It does not matter if you have been in the business for 30 years or if you have started you first year as a real estate agent. We all can learn from those that are around us, i that do not mean just the people in the same profession. have you ever wondered why a new agent just seemed to do well at first with building their business? have you ever seen somebody go from really poor sales to having more business then they can handle? i think it is safe to say that we all have experienced this with a variety of mixed emotions to go along with it. i have seen people upset that a new agent was out producing them and i have seen the rookies envious and jealous of those that have been in the trenches and are battle worn veterans bringing in $50k a month in commission.
I think that we often equate this to luck, the market or having the right connections, but lets look at those that are really do well, not just in this business. oregon has 6000 realtors; all have passed the real estate exam, so it's safe to say that they have some knowledge of what they are doing. some have a larger network to work with then others, that alone will put them strategically ahead of competition. a few are lucky and get things handed to them on the floor or from being partners with other agents. there is nothing wrong with building this way, though the partnership with the other agent really can limit or even create a conflict in later business deals. some use the churn and burn method, sell and buy would be the bottom line. get the transaction done as fast as possible and if there is a headache they bitch and moan about having to put some work and effort into making the money. there are those that are very knowledgeable about the field and can sell anything. these people have a gift or have harness a talent. there are those that exploit others to build themselves up, we all have seen or ran into these people and they get a reputation around the town or city for there practices.
by no means is that extent of what people had to offer, nor is it generalizing individuals.
there is another group of people; you can find them in all industries. they are the ones that separate themselves from the pack. they have something more to offer then some numbers and a closed transaction. these are the people that truly care about those that they work with and have a passion for what they do. they connect to the people and go above and beyond the call of duty. when they meet people, they truly are interested in them and learn what interest they have. knowledge is power and the more you know about the business you're in and the people you want to work with, the more likely you will gain something more then a list of peoples names with some data attached to it.
i like to call these individuals secret agents, though it is not a big secret on how they draw people in. they know people; in particular they know their sphere very well. they remember the small details. they have a personality that will draw others in, not an arrogant on that will push them away. take a moment to think of people you know in this industry or others that are successful and that you really like.
What is it you like about them?
How do you interact with them when you're not doing business?
What have they remembered about you that surprised you?
Have they ever done an act of random kindness for you?
Take note of these people and learn by them. as realtors, real estate agents we are in the business of buying and selling properties based on our knowledge and expertise. the secret is selling yourself to the public and how you go about doing that and retaining a lasting relationship. you can have more knowledge about any business that is out there, but if you can not sell yourself, what good is it? secret agents may not be the best at everything they do, but they are the best at finding and keeping sphere and working from that. word of mouth is the most powerful form of marketing available and being in business for yourself you must put some thought into why people will talk about you. if you known for real estate and that only, how often will you be brought up in a conversations that might not have anything to do with real estate? become the person that people will remember in a positive way, not just the good real estate agent. by selling yourself, you open the door to sell what ever it is you sell. some people have great personalities and other seem tip the scales the other way.
Business is a social web that everyone becomes a part of or is left out of. the more people you know and that remember you, the better you will be.
Now take a moment to consider, are you remember as the real estate agent or are you remembered as this special person that sell real estate? if you do not like the answer that you come up with then you can always make changes to improve that, anything is possible if you desire it enough and put effort into it.
My wife and i were shopping some time back, and i ran into a lead of mine. i have a knack for remembering everything people have told me; i chalk this up to 18 years of working in my salon and having to remember so many people. i greeted him by name and introduced my wife. he then introduced his. i then started asking non real estate questions on subjects that i knew he was interested in or that he had talked about. i knew he like music and i suggested a band to see that happened to be friends of mine. a few weeks later i saw them again with group of people, i was introduced to the group as a friend that sells real estate. we mingled and at the end of the show i introduced the group to the jen, the lead singer of dahlia. they were delighted. 2 days later i get a call from the lead, he is not in the market yet to buy because his contract is still up in the air. he did recommend me to his friends that had moved up here had been mentioned they wanted to start looking into a home. by connecting with this person on a different level other then can i sell you something, i created yet another lead and now a buyer looking for a home in the $400k range. i attribute some of my best people skills coming from working in a fancy restaurant at age 14 until 21 and then my salon from that time on.
listening to your sphere about everything and remembering is the secret to establishing a connection. people truly feel that others care when they remember the small details and ask about them. take notes if you have too, write it down later. now if you know that timothy butterworth likes to snow board or that his daughter is in a rock band, the next time we talk you might bring up something about those subjects in the conversation.
Sorry I seem to have lost all the caps in this blog and I can not seem to sort it out correctly.
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