This is the ‘holy grail’ of questions for any real estate agent, let alone a new one trying to get a foothold in the industry. I think I know the answer and it isn’t a surprising explanation for those who have successfully transitioned from the new kid on the block to a successful real estate agent.
Are you ready for the answer?
Hard Work. I told you it wouldn’t be a surprise but it is plain and simple, the core requirement to succeed in this industry. You have to put in the hours and be prepared to be rejected, but you need to get back on the horse and keep going. Of course, there are some things you can do to help you succeed. Here are a few suggestions which will help:
Keep an eye on your peers
There is nothing wrong with watching what your peers are doing in the industry. They have served their apprenticeship, so they must be doing something right, right? Therefore, it pays to look and learn. Also, don’t be afraid to join a networking group. There are a heap of successful agents willing to help and give advice. LinkedIn is a good source for these.
Be you, be genuine
I say genuine rather than honest, as being genuine can reflect the intention of a person. If you genuinely show the intent to help your client then they will definitely respect you as a real estate agent, which leads to return listings and recommendations.
I would highly encourage building this into your post sale process. In the world of social media, a testimonial is worth gold. Use them, be proud and flaunt them but, make sure you seize the opportunity to grab them when you can.
Brand within a Brand
People will judge your ability to sell their property based on their first impression of you. Therefore, it is so important to have your own brand and to create a high-quality, visual identity. Invest in yourself, pay for professional photographs of you, build a personalised website that showcases who you are and why they should choose you over the opposition to list their home. There are so many benefits to creating yourself as a brand, it conveys stability, builds loyalty and trust just to name a few important ones.
Engage, nurture and grow
I’ve put the sentence below in bold for a reason. If there is one thing you should take away from this article, it is this:
Every single person you meet, whether it be at the corner store or an open home, is a prospective client. You need to have access to them and they need to have access to you.
This is the crown jewel; you need to be accessible and you need to be front of mind. In my opinion nothing does this better than social media. However, this statement does come with a disclaimer. You have to do it right. It’s not all about showcasing listings. As important as social media is, you will need to build a database of contacts. Get into a habit of asking them if its ok to add their details to your VIP list because, like I said, every single person who you can add to your database is a potential client. Just make sure that when it comes time to send them information, it is engaging and relevant. Don’t undo all the hard work and send them clunky emails. Invest in the best. Pay for a good emailing tool or platform and if you don’t have the time to invest in social media, outsource it. I do!
So there you have it, that is my formula. Hopefully these suggestions will help you as they did for me. Just remember to be genuine and show a desire to serve your client’s needs.
Add the secret ingredient above (hard work) and you will hopefully get enough listings to keep you busy and productive.
Hear Jarrod Perry as featured on REUNCUT