationships and experience, yet they haven’t structured their businesses to monetize those assets.

Amy's model helps agents build businesses that not only generate income today but can also be sold in the future, allowing them to profit from the relationships and hard work they've put in over the years.

Leveraging AI to Uncover Client Opportunities

Amy uses ProInsight to create a new category of technology she calls “Relational Tech,” powered by AI. This tool helps agents uncover hidden opportunities in their client databases, which is something most agents aren’t doing.

Rather than being reactive, Amy emphasizes the importance of being proactive in reaching out to clients. With Relational Tech, you can uncover patterns, such as potential sellers or clients nearing a life change, and reach out before they even consider contacting an agent.

The Use of Relational Tech

• Helps identify clients who may need to sell their homes soon.

• Provides detailed insights into clients' circumstances, such as age or equity in their homes.

• Allows agents to be more proactive, ensuring no opportunity is missed.

By leveraging this AI-powered system, Amy's team can stay ahead of their clients' needs, leading to a more efficient and profitable business model.  

Creating and Monetizing Vendor Partnerships

Amy’s team has established a program where vendors can pay to be part of her network, providing them with exposure to her client base while also offering her clients exclusive benefits.

Here’s how Amy monetizes her vendor partnerships:

• Moving Trucks: Clients can use branded moving trucks for free, and the space is monetized by offering vendors the opportunity to advertise on the trucks.

• Party Shed: Amy offers a shed stocked with bouncy houses, cotton candy machines, and other party supplies, also branded with her company’s logo.

• Tool Shed: Clients can borrow tools for free, again helping to keep the brand top-of-mind.

These services not only help build a relationship with clients but also create additional revenue streams for the business.

Importance of Authenticity and Building a Referral-Based Business

For Amy, agents should be real with their clients and offer value without expecting anything in return.

When clients feel like you genuinely care about their needs, they’ll refer you to friends and family. Amy Stockberger Real Estate operates on the principle that referrals convert at a much higher rate than cold leads.

According to a Nielsen study, humans trust referrals from friends and family 92% more than any advertising or marketing. So, when you provide top-tier service and build those real, authentic connections, your clients will be your biggest advocates.

Exit Strategies for Aging Agents

As the real estate industry ages, many agents are starting to think about retirement. But how do you transition out of a business you've spent years building? Amy stresses the importance of planning for this.

How Agents Can Transition Their Businesses to New Leadership

• Agents should develop a system that ensures their clients continue receiving top-notch service after they exit.

• It’s crucial to identify and train the right person to take over, so the legacy can continue.

• By monetizing their book of business, retiring agents can profit from years of hard work.

Amy’s model provides an exit strategy that benefits both the aging agent and their clients, ensuring no one is left behind.

Importance of Continuous Learning

The real estate industry is constantly changing, and staying ahead requires continuous learning.

Amy’s Lifetime Home Support Model is designed to help agents create lifetime relationships with clients by offering lifetime lead strategies.

Real estate podcast production is also a good way to learn and grow. Having a podcast lets you expand your network, connect with industry professionals, and share and receive useful information.

Want to hear my entire conversation with Amy? Listen to our podcast episode!

Tune Into REalizations Podcast for More Insightful Conversations with Real Estate Leaders!

Amy’s insights are truly revolutionary, and I’m grateful to have had the chance to share them with you. To hear more from top real estate leaders, like Amy, tune into REalizations Podcast.

And, for anyone buying or selling a home in the Bay Area, CA, I’d love to help you make the process as seamless as possible. Get in touch with me today! 

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