I was recently catching up on my DVR’d Million Dollar Listing episodes and thinking to myself, “Man…I wonder how these guys found so much success at such a virtually young age? They must have made a deal with the devil to be in their amazing position.” And it really got me thinking about what really makes a realtor a success. After a little bit of research, I’ve found that there are just a handful of really basic rules to keep in your pocket to ensure that you are at the top of your game…
Firstly, don’t be a property snob. While we would love to only sell the high-end properties, there is a lot to be said for your typical run-of-the-mill opportunities. Keeping your perspective, and ego, in check will not only bring in continuous listings, but it will also bring in more opportunities for referrals. And we all know, word of mouth is key in this industry.
Speaking of word of mouth, how do you handle the clients you’ve successfully placed into their new homes? Do you bid a fond farewell and never speak to them again? If that is the case, you are shooting yourself in the foot and basically giving any future business away. Don’t abandon these successes. They are the keys to your future business. Check in every so often. Ask if they need anything or just ask about the family. These simple gestures will go a long way when one of their acquaintances is looking for a realtor.
And when you get a new client calling, answer the call. Yes, in today’s world it is easier to send a quick text or email, but the effort taken by giving a little bit of personal attention is important. The voice can convey a message much clearer than an electronic message can. Be prompt with your responses and you will find that your clients will be more than appreciative.
When these clients come a’calling with a desire to buy or sell a property, ask questions. Lots of questions. Not just about how many bedrooms or locations, but really get into what they are looking for. The more you find out about why they are buying/selling and what exactly their goals are, the more inclined they will be to come to you with their trust, questions and worries. This is a scary time for a prospective client. Having the answers they seek and helping them find what they are hoping for will do nothing but bring you a grateful client for life. Building trust is a big obstacle a realtor faces. The public is trained to believe the real estate game is a world of doctored photos and “fluffy” listing descriptions. Keep it real. Honesty goes a lot farther than the “used car salesman” approach.
And as you follow these general tips, and your client list continues to grow, keep this in mind…We need to work to live, we shouldn’t live to work. Don’t allow your work to come before your personal life. Life is just too short. We shouldn’t put off decompressing for a sale. Watch your kid’s little league game. Go out with your friends. Burnout is a huge issue in this industry. Prevent it from happening. A client will be there when you get back.
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