Whether you’ve been a realtor for twenty years or twenty days, there are always ways you can improve your sales and your business. As the way people buy properties evolves, so does our approach to selling. Even if you’ve heard some of these, they are a good reminder to not let techniques fall by the wayside.
These 5 tips will help set you apart from the pack this year.
Digital Presence is Everything
You have to take your digital presence seriously. The reality is that we live in a time when clients always look online before they buy. Which means not only will your client research properties in advance of meeting you there, but they are likely to choose a realtor based on the realtor’s social media and internet presence. What does this look like? The truth is successful social media looks different for everyone. It can be hard seeing that other realtor posting countless articles or those perfect posts that are charming and seem to receive 1 million likes. But you have to be genuine. In addition to avoiding unprofessional posts, you shouldn’t spam your followers or post just to post, either. The same goes for who you follow. Don’t friend or follow someone just because they followed you. It can send the wrong impression to clients if you like and follow the wrong people. If you need help with your social media, find a professional. If your team has a social media expert, ask them for assistance, or you can even hire a freelancer.
Time Management is Essential
How many clients can you see in a day? How many properties can you show? Know these numbers then stick to them. You may need to find creative ways to squeeze in a workout session at 6 am rather than 6 pm if it means that you can show an unforgettable property that fits your client’s needs. It can be almost impossible to balance your time when your most important tool, your phone, is within inches of your fingertips at all times. But you will need downtime. Avoid the burnout by setting ‘no-cell’ times. Even if it’s first thing in the morning or late at night. Spend at least 30-60 minutes with your phone out of reach and hopefully out of mind. Learn as much as you can about time management.
Build Real Relationships with Your Clients
Know thy client. If you don’t know your client, you can’t sell to them. I know this sounds selfish, but it’s not. Finding your client the perfect property is a win-win situation. They get a home or business site they love, and you earn some money. Knowing your client will also save you time by not showing properties that aren’t right for them (see time management above). What should you consider for your client? Well, first and foremost, their worries are your concerns. A great kitchen will sell a house, but not if your client doesn't have room for their Staw Wars figurine collection that they’ve spent their whole life collecting. Always put your clients’ needs over sales. This isn’t just best practices, it’s the right thing to do. Having satisfied clients helps you build a good reputation, but it also will bring you immeasurable joy.
Anticipate Issues Before They Arise
As a realtor, you have to be positive and think creatively. We all know the positive twist is the key to any good realtor. Intimately know the neighborhoods you’re showing in. If a property’s backyard isn’t huge, make that a selling point: “Less maintenance, less expense. And by the way, did you see the beautiful park around the corner that is perfect for walking your dog?” Think about issues that might arise in your process, too. A realtor’s car is the second most important tool, after his or her phone. In fact, U.S. realtors drive 3.6 billion miles annually. If you don’t want to put miles on your car or risk costly repairs, there’s a solution for that. You can rent a fleet vehicle like a passenger van, so your personal vehicle doesn’t take on the wear and tear of this industry.
Set Goals Then Achieve Them
Ultimately, when it comes to being successful, you have to know your numbers and set goals to achieve what you want them to be. Think about your priorities and come up with a plan to achieve your goal this year, five years from now, and five years from then. Find another realtor you admire. Pay attention to their technique and borrow from them. Make them your model. What are they doing right, how could you adapt their style to your style and personality? When it comes to success. There is not one secret that will guarantee you’ll do better than any other realtor in your area. You have to work hard. But knowing your clients, thinking creatively, and managing your time well will put you ahead of the pack. Good luck this year!