What does it take to succeed in real estate in 2013? Below you’ll find a list of the common denominators that most top producers share. How many of them apply to you? If you spot something that you don’t do, try adding it to what you will try that’s new in 2013.
1. Embrace Change
Most people view change as taking away something to which they have become accustomed. While you may have struggled to learn how to use your new smart phone or tablet computer, would you really want to go back to being tethered to your desktop and a land line? While change can be painful, a great way to approach it is this: It’s a temporary inconvenience for a long term improvement.
2. Push the Easy Button
If you are difficult to work with, the Law of Attraction says that you will attract people who are also difficult. Be the kind of person your clients, other agents, and your office staff enjoy. Develop a reputation of being the person who makes life easier for others–it’s one of the best ways to attract the best quality clients.
3. Over Communicate
Text messages, emails, social media updates–people are inundated with data that demands their attention. The result is most people scan this information and, as a result, messages and communications get garbled. Assume nothing. Always verify that your clients understand the contract, the terms of a sale, or any other communication you may send. Verify, verify, verify.
4. Understand Preferred Communication Styles
Is your client visual, auditory, kinesthetic? How does your client want you to communicate with them–by phone, email, text, or social media platform? The key is to determine your clients’ preferred style of communication and then communicate the way that they prefer to communicate. In other words, if someone is visual, use the words “see,” “look,” or “view.” If they call you on the phone, call them back–don’t text or email.
5. Use Give-to-Get Marketing
Rather than the old fashioned approach of advertising your business, what works today is called “give-to-get.” In other words, you offer a service and determine whether the person wants that service. A great example is if you’re working with a buyer who owns a small retail store. If you see an online article about how she can improve her business, share it with her. The more you’re willing to help her, the more likley she will be to refer you future business.
6. Integrity Matters
If you want great clients who are fun to work with, who tell you the truth, and who appreciate your services, you need to be fun to work with, tell the truth, and appreciate your clients. Follow the golden rule – it’s still golden!
7. Create community.
With all the ways that we can connect virtually, people are still hungry for face-to-face interaction. What they really want is personal connection. Rather than just staying in contact via Facebook, LinkedIn, or Twitter, reach out and connect personally. When you identify two people you know who may be able to help each other, introduce them. Become the person who helps others expand their community. It’s another great way to earn their referrals as well.
8. Never Lose Your Enthusiasm
Remember when you were first in the business and you were excited about every new client? While it may be hard to always be enthusiastic about that overpriced listing or those difficult buyers, ongoing success results from keeping clients happy. Happy clients make you happy with their referrals.
Posted by Bernice Ross
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