An agent’s ability to negotiate deals, arrange appointments, and assist clients is critical to their success in real estate. You must also keep up with industry news and trends. The best real estate agent success ideas, on the other hand, are those that assist you generate a steady stream of high-quality leads. In 2021, the following 14 suggestions can help you become a more effective agent:
Make a business plan first.
Each of us should revisit or create an xpu ha lots for sale business plan for the following year at the end of the previous year. This may appear to be a time-consuming activity, but it will reveal which actions helped a business expand in the previous year and which ones failed. Consider a business strategy as a recipe or set of instructions for repeating what worked in the past.
We measure success and failure in real estate by whether a transaction closed and whether we made money. Long-term success, on the other hand, is not always that straightforward. While some of us believe we can just “fly it” and go by the “seat of our pants,” realize that if you don’t have a strategy, you’ve just been lucky. A business plan pushes you to examine your company’s origins as well as the effectiveness of lead generation tools.
This is a significant secondary benefit since real estate agents, particularly rookie real estate agents, frequently invest money on systems that do not provide a financial return. We normally don’t notice if the system isn’t working until we can’t pay our payments or don’t have anything in escrow. If you don’t evaluate your company plan on a frequent basis, you’ll virtually always find yourself in a fight-or-flight position, scrambling to generate future revenue.
Check out our post on how to write a real estate business plan for more information on how to get started.
2. Categorize Your Contacts in a Database
We generally add everyone and anybody we encounter in our contact database when we first start out as a real estate agent. However, over time, you’ll see that some leads are more likely than others to result in a property purchase or sale. This is why it’s crucial to categorize connections so that your time and resources are focused on clients who refer you business frequently.
The simplest approach to arrange your client database is to divide them into three groups. Your hot leads are the first group. These are clients who are continuously thinking of you. When a client needs a real estate agent, you are the first real estate agent that the client suggests. Take extra precautions with your hot leads. The money will come if you express real gratitude to those who refer business to you.
Your warm leads make up the second group. These are clients that may only refer you on rare occasions, but who could be pushed into your hot lead category with extra nurturing. Cold leads are the last group. These are people you’ve helped but who have never referred you to another lead. While you should devote more time to following up with the other groups, don’t dismiss these individuals. These customers are nonetheless aware of your business practices and may refer you to a lead in the future.
Pro tip: Never underestimate clients who send you business on a regular basis. Any firm that is profitable is a good business. Treat every recommendation the same, whether they give you ten or one deal every year.
3. Expand Your Circle of Influence
The finest sources of leads and future business are people who know, love, and trust you. These people extol your praises and have direct knowledge of how you run your company. You’ll want to stay in touch with this group of people on a regular basis or “in the flow” with them because they’ll refer you to relatives and close friends. However, you don’t want to appear desperate by checking in too frequently. Holidays, birthdays, and anniversaries are excellent ways to stay in touch more frequently without appearing desperate for business.
This group will also converse with one another, potentially comparing your services, commission rate, and closing presents. Because each transaction is unique, I am not saying that you must clone each of your transactions to match what you did previously. Just be prepared for some awkward inquiries if you drastically alter your business practices.
4. Make Use of Online Organizational Tools
In real estate, time is of the essence. You will spend a lot of time if you do not have well-organized systems. I’m sure you’ve heard words like “I’m spinning my wheels” or “time is money.” With the advancement of technology, you should have access to everything you need to complete a real estate transaction.
Dropbox, for example, is a wonderful cloud-based solution that I use to keep track of my escrows whether I am in or out of the office. Dropbox works on my phone, laptop, and desktop computer as well. As real estate brokers, we are constantly multitasking. While heading to another customer, we’re on the phone working on a deal. Task-based systems are required so that you are reminded of what task needs to be completed next.
A contact relationship management (CRM) platform is another useful tool for staying on top of your deals. These tools can be used to save reminders and prompt you for future steps in addition to helping you categorize your contacts. Because our days are packed with appointments, meetings, showings, and other potential distractions, tools like these help people stay on track, which can lead to missed business chances.
LionDesk is an example of a CRM to examine. This is because, in addition to being able to log into the system to be reminded of chores due that day, it also allows you to text and email potential clients without leaving the site. It also has an artificial intelligence-powered virtual assistant that can help you automatically categorize clients based on their level of interaction, saving you even more time. Visit LionDesk to learn more.
5. Recognize that real estate is a full-time job.
Real estate is not a club that you join and then decide not to attend meetings at times. It’s a full-time job and a full-time commitment. I’m not sure if there was ever a story or urban legend that you could get into real estate and be successful even if you only did it part-time. You’ve already set yourself up for failure if you think you can do real estate part-time.
Real estate is a full-time job that requires 100% dedication. Set realistic goals for yourself and plan your time accordingly.
6. Make an investment in your company’s brand.
Name and brand recognition are vital whether you work for a large or small company or have started your own real estate firm. You must have a distinct appearance and feel that people in your neighborhood will recognize. When we see a logo with a smile and an arrow, for example, we immediately recognize it as Amazon. We know we’re at Starbucks when we see a green circle with a mermaid in the middle. This is referred to as your brand.
While these two instances have enormous marketing teams dedicated solely to this concept, a boutique office’s brand is just as crucial for establishing trust—and memorability—in the community.
As part of your marketing strategy, you must have a logo, a color scheme, and a tagline. As a smaller firm, I emphasize a more personal touch in my branding. When you see a yellow and green sign in Tracy, California, with the phrase “Hire me as your realtor, and you will have a friend for life,” you know it’s At Home Real Estate Group.
7. Take a fresh look at your website.
With contemporary technology, having a website is a vital component for prospective clients to locate us. Many people believe that if you do not have a website, you do not exist. Information is genuinely at our fingertips, 24 hours a day, seven days a week. Many real estate brokers believe they need to fill their website with a lot of information, which may include a lot of words and a small font.
The reality is that your website’s design, wording, and image placement should be clean, crisp, straightforward, and to the point, just like the ones you can make using Placester. You want to provide enough information for the visitor to be interested in your services, as well as a need for you to contact them if they have any further queries. Check out our article on the subject for more information on how to make the most of your website.
8. Master the Art of Refusal
As real estate agents, we are frequently invited to participate in a variety of committees. You risk overextending yourself if you say yes to every cause that comes your way. Please keep in mind that every time you say yes to a request for your time, you are actually saying no to yourself and the people that matter most to you.
As a result, be picky about how you spend your time. You’ll feel better about yourself, and your clients will sense it, resulting in a more pleasant transaction.
9. Call your clients every three months.
Did you know that our clients’ top priority from us is care and concern? Calling your client on a quarterly basis and actually listening to what they have to say will generate you new business. This is where a CRM like LionDesk comes in handy, because it allows you to keep track of the “pleasure and pain” elements that your client is feeling.
Is your customer, for example, enjoying a pleasant occasion, or did they happen to have a negative experience? Pay attention for ways you may make their lives simpler. This is excellent information to review and inquire about in a subsequent call. Please keep in mind that these calls will take some time, but the payoff will be well worth the effort.
10. Arrange for a postcard mailing campaign.
Another strategy to keep top of mind with your clients, in addition to quarterly calls, website presence, and corporate branding, is to provide them something of value. A postcard mailer with gardening suggestions for the spring season could be one of these items. A postcard telling your customers to change their clocks during daylight saving time is another option. These postcards must be simple to read and include a “tidbit” of information.
Many brokerages provide a certain amount of postcards to each agent. If yours doesn’t, or if you just want to increase the number, a firm like ProspectsPLUS makes it simple to develop postcards created specifically for real estate agents and brokers, as well as assist you in creating targeted mailing lists. Visit ProspectsPLUS for more information.
11. Make arrangements for holiday drop-ins.
Holiday pop-bys have been one of the most well-received marketing promotions. I chose 100 clients from my hot lead list to personally visit. When I pay these clients a visit, I always bring them a holiday gift. I dropped off jam with the note “Real Estate Is My Jam” during Thanksgiving. I left the item at the client’s front door if they weren’t home. This year’s favorite pop-by was holiday wrapping material with a statement that said, “Looking forward to wrapping up 2020.” This campaign was highly cost-effective and well-received by my clients.
12. Provide a market analysis once a year
A homeowner always wants to know the market value of their home, whether the market is hot or cold. It will be appreciated if you can conduct a yearly market analysis of your client’s anniversary. I recommend that you contact your client and wish them a happy anniversary. I prefer to call and interact with my clients on a one-on-one basis. I wish them a happy anniversary and ask them questions about their family, their career, or “what’s new” during this conversation.
The current market will almost always be brought up as a natural evolution of the discourse. I notify them that I have conducted a market research and offer them the choice of receiving the material via email or in person.
13. Participate in Community Activities
Local real estate brokers have received a lot of support from the community where we live. While it is impossible to be involved in every cause, we must nevertheless support our community and the activities that are planned as real estate agents.
Fundraising, or assisting a cause that requires money or physical aid, is a fantastic way for real estate agents to get involved and network. I do want to remind you that you should join with a generous heart and not anticipate business referrals as a result. A real giver will be rewarded at all times.
Set aside time to practice affirmations and positive self-talk.
The majority of real estate brokers have high expectations of themselves. We can talk poorly to ourselves when we don’t meet our goals or finish our chores. The negative thought cycle that runs through your mind might hinder your success. It’s critical to shift your self-talk verbiage to something positive and productive when these thoughts come. Making this a habit or practice will help you speak in a more positive manner.
Consider blocking off time on your calendar for “you time” several times a week. Even if it’s only for an hour, this should be a block of time for you to get away from the stress and the business cycle. It’s also a good idea to incorporate self-care practices like reciting and writing daily affirmations, as this will assist you to transform negative ideas to positive ones.
Going for a stroll and inhaling deep breaths of fresh air provides me amazing energy when I’m having a difficult day. I also enjoy the energy that music provides in helping me to change my mood. When I’m having a bad day, my favorite “go-to” is to call clients who cheer me up and remind me why I enjoy selling real estate. It’s what I refer to as a real estate pep talk. Everyone requires affection from time to time.
In addition to the 14 tips stated above, the most successful tip is extremely straightforward. Simply show up. To attain results, everyone must put in the time and effort, regardless of where they begin. It’s also about working smarter rather than harder. “Selling properties with patience, integrity, compassion, and confidence” has always been my real estate mantra.