Every community and every local real estate group has those agents we all look up to. They annually produce the most real estate sales, stride with confidence into meetings with other agents and always look polished and put together.
Most likely, what’s special about them are qualities and habits any agent can build with practice. Let’s review the habits of those successful – and enviable – agents so we, too, can adopt them.
- Look sharp.Need we define this for you? Remember, when it comes to real estate sales, you are always judged on your first appearance, so dress and comport yourself in the way you want prospective clients to judge you. When we are dressed well, we tend to feel confident and exude confidence to others. So, have at least one outfit that makes you feel like a million dollars when you put it on.
- Keep the saw honed.One of the earliest axioms we learn as children is ‘practice makes perfect.’ When it comes to real estate sales, that means practicing scripts, talking points and presentations repeatedly to ensure we don’t fail, even on ‘off’ days. Without such practice, we might have great days in which we are on fire and words roll effortlessly off our tongue, but practice gives us the ability to manage even the strangest objection.
- Manage your time.We often talk about time management and efficiency but that is because it’s crucial: The one thing we can’t get more of is time. Plan your schedule at the beginning of the week and learn to say ‘no’ when someone wants to interrupt. There’s nothing wrong with setting boundaries and sticking to your schedule!
- Learn to adapt and be resourceful. No matter how well prepared you may be, there’s always the odd circumstance that throws you for a loop. So, you must be quick on your feet and ready to switch tactics if need be. Think of stand-up comics who specialize in improvisational comedy: In just the way they can use one word and spin an entire story, so must you me able to handle off-the-wall situations or parries from agents on the other side of the transaction. This is where role-play with colleagues comes in handy.
- It’s not about you.Confidence is a beautiful quality and not one to be confused with ego. Sure, you want to be successful. You want to make money. But the key to success is keeping your focus on your client and not making the process about your own needs. If you feel like this is a problem with you, work with a coach or even talk with colleagues about how they have managed their own egos.
There are plenty of real estate agents who do okay in the business. But when it comes to maximizing real estate sales, top performers follow these simple strategies.