There is no simple recipe on how to become a successful real estate agent. It takes hard work, and always starts with working on you. Taking stock of your character traits requires honesty and courage.
In the real estate industry there are several traits that we see over and over again in our top-selling agents. It’s our goal to minimum the negative traits while building on the positive traits.
Do these traits describe you? If not, they should!
Real winners are often consistent winners. They bring in the big numbers every month, every quarter and every year, year after year. Great real estate agents don’t rest on their laurels after posting one great month. They continue doing whatever it was that contributed to that great month, and they don’t stop. From appearances to attitudes to processes, consistency is crucial.
Champions never quit. Sure, they suffer some injuries and setbacks. But they never quit. A persistent real estate agent learns from mistakes and gets back out on the battlefield. They don’t use setbacks as a reason to throw in the towel. From following up on leads to editing scripts and finding a way to make clients happy, real estate agents need to demonstrate persistence in every aspect of their business.
If the goal is clear, it’s easier to focus on. Successful real estate agents know what they want. They work toward a set of measurable goals. Go ahead and set a sales goal. Now, set a more aggressive stretch goal. If you aim for the stretch goal, you will likely end up somewhere between the sales goal and the stretch goal. Shooting for the moon and landing in the stars is not a bad place to be!
Many real estate agents believe they can become more effective by improving their closing skills. But truth is they end up turning off prospects because they are working so hard to prove how great they are. Instead, agents need to focus on the client’s needs. This starts with active listening.
> Encourage – “Please tell me more…”
> Clarify – “When did that happen…”
> Normalize – “I’ve had other clients…”
> Empathize – “I can appreciate that…”
> Solicit – “I would like to hear your thoughts on…”
> Validate – “I appreciate your willingness…”
Who are you going to thank at the winner’s podium? All goal medallists have supporters to thank, whether it’s a colleague, coach or mentor. Not only do effective agents have a solid network of support, they know how to ask for help when they need it. They know that asking for a professional second opinion pays big dividends. Surround yourself with talented people and ask for help when you need it.
Are you having trouble being persistent? Unfocused? Inattentive? It’s time to look who’s on your side and decide if it’s time to get someone new to help you reach your new heights. Let’s talk about transforming your business.