Real Estate Agents Ignite Your Career
Don Loyd
New Real Estate Agents/Brokers need to assimilate a huge quantity of information very quickly if they want to make any money their first year in business. For example, subjects like sales tips, industry technology tools, best practices, marketing, listing strategies, and more, loom over the new agent.
So where does this person begin in the real estate business? Or, what does a burned out seasoned agent do to turn his business around?
I suggest a new or seasoned agent can earn a lot of money if there is a commitment on his/her part to follow a simple set of guidelines that will help define the mission of a real estate professional.
1. Prepare a Plan
Without a plan you are like a rudderless ship drifting on the ocean. Make sure you have established tangible goals. Where do you want to be in a year? Or five years?
If you want “success,” define what that is. What does it look like? How will you know when you get there? There are many areas in your life you need to address: Your spiritual, profession, personal, and family life, at the minimum.
2. Prospect Daily
Go back to the basics. Take little steps. Prepare a list of names, phone numbers and email addresses of all the people you know or have done business with. Remind them (or let them know) you are in the real estate business.
Prepare a script that asks if they are in the market to buy or sell. Call each one and send them a note in the mail, and email.
For some ideas on scripts see:
http://realtormag.realtor.org/sales-and-marketing/quick-scripts , and
http://www.mikeferry.com/main/content/complimentary
Both of these sites offer some reasonable suggestions. The latter is more comprehensive and better suited for the working real estate agent.
3. Plan Your Prospecting
On your calendar, block out a specific time each day, if only an hour, to make contact with your sphere of influence and prospects. This will likely be your best source of new business. It is imperative you do this. Daily!
This daily activity is so important that you do not book closings, take phone calls, book appointments or any other activity that will distract you. When you are faithful in this activity, you will earn a minimum of $100,000 per year. Guarantee it.
4. Control Your Time
If you don’t, someone else will. Historically I have, at my option, placed a message for my voice mail that states: “Hi, this is Don. I can’t take your call right now but if you leave your name and number I will get back to you. Please let me know if 10-11 or 3-4 would be the best time to call you back.”
That one little script gave me back my life.
If you control your time you will also get a lot more work done. Before I took control of my time, everyone seemed to have an emergency of some kind. And I’m not too bright and can only deal with one thing at a time. So, most of my day was taken up with distractions. When I got back to the task at hand, it took me a few minutes to catch back up.
I became an author by learning to control my time. I determined to get up an hour earlier each morning and dedicate one hour to writing. Before long I had a book done – in only an hour a day.
5. Join a team
The simple fact is, you are not proficient in all areas of real estate. Being a team member will allow you to shine. You can do what you are good at – so your expertise blossoms.
The concept of teamwork can be rewarding. Team members can pick up the slack where you are week, and you do the same for other team members. And in the long run you can make more money.
Also, surround yourself with a good team of professionals who inspire you and push you forward. For many years I had a “success” team. This was made up with individuals who complimented my gifts and abilities. I always tried to make sure they were much smarter than I. If I was the smartest person in the group, I reasoned, I was in trouble. Build your own success team of professionals.
6. Get Comfortable With the Internet
Get online and learn at least the basics. There is a whole new world out there. It’s a world of information, social connections and much more.
Recently the electric breaker for my hot water heater continued to “trip off.” I got up to face a cold shower. I did a search online for a remedy. I found a very short video that showed me what to test and then replace. Total time was about fifteen minutes and another ten minutes to replace a heating element. Total savings to me? A couple hundred dollars. Result: Hot Water
I have also sold many homes via Facebook. Have you ever tried Facebook advertising? It’s very cost effective and there are a lot of videos which explain, to varying degrees of completeness, how to increase your income. Consider taking a free webinar on the subject. I have taken several.
7. Network
Networking with others is vital. In our culture it’s a diminishing activity. But if you desire real estate success you have to get around others who can use your expertise and motivation.
Meet and greet others, hand out business cards, volunteer for projects, help others design a winning campaign or garage sale. Just simply get out there and interact with others.
Early in my sales career I forced myself to knock on cold doors – people I’d never met before. This action helped change my life.
I’m a natural introvert. Growing up I was made fun of and bullied. Nothing would make me happier than to be off by myself in my own little world. But I have forced myself to come out of my shell and interact with people.
8. Define a Niche
You cannot be all things to all people. Define a niche in which to work and really focus on that niche.
When active, my niche was real estate investors. I didn’t work with any other kind of buyer. I didn’t take listings. I didn’t do commercial property. I didn’t even seek relocations. I became so good at my niche that no other real estate activity crossed my desk – except referrals.
For a referral fee I referred out listings, commercial property, relocations, and all the rest. I suggest that for you. The bottom line is I earned a ton of money without getting into legal or ethical trouble by doing business in an area in which I was not an expert.
One writer suggests: “By focusing on a niche, you can brand yourself as an expert and grow your business quickly.”
9. Education is a Must
As you grow and mature into a well rounded real estate agent, you learn more about the profession. Take additional classes, courses and read lots of articles. This point goes back to managing your time. Be sure to book time for this activity. Always be open to learning new concepts and applications.
If you can, teach a real estate course at some venue. I have taught college courses, continuing education and more. I taught real estate investing to a group of more than 300 at one point. You can do the same.
10. Always Be Professional in You Dealings.
Focus on your clients needs and wants. Always do what you say you will do and accept responsibility for any mistakes and correct them as soon as possible. Go into every transaction prepared.
