Most of us have met people who seemingly have the Midas touch – everything they touch appears to turn to gold.
Hard Work or Luck?
Nothing seems to slow these people down and even when the economy takes a dive and property sales slump, there are those who emerge from the whole sorry saga relatively unscathed. So how do they do it? Are they just incredibly lucky and simply always in the right spot at the right time? Unlikely. Were they born with the proverbial silver spoon in their mouths and therefore somehow have the edge on less fortunate associates?
Wealth doesn’t always beget Wealth
Possibly, although there is plenty of evidence that indicates that money does not always make money. The once incredibly wealthy Vanderbilt family, for example, lost their fortune in a relativity short space of time. When Cornelius Vanderbilt died in 1877, leaving a fortune of approximately $3-billion dollars in today’s terms, most assumed that the family was made for life. Sadly, today there is not one millionaire in the family; in fact, one family member is said to have died penniless a mere 48 years after Cornelius died.
Is there a Secret to Success?
So how do some agents manage to stand out from the crowd and become remarkably successful, while others slog along barely able to make ends meet? We at Property Professional did a little research and came up with ways that will not only help you grow your business, but will help you to go from the mundane to the exemplary.
Talk the Talk
Talk to everyone as though they are already a client. While it may be said that not everyone you meet is going to use you to buy or sell property, the more people that know what you do the better. It has been stated millions of times that word of mouth is the best form of advertising and essentially the more you advertise yourself and your services via this method the more successful you will be regarding getting your name out there.
Be a Social Butterfly
Get out and about as much as possible and become active in your local community. Golf courses have long been the place where salespeople of all descriptions spend their free time. Is this because every single one of these people has a secret desire to become another Jack Nicklaus? Possibly, but in most cases, agents know that they are more likely to meet successful business people on a golf course than they would down at the local pub. Agents who stand out tend to spend an inordinate amount of time meeting new people and socialising with those in their local communities. They will often join charitable societies like The Round Table or Lions. In the process of giving up some of their free time helping others, they meet large numbers of people, knowing that the camaraderie that those belonging to these organisations enjoy could lead to attracting more clients.
Dress for Success
Looking the part always plays a huge role in success. Agents, regardless of which area they work in, should always strive to look professional. Would you buy a property from a person with dreadlocks whose choice of clothing included shorts and slops? Probably not. We may not all be able to drive the latest Mercedes Benz, but we can all make the most of what we have. First impressions are always going to count; the problem with selling real estate is that agents meet potential clients all the time – in the darndest of places. While it may be impossible to look the part all of the time, sounding professional regardless of the situation is a must for those who want to stand out. While dancing on a bar counter after having consumed a bottle of tequila may seem like fun, it is going to impact on what those watching from the sidelines are thinking. Experts often comment that people make judgements about each other within the first minute that they meet – unfortunately they also say that bad impressions tend to stick, regardless of how a person conducts themself in future meetings.
They also state that people who want to make a longstanding impression should realise that the world does not revolve around them. Spending an hour discussing real estate opportunities without letting the other party get a word in edgeways could backfire. They recommend that agents should look for common ground, share stories of common interest and while it is perfectly acceptable to talk about yourself and what you do, this shouldn’t be the main topic of conversation.
View the glass as Half-full
People tend to be drawn to positive people. While it can be assumed that no one is suggesting that agents should bound through the door singing ‘We are the Champions’ at every opportunity, keeping your own problems out of the equation appears to be a must for those who want to really shine. On that note, however, experts have often said that showing empathy to a client will boost any business relationship.
Go the Extra Mile
Solving client’s problems can take you from zero to hero in minutes. It has often been said that good agents don’t stop working once a property has been sold. They remain in contact with the client and if necessary help them with the small details associated with a move, long after the sales contract has been signed. Clients, particularly those who are moving to a new area, often have no idea how to get the necessary things done. The agent who offers guidance as to how and where to have the electrical and water connections turned on, helps arrange for a cleaning service to clean the home before occupation and generally makes themself available to help the buyer as much as possible is not only probably going to have a client for life, but will pick up business from referrals.
Beat your Best
Top agents don’t sit on their laurels once they have made it into the big time, but constantly seek new ways of improving their business. They don’t take things for granted either, they regard each new deal as a new opportunity to create more business and strive to make each client as happy as possible. No one said it was going to be easy, in fact, if you look at how hard these agents work, it becomes very apparent that there is far more than selling property than simply being in the right place at the right time, having the gift of the gab or mingling with the right people in the right places. Yes, it may have built their success, but like everything else in life, there are always new ways to grow.
Small steps add up to big Leaps
Barack Obama stated in a speech in 2009: “That’s what building a body of work is all about. It’s about the daily labour, the many individual acts, the choices large and small that add up over time, over a lifetime to a lasting legacy. It’s not being satisfied with the latest achievement, the latest gold star, because one thing I know about a body of work is that it is never finished. It’s cumulative. It deepens and expands with each day you give your best. You many have setbacks and you may have failures, but you’re not done. You haven’t even started.”
By Lea Jacobs