Australia 10-2 -7

AUSTRALIA EDITION

BE THEIR REALTOR® FOR LIFE: How to Build a Relationship With Your Clients that Will Last a Lifetime

5 Steps to ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT Your Secret PRESENTATION WEAPON Drip Those ONLINE LISTING LEADS

FEATURED AGENT

DEAN CLEMENTS

COVER STORY

JOSEPH FAIRCHILD NO.1 AGENT IN SYDNEY

AUSTRALIA EDITION

DEAN CLEMENTS Top Agent Dean Clements, Director of the Caroline Springs office of7Raine & Horne in Victoria, Australia has nearly twenty-five years of real estate experience under his belt. A second-generation agent, real estate is in his blood. He brings to the table a solid reputation for providing each of his many grateful clients with unparalleled customer service and a true authenticity of character.

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with my clients are exce out of my way to make su is very easy for the clien and beyond for his buye standard practice. “I get the styling of the house, of my competitors don’t it’s styled accordingly possible price. I do well standard selling procedu

“My father is a real estate agent,” says In addition to his real e DEAN CLEMENTS JOSEPH FAIRCHILD Dean, “and he’s still in the industry at 68 and excellent negotiatio years old. When I was eighteen he told has a way with people t me I had two weeks to figure out what I wanted to do ease. “I like to think of myself as bein with my life. Those two weeks went very fast, and says Dean. “I don’t act like a traditional CONTENTS when, at the end of that period I still hadn’t decided, and I think that’s a characteristic that m JOSEPH FAIRCHILD he decided for me. That’s how I started, and I’ve never lookedNO.1 back.”AGENT IN SYDNEY gratitude for his clients is obvious 4) BE THEIR REALTOR® 19) YOURHis SECRET that end he strives to maintain the rela FOR LIFE: HOW TO PRESENTATION WEAPON Dean began Raine & BUILD Horne Caroline Springs eleven built over the years. “I’ll send rando years ago in what can best be described as a rags-toasking how they’re doing, asking wh A RELATIONSHIP WITH tale. “I started this company from the garage Sometimes I’ll stop by their house if I 22) 5 inSTEPS TO ACHIEVE YOURriches CLIENTS THAT WILL my house,” he says. “It was an unusual way of starting, the neighborhood. I’ll keep in touch w LONG TERM SUCCESS AS LAST IAcouldn’t LIFETIME afford to put petrol in my car, I had no money. that avenue, and also Facebook and p AGENT I started with one other salesperson sitting inA myREAL garage ESTATE this personal side of the business tha with a cardboard box for a desk.” The company took off, most rewarding. “I like meeting good 13) DRIP THOSE obviously, and “over the last ten years we have grown ing a long-term relationship with them ONLINE LISTING LEADS organically, we’re now managing about 360 rental propthose relationships and making people erties and have a great team of eight people.” keep me going.”

With seventy percent of his business based on repeat Looking to the future, Dean’s plans ar Phone 888-461-3930 | Fax 310-751-7068 clients and referrals from satisfied customers, Dean tinue providing top-notch service and mag@topagentmagazine.com | www.topagentmagazine.com and his team are clearly doing something right. “I stellar reputation he has worked so ha No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent think it just comes down to the personalized service achieved what I’ve set out to do,” he s Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published weAgent provide,” says.be“Iheld getresponsible involvedforwith all expressed facets ofor factswith thebyway things are going. I’m t materials, Top Magazinehe cannot opinions supplied its authors.

To subscribe or change address, inquiryand to mag@topagentmagazine.com. the procedure ofsend selling, I keep my clients heavily balance in my life, and that’s what I’ Published ininformed the U.S. on a regular basis. My communication skills the future.”

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For more information about Dean Clements, Top Agent Magazine please call +61-413-870-656 or

mailto:mag@topagentmagazine.com

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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JOSEPH FAIRCHILD NO.1 AGENT IN SYDNEY

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JOSEPH FAIRCHILD Expert, innovative, experienced—those are just a few qualities clients rave about when they refer to Joseph Fairchild, the #1 agent in Sydney and director of Sydney’s #1 agency, Metro Realty. “Clients return to us because of the service we provide and the results we get,” Joseph says, “but mainly because they have access to me as their advisor. Every smart property investor has a team of good professionals: a lawyer, accountant, mortgage broker, real estate agent. That’s where I come in. Having a good agent as part of your 8Copyright Top Agent Magazine

‘mastermind team’ is very important if you’re a property investor.”

With Sydney’s largest database of investors, Joseph and his team of eight sell properties faster and for a higher price than their competitors. He is so trusted by his offshore clients that many of them buy properties sight unseen. “They trust that what I’m selling them is advantageous to their portfolio,” Joseph says. “They allow us to manage their assets and we do that very well.”

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“Every smart property investor has a team of good professionals: a lawyer, accountant, mortgage broker, real estate agent. That’s where I come in.”

Joseph started in 2002 as a property investor himself. He wasn’t happy with the way agencies were managing his properties, which naturally led him into real estate. He started managing a few investments of his own, and then family and friends began asking him to manage and sell their properties. He’s been Top Agent Magazine

doing it for 15 years now, serving Sydney and its surrounds.

“I think Australia is the best country in the world,” he says, “and Sydney is the best city in Australia! I’ve got the chance to work in the best city in the best country, and I believe Copyright Top Agent Magazine9

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real estate is the best industry! I get to learn a lot about wealth creation. I love what I do!”

In marketing his listings, presentation is very important. He uses professional photography, even for rentals. If the space is empty, he has it virtually furnished in the photography studio; if there’s a marketing budget, he stages it. Then he posts the listing not only on RealEstate & Domain, but also on Facebook, YouTube and other social media. “It gives us a lot of exposure,” he says. Even more important, he sends priority previews to his client database, allowing them access to the property before it’s released to the public.

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Once the transaction closes, Joseph tells clients it’s not the end of their relationship, it’s the start. As their property consultant, clients have direct access to him by phone, WhatsApp and WeChat. Many of his clients are successful property investors and together they share tips and strategies of property investing, much like a mastermind group.

The reason Joseph and his team are Sydney’s #1 agency goes beyond just advice. It speaks to their integrity, effective communication and transparency. Metro Realty comes through on its promises. Clients have access to a portal that shows them every inquiry in real time. New clients also receive free landlord protection Copyright Top Agent Magazine 11

insurance. “We’re shaping the way the industry works,” Joseph says, “because typically there’s a lot of deception. Our systems allow our clients to see exactly what’s happening with the sale or management of their property in real time.”

An “attitude of gratitude” keeps Joseph’s abundance flowing. Metro Realty stays involved with the business community through the Business Chamber of New South Wales; they were finalists for the chamber awards two years in a row.

For a free property valuation, contact Joseph Fairchild of Metro Realty on phone 0425 945 888 or email joe@metrorealty.com.au Copyright Top Agent Magazine 12

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Drip Those Online Listing Leads

By Walter Sanford

My coaching clients are beginning to find more success with their online listing leads. Whether the lead is coming from postcard-generated invites to complete forms on their site or third-party consolidator leads, the web leads are coming in. The problem with a lot of these leads is bad phone numbers but good email addresses. The question is - how do we engage them in a conversation that leads to a listing appointment?

Uncovering the seller’s needs prior to an appointment is always the first step in creating client satisfaction, but it’s very difficult to do without good contact information. By showing these potential sellers value, my clients have found that many sellers who wanted to remain anonymous are now holding up their hands and shouting “I want some of that!”

The drip system that creates this kind of excitement is one that’s immediately started after the lead is received. The system shows the value that you can bring to their discovery process. Every three or four days, send an email that lets them know that there is so much more that a top, local, professional agent can add to their search.

With my clients, we only give a little bit of information at a time. Usually within a few weeks, we have the serious leads contacting the agent for an over-the-phone consultation.

Below are some of the points that we stress in our drip system email campaign for online listing leads: Top Agent Magazine

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Week One: Thank you for contacting us for more information regarding the sale of your property. I hope the information we have already provided was of some help to you. We believe that a real estate relationship should be based on the client’s needs. Once we know those needs, we have some very unique solutions that our past sellers have mentioned were available nowhere else. Please give us a call so we can supply some unique answers to unique challenges.

Week Two: In our earlier email, we talked about unique solutions. One of the unique solutions we provide our sellers is a pre-listing consultation.

Go to www.(yoursite).com/prelistingconsultation to answer a few questions and schedule a phone call that’s convenient for you. This will allow our team to be better prepared to give you some insights regarding what to expect in this market.

Week Three: In continuing our theme of delivering value to our potential sellers, one of the most appreciated value propositions that we give our potential sellers is our “seller education system.” If you call us, we can program a search for brand new listings each morning. The search will include specs that compare to your home and the results will be emailed directly to you. This provides you with brand new listings that would be competing with your home, if it was on the market. This makes you the most educated seller in town knowing what the competition is. You’ll receive these new listings at the same time agents in (your town) receive them!

Week Four: Occasionally, we have a seller who isn’t interested in considering a sale unless he/she knows the value first. We came up with a solution that eliminates a lengthy listing presentation. We call this our free 48-hour phone value analysis. Go to www.(yoursite).com/valueanalysis.

Complete the form and within 48 hours, one of our team members will call you. Based upon the same comparables that appraisers would use, we will let you know the value of your home. This is a fast and inexpensive way to bridge the gap of an expensive appraisal or a time-consuming listing presentation with a service that can be just as accurate. There is no charge for this service, and we are happy to put the numbers together for you!

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Week Five: One of the services that our sellers most appreciate is our “meet the team” concept. You can go to our website or call us directly for the contact information on a trusted team member for almost any service.

We know the best plumbers, HVAC techs, electricians, roofers, landscapers, painters, carpenters, and carpet installers in the area. We use them on our own homes, we trust them, and we have long business relationships with them. If you need anything done around your home to prepare for a potential sale or if you just want to get it ready for a special occasion, we know who does the job well here in (your town).

Week Six: Our sellers get higher prices because we make their homes desirable to buyers! We call this service our “primp and polish” service.

Any consultation is free! We can provide you some simple tips to make your home more inviting to buyers. We will point out any potential red flags and help you place furniture to get things ready to create that emotional pull. We have professional decorators on call. Their services cost money, but we have found their service is a good investment based on the additional monies that we receive for our client’s properties. The initial consultation is free! Please give us a call so we can set this up for you.

Week Seven: Did you know that our company has access to a majority of the top real estate agents in any city in the world? If you are considering selling your home here and buying out of town--we can send you to top agents who understand your needs. Top agents know they can’t solve client’s challenges without first knowing what those challenges are. If you want a special house out of town, then give us a call. We know agents who will not only show you standard MLS properties but also properties that are not yet on the market. We call these “secret properties.” These secret properties can be owned by past clients who might consider selling or sellers developed from a postcard mailing campaign in your neighborhood of interest. These agents know many ways to find property that other agents will not show you. We find this service to be one of the best that we provide for our buyers so we wanted to make sure that you get the same service when you move.

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Week Eight: If you’re not quite ready to list your property, we have a system called “sell the sizzle before the steak.” I know it sounds a little corny, but we can discretely present that your home might be available to our database of buyers. This helps us to do a little pre-marketing prior to a full commitment of our complete marketing plan. If you are interested in this service, please don’t hesitate to give us a call.

Week Nine: Did you know that we have a policy where no real estate agent will be allowed to negotiate with you in person? We do this because many times real estate agents can be very forceful in the presentation of offers from their clients. We ask for that offer to be presented to us, and we will spend as much time as you need with just us - your representatives. This eliminates awkward meetings where you need more time to think, and the buyer’s agent is pushing for an answer. We believe that selling a home should not only be massively profitable but also fun. If you’d like more ideas on how we differ from the competition, email or call me at your convenience. All contacts will be kept confidential.

Well, I hope you get the idea that we’re trying to start a conversation with that potential seller instead of letting them fall through the cracks. A drip email campaign for a seller is similar to the campaign for buyers. It’s necessary for listing leads since the majority of information requests come via the web with incorrect or inoperable phone numbers. The only way to get these leads talking is to present them better value than everyone else.

Copyright©, 2015 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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DEAN CLEMENTS Top Agent Dean Clements, Director of the Caroline Springs office of Raine & Horne in Victoria, Australia has nearly twenty-five years of real estate experience under his belt. A second-generation agent, real estate is in his blood. He brings to the table a solid reputation for providing each of his many grateful clients with unparalleled customer service and a true authenticity of character.

“My father is a real estate agent,” says Dean, “and he’s still in the industry at 68 years old. When I was eighteen he told me I had two weeks to figure out what I wanted to do with my life. Those two weeks went very fast, and when, at the end of that period I still hadn’t decided, he decided for me. That’s how I started, and I’ve never looked back.”

with my clients are exceptional, and I go out of my way to make sure the procedure is very easy for the client.” Going above and beyond for his buyers and sellers is standard practice. “I get very involved in the styling of the house, something a lot of my competitors don’t do. I make sure it’s styled accordingly to get the best possible price. I do well beyond just the standard selling procedure.”

In addition to his real estate knowledge and excellent negotiation skills, he also has a way with people that puts them at ease. “I like to think of myself as being very genuine,” says Dean. “I don’t act like a traditional real estate agent, and I think that’s a characteristic that my clients like.”

Dean began Raine & Horne Caroline Springs eleven years ago in what can best be described as a rags-toriches tale. “I started this company from the garage in my house,” he says. “It was an unusual way of starting, I couldn’t afford to put petrol in my car, I had no money.

I started with one other salesperson sitting in my garage with a cardboard box for a desk.” The company took off, obviously, and “over the last ten years we have grown organically, we’re now managing about 360 rental properties and have a great team of eight people.”

His gratitude for his clients is obvious, as well, and to that end he strives to maintain the relationships he has built over the years. “I’ll send random text messages asking how they’re doing, asking what they’re up to.

Sometimes I’ll stop by their house if I happen to be in the neighborhood. I’ll keep in touch with them through that avenue, and also Facebook and phone calls.” It’s this personal side of the business that Dean finds the most rewarding. “I like meeting good people, and having a long-term relationship with them thereafter. It’s those relationships and making people very happy that keep me going.”

With seventy percent of his business based on repeat clients and referrals from satisfied customers, Dean and his team are clearly doing something right. “I think it just comes down to the personalized service we provide,” he says. “I get involved with all facets of the procedure of selling, and I keep my clients heavily informed on a regular basis. My communication skills

Looking to the future, Dean’s plans are simply to continue providing top-notch service and maintaining the stellar reputation he has worked so hard to build. “I’ve achieved what I’ve set out to do,” he says. “I’m happy with the way things are going. I’m trying to achieve balance in my life, and that’s what I’m aiming for in the future.”

For more information about Dean Clements, please call +61-413-870-656 or email Dean.Clements@carolinesprings.rh.com.au Top Agent Magazine

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Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have 20

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only been viewed by my buyers.

It’s fun for me. It’s the best way to give you the competitive edge.”

C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?”

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

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The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice.

It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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