Let’s face it, the real estate industry is extremely competitive and has a very high turnover rate and we see new agents entering the market every day. It is so CRUCIAL for new and existing agents to have a road-map of what to do (and what NOT to do!). There are simple steps and success principles agents can follow to build and maintain a successful real estate business. So whether you’re a new agent or top producer here are 15 Success Principles (split into three top 5 lists) of what you NEED to know…
The 5 Commitments for All Agents
#1 Prospect daily: Stay in touch with your database. Follow up leads. Look for someone buying or selling in the next 60-90 days every day. Your daily hour of power!
#2 Provide “extraordinary” customer service. It is important to create an experience for them to insist “you” and tell your story and not just be recommended. There is a difference!
#3 Respond in a timely manner – “Speed to lead” is crucial. Respond to others the way, tone and speed you would want to be responded to!
#4 Keep your word – high trust relationships are key! Always do what you say and even a bit more. Over deliver and under promise every time!
#5 Get organized with proven systems and processes. Checklists, systems, delegation, help, automation and leverage win the real estate game!
The 5 Critical Steps for New Agents
#6 Create a Business Plan (and actually follow it). You fail to plan you, plan to fail. Don’t be like most agents and aim for nothing and hit it with amazing accuracy!
#7 Build your database from your Sphere of Influence … then CALL them! We are in the relationships business. 4 out of 5 people would but don’t use their same agent. Find them and keep them!
#8 Do as many Open Houses as possible – We can’t stress this enough! This is one of the few ways in this business where the client comes to you and where we are all at our best, face to face with people!
#9 Write and send hand written notes – the extra effort goes a LONG way. This is a lost art and never underestimate the impact on others of a hand written note!
#10 Preview homes – know your market and be the expert! Know your inventory and pricing and develop the skill of the “Switch” “Hey, I know of another home that might just work for you!”
Once you achieve top producer status your focus starts to lean towards stability and the next step towards achieving mastery is…
The 5 Key Focuses of Top Producers
#11 Focus on Inventory – Know what is coming soon, just listed, expired, FSBO – know your farm. Have the skill of placing buyers with homes and sellers with buyers!
#12 Focus on Consistent Lead Generation – consistent is the key word here. Know where your leads are coming from and the ROI. Having enough leads only comes from consistent lead gen!
#13 Focus on building your Referral Business. Referrals from repeat and past clients, other real agents across the country and local business and service providers!
#14 Focus on Leverage – what sets you apart? What do I do different? Better? Differentiation is key!
#15 Focus on Customer Service – always provide exceptional service. Exceed their expectations. Wow and awe them all. Create the ultimate real estate experience!
So there you have the success principles for new and existing agents and what are the crucial activities to thriving vs. surviving in real estate today. I dare you to take this list and implement and execute some or all of these principles and see what happens to you personally and professionally in 2017!