Being a real estate agent can be challenging, especially with the disruption wrought by the current global Coronavirus crisis.
Once a social and personal endeavour, real estate agents have to step up their game to generate new and qualified prospects to ensure their survival in a highly competitive industry.
There are ways to succeed at it, but only if you know how to go about it.
Never forget your main goal
If there’s one thing that you need to succeed in real estate, you strive to achieve your goals, no matter how simple it may be.
For instance, targeting one good listing each working day should be enough to let you set your boundaries and at the same time prevent you from short-selling yourself.
You may think it impossible at first. However, many who succeeded can attest that commitment and determination can help you get there in time.
Do not let rejection or failure make you complacent
While it’s true that not every prospect can be converted into a client or customer, don’t let that cause you to fall back, blame yourself, or cause you to become lazy, especially when setting your expectations on a new prospect or lead.
Instead, aim to outperform how you did on a gloomy prospect and consider it a challenge to help you devise or revise your approach to your future leads.
Here are three proven and practical approaches to leads and give you a better shot at winning positive outcomes.
The power of motivation
Yes, motivation should come from within. External factors that inspire you to achieve your goals come next to self-determination and drive.
Your desire to succeed must be a personal aspiration that you want to exert better than best efforts to convert your prospects into your clients.
What comes next is smart planning to help you reassess your goals if you have already set them prior or even apply to new ones who are dipping their toes into the real estate market.
Plan and work smart by studying your local real estate market. For example, you can inquire about the number of new houses that were constructed or sold. Once you have that information, multiple the number of homes by the average commission percentage or fee for each of the sold houses.
It will undoubtedly give you a good number to aim for and set it as an annual goal for your real estate business.
The value of referrals
Getting referrals is an excellent way to generate new listings and help advertise your real estate business as well.
Do not hesitate to let people know about your professional credentials and expertise because there are often people looking for real estate choices without you knowing it.
The key here is to position yourself top of mind with someone who is exploring the market or knows someone searching. But take note to prepare your professional credentials and listing portfolios ready at a moment’s notice.
Your presence of mind will surely impress many and score good impression points for you.
Offer a solution and provide realistic options
People will look to you as a problem solver, making it crucial that you live up to those expectations. This is a vital step in the prospecting process because this can also spell the difference between converting a lead to a client and those ending up unimpressed and unconvinced that you can help them out.
Make your prospects feel that you are the right person to handle their real estate concerns, and by doing so, they need to be confident that you are there for them.
During your initial interaction, you may want to introduce yourself and propose that if they promise to let you handle their real estate options, you promise to assist them to the best of your abilities as a real estate agent.
In today’s competitive real estate market, leaving everything to chance will get you nowhere, so make sure that you have the right strategies in marketing and selling yourself to your prospects so they can become happy and contented clients.