Would you like 2018 to be the year that you crack into the “top performers” list? We would love that too! To help you fill that gap, here are some useful tips for real estate agents who want to make it to the top this year.
Become a perceived expert
Top real estate agents are perceived as experts. There is a difference between being a specialist on properties in Springs and being an ‘expert’ on the community. The expert knows all the right people, is the go-to person for information on properties for rent and sale and is familiar with every nook and corner of the area. An expert can tell you why Springs is a better choice for you and is aware of what is happening in other areas that you’re considering.
Area experts are also knowledgeable when it comes to price increases, decreases or market stability. They know how much inventory there is, how many potential buyers there are and how long the inventory is expected to last an average time on the market.
A Springs specialist, on the other hand, merely focuses their efforts on the community, gathering and relaying information as they go along. They may not have networked enough or spent the time to get to know all the ins and outs of the place, which is necessary to be considered a true expert.
Earn Credibility By Pricing Accurately
When you have a deep knowledge of an area you really do not have to rely on comparables (comps) to price a property. The best real estate agents are up-to-date on what has been sold, what is on the market and what is expected to come into the market. You must view all homes that you represent in person and keep a track available and sold properties in the area. Comps are important but the experts know sales prices inside out and never have to reference another property that has been sold in the area.
Spend some time studying the real estate landscape of the area that your property is in. Make sure you have all the information to relay to your customers in a timely manner and make that sale. Remember, the more accurate your information, the more credibility and trust you earn from your potential customers.
Set goals and Have a plan for 2018
Top real estate agents have a business plan. They know what they want (both financially and professionally) and they know how to get there. Successful property agents in Dubai know how many listings they must bring on board, how many they must sell and where to look for the listings in the first place. These agents monitor their progress against their goals and take advantage of self-improvement, training and networking opportunities that arise along the way.
Knowing where you want to go is just as important as the hard work and hustle you put into getting there. Keep a daily planner to stay on top of things and make sure you are on track. List out all your short and long-term goals, and at the end of the year, you’ll have a detailed log of everything you’ve accomplished.
Preparation Is Key
Professional real estate agents have a written plan of how they will sell a client’s property. They prepare a tailored plan for each specific property listing and know exactly what they need to emphasize on to get the business. Top real estate agents know from the get-go who their sellers’ ideal client is and how they will market to that profile effectively. Their listing presentation is sleek, personalized and professional, and clearly showcases how they differentiate themselves from the competition.
Always allow yourself enough time to prepare for a presentation or even a meeting with a client. Demonstrating that you know what they’re looking for and having a detailed plan to accomplish that might just be the factor that gets you the business.
Time is of the essence
The best real estate agents do not let their leads even consider contacting other agents. They answer promptly and professionally and deliver when they say they will. These agents are on-time, prepared and can read their client’s needs. Top real estate agents have mastered the art of prioritizing and delegating smaller tasks to others. They take the time to train admin and marketing support to match their pace and cater to high levels of expectations. Successful real estate agents have no problem saying, “I do work on commission and pride myself on my customer service. If you have appreciated my service, I’d really appreciate your business and being able to close this sale. And if you find other properties you’d like to look at, allow me to contact the agent on your behalf.”
Top real estate agents become the go-to person for their clients. And a big part of that is being available to establish that connection. Getting organized is key when it comes to freeing up enough time to offer excellent service that makes clients want to work with you.
Don’t Try To Do It All
Top property agents know what they do well and always play up their strengths in relationship building, negotiation and networking. They delegate the things they don’t do well or that don’t fit their schedule. Such agents focus on prospecting for new business and maintaining relationships. The support staff in real estate agencies will take the professional photographs, upload the listings, assemble paperwork, etc.
Don’t get swamped with administrative tasks when that time could be used better building client relationships. Make sure you have the support staff you need to do your job well and that help you acquire and retain clients.
Become A Problem-Solver
Successful real estate agents focus on solving problems and are not afraid to say when they don’t know something. However, they do know where to get accurate information quickly. Yes, they are experts. But they don’t make-up answers when they are thrown a curve ball. Instead, they will explain that they need to get the required information from a reliable source and will do so quickly.
Take some time to think of possible questions that may arise in your meeting or on your call with a potential client. Prepare answers in advance that will address these issues, get the information you think you might need and save a whole lot of your and the client’s time.
Establish Your Network & Make It Work For You
Top real estate agents have extensive networks that they stay in touch with year-round. Keeping in touch isn’t calling and asking for business. It’s interacting with social media, making a birthday call, sending out an interesting and informative newsletter and making face-to-face contact. Haven’t seen a contact in a while? Pick up the phone and schedule a quick coffee, comment on professional posts and send that Christmas card (not a WhatsApp message). If you want to generate the ever-important favourable referral, personal contact and communication is a must.
The best real estate agents are proactive and network on an almost daily basis. They maintain a “book of business” and tap into it often. Established real estate agents don’t sit back and wait for business – they find and create it.
Know Your Worth
The most successful real estate agents do not negotiate their commission because not only do they know their value, they clearly articulate it. They stand out from the crowd and command their full commissions (in a professional manner) because their reputation proves their worth. These real estate agents know how to utilize their time and what to focus on from the start. And when they do get the business, they take pride in their efforts and enjoy the fruits of their labour.
Always make sure you clearly communicate your terms and that all parties are on board from the get-go. Follow the other steps mentioned here, go that extra mile to become a top real estate agent and take pride in your work and the financial rewards they bring you, because you have earned it.
Never Make Excuses
Lastly, one of our biggest tips for real estate agents is to stop making excuses. Top agents accept personal responsibility and are accountable for their actions. They don’t put themselves in a place where they need to make excuses. But if they are wrong, they know how to admit it and still retain their clients. When a real estate agent makes an excuse, it not only shows a lack of preparation but also puts their credibility at risk.
Communication at every step is of utmost importance. If you can’t make it to a meeting or need to reschedule, inform the client well in advance. Deliver what you promise and always try to provide accurate information to your clients. If you need time to fact-check, ask for it and get back to your customers promptly. Take simple, but important measures, to avoid being in a position where you may have to make an excuse.
The most successful real estate agents are, at the end of the day, masters at lead generation, they control and maintain their leads and are expert communicators. They make people want to work with them and are always learning and improving.
Are there skills you think you could freshen up on? Contact us at email@example.com and learn about the Bayut Academy training workshops. We want you to get to the top and we hope that our tips for real estate agents will help you accomplish your 2018 goals.