The real estate market is one of the most competitive there is. There is very little margin for error as you are hoping to beat out the competition as best you can.
You will need to make sure that you are doing all that you can to set yourself apart from other real estate agents and that you are not making any of the mistakes that could cause you to miss out on a sale.
1. It sounds crazy… but don’t sell
The job of a real estate agent is not to sell the properties, but to facilitate and coach your clients to making the right decision for them. As this is probably going to be one of the largest financial decisions of their lives, your clients will not appreciate being sold to. They will appreciate being fully educated about a property so that they can make the right decision. If you are looking to engender mutual respect you need to put the needs of the buyer ahead of your own.
2. Build trust
Your clients will need to trust you. This is something that will take time and effort, but it will certainly yield great results.
3. Develop a great work ethic
Real estate is a grind. You will need to work hard and long to ensure that you get the results that you’re hoping for. The work ethic you will need to beat out the competition is extraordinary. Being upfront and honest with your clients will encourage them to do the same with you. By showing your clients just how hard you are willing to go, this will encourage the trust and respect you need. When they are ready to sell, your clients will come back to you.
4. Give the buyer what they want
You will need to make sure that the houses that you are showing to your clients are in line with what they want. This is about more than giving options, you will need to ensure that you listen to everything that they say as it is often the case that you may have to read between the lines. This is especially complicated with couples as there may be differences of opinions and you will need to not only give them what they want individually but offer a compromise that they are both happy with.
When you are dealing with so many clients, it can be easy to think of them as potential prospects and commission values. It is important to never lose sight of what it is that you do. You help people to realize a dream that they have had for decades if not longer. All of their hard work has been focused on getting to the point where they can buy a home. You are the person who can help them to do that so you need to put yourself in their shoes and hold their hand as they make this monumental decision.
6. Roll with the punches
Real estate agents need a thick skin if they’re going to be able to survive. Not every sale or listing will go the way that you want it to and that is okay. It’s how you respond to these setbacks that will establish yourself as having a future in the real estate game.
7. Encourage referrals
The best way for you to get new clients is through word of mouth. You should always make sure that every interaction with a client or potential client is as positive as possible. Even if they don’t end up using you to buy a property, they may do so in the future, or recommend you to someone else in the long run.