558 words - 2 min 23 sec Read.
Clients have a list of their “must haves” in a home. I can’t remember any buyer saying a solid foundation was a “must have”, yet a house is worthless without it. It’s one of those things that is naturally assumed. Same is true for real estate agents. If you take the time to build a career based on solid practices and principles, clients will sense your professionalism and will confidently engage your services. If you don’t, they will look elsewhere. Building a successful career in real estate is like building a beautiful home. We start by digging deep and pouring a solid foundation.
"I am shocked by the number of agents
who don’t understand the basic
principles of the real estate industry,"
Here are five things you can do today before reaching out to your first client.
ORGANIZE YOUR MIND
Here are two great video links that say it better than I can.
Simon Sinek’s TED Talk, “Start with WHY” Doesn’t he make clear points on why we must start with the why? Yes, he’s directing his focus more on big businesses, but never lose sight, you are your own business! You’re selling yourself to your clients, you are building your own business!
Daniel Pink’s TED Talk, “Drive: The Surprising Truth About What Motivates Us” He talks about three factors; Autonomy, Mastery and Purpose. Autonomy is the desire to be self-directed. Well, you have that in this business because you are your own boss. Mastery is your desire to be constantly learning and accomplishing things - getting better at something is part of the learning process. And purpose. Pink talks about the difference between purpose motive (your "why") and profit motive, working for money. We all work for money, but when we find our sole motivation is money, we will not be successful. In fact, when profit motive outweighs purpose motive, we will fail.
ORGANIZE YOUR WORKSPACE
Having your office organized and ready to go will make your professional life so much easier when business starts rolling in, and you’ll want to focus on your client. Think office equipment and filing systems. Whether paper or paperless, build a filing system that includes future, current and past clients and business expenses. Also include every item you’ll need to work with buyers and sellers. That will include marketing material, business cards, yard signs, lockboxes and forms.
ORGANIZE YOUR BRAND
Set up your social media that you’ll use for business. Include your local MLS and Realtor.com profiles. Consistent, relevant messaging meant to build relationships is far stronger that advertising your services.
ORGANIZE YOUR KNOWLEDGE
Take the time to read and know your company policies, buyer agency forms, listing contracts and all the disclosures you’ll use in this business. Clients have questions. And you’ll either know (or not know) how to answer them.
ORGANIZE YOUR FUTURE CLIENTS
We all start in this business by reaching out to our friends and family. It’s known as our sphere of influence. Take the time to organize their names, addresses, telephone numbers and email addresses. Don’t be afraid to reach out to them regularly and ask for referrals.
I’ve talked to hundreds – if not thousands - of agents over the span of my career. Some succeeded. Others failed. The ONE common principle that separated the winners from the losers is how well they handled these five activities.
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