Whether you’re finishing your first year in real estate, closing your first million in sales, or becoming a team leader, all real estate agents want to know what skills they need to continue to improve.
Learn how to proactively generate leads
Avoid programs and courses for real estate agents out of your budget, many of them are often overpriced or maybe more business for the seller than for you. On the internet, you can find lots of advice on CRM (customer relationship management) programs to make your sales process more efficient, but you will find yourself paying a monthly fee for software that you don’t know how to use 100%.
Make sure you build a social circle where you have influence with the people you know (friends, former co-workers, neighbors, etc.), make sure you are a reference for them, always give value, and even organize open door sales, where you capture the attention of your potential clients and even get more clients.
Being a real estate agent is a job where the word “no” is something you hear very often, so it is important that you learn and master direct sales techniques, before investing in marketing campaigns or elaborate tools.
Use social media to expand your reach
Choosing which social network to build your image on as a real estate agent can be difficult – Facebook, Twitter, LinkedIn, Instagram, and all of them, are constantly evolving. And while for many people, the obvious starting point would be Facebook, our advice is to avoid Facebook and build a good LinkedIn profile. Especially if you’re a NEW real estate agent.
Why? Often when people Google you or your company, LinkedIn is part of the first three results that show up, and LinkedIn gives you credibility. Although it is not as fun as Facebook or Instagram, it is an opportunity to connect with many people you don’t know, and this can be a great advantage if you know how to take advantage of the opportunity.
On the other hand, Facebook in addition to not being business oriented, can make you run the risk of appearing less professional. Make sure that, if you have Facebook, your profile is private and all “public” content is something you want to show to anyone who can find you through Google.
A good LinkedIn profile includes a recent photograph, a concise explanation of what you do, your certifications, courses and awards. It’s the perfect platform for you to showcase all of your experiences.
In addition to summarizing your professional experience, it is an excellent platform to connect with other real estate agents and real estate professionals. At the same time, this will help you by giving you access to content they publish that you can learn from, and commenting on their posts will help you get identified. These people could become your future collaborators.
If you have been in the industry for a few years, a tip would be to reduce the amount of posts you make on this network, and focus your energies on reconnecting with past clients on social networks. Any opportunity is good, comments don’t necessarily have to be about business, you can wish them a happy birthday or congratulate them on a new position they’ve landed.
Experienced real estate agents often have already built a client base, but even though a client would agree to work with us again, when it comes to buying a home or selling a home, they don’t reach out to you directly. So you need to keep in touch, and social media is a great way to do that.
Understand your personality and use it to your advantage.
Real estate is a relationship business, but many real estate agents struggle with their interpersonal skills because of misunderstandings in the industry about what the right “personality” is for success in real estate.
Many real estate agents try to emulate the top producing agents in their own offices, and replicate their actions, but this strategy does not work in a lead generation business.
Instead, take the time to better understand your personality, and develop your tactics and interactions so that they are more natural. One method you can use is the DISC personality test, which helps determine whether your personality is more dominant, influential, stable or conscientious.
This or other types of personality tests can help you understand what your primary motivations are. With so many strategies, from lead calling to content creation, you’ll be able to more easily choose which ones to start with.
Optimize your schedule and identify what is “really important”.
For some people, the time in a day is not enough for everything they have to do, but it’s about focusing on the priorities that really get you closer to your daily, weekly, monthly, yearly, and life goals.
The first thing to do is to identify your priorities and structure the way you spend your time around them, rather than making an agenda where you pile up all your to-dos.
Develop effective time management skills, and the ability to clearly identify what, why, when and how a goal is important. Often, your problem as a real estate agent may not even be the people, but the inability to establish a system for achieving your goals because you are not clear on them. Learning to prioritize will eliminate most of your problems.