Every Realtor® has their own style and their own approach. But the most successful people in the industry typically have a number of things in common, regardless of their age, experience or the size of their market.
It is said that success is not an act, but a habit. So let’s look at 7 habits that the most effective Realtors® share.
1. They Follow Up Immediately
Staying successful means staying accessible.
This means responding to anything your clients may send you, whether it’s a call, text, email, or any other message.
“They are the warriors of email, text, and phone and they keep that rhythm right up through the whole transaction,” wrote Realtor.com blogger Deirdre Woollard.
“Busy Washington DC agent Jeff Vinson told me he calls it his land, sea, and air approach, reaching out to clients through as many channels as possible in the beginning even using Skype.
2. They Know Their Brand and Stand Out
Yes, we know. You’re reliable and an expert in your area. So is everyone else.
Tell a different story and position yourself a different way. Use all kinds of marketing – printed cards and flyers, your website, social media, and more.
Differentiation in the marketplace comes from disruption: When something stands out from everything else. Make your brand something different.
Lock into your real strengths and sell them. For example, I once worked with a Realtor® who positioned herself as a “family first” agent. This resonated in everything she did—right down to having her own daughters babysit her clients’ children while they toured houses.
3. They Know How to Remarket
Just because someone came and left your website without contacting you doesn’t mean you’re done selling to them.
Remarketing allows you to keep your listings in front of would-be buyers, even after they have moved on from your website.
“As the house hunter moves to other websites, whether a local newspaper site or maybe a sports page, remarketing allows you to continue to show your ads to him, such as photos of the listing he was just looking at or other homes in that neighborhood that meet his criteria,” wrote Kacie Ricker, the Regional Vice President for Coldwell Banker Residential Brokerage’s Western Region
“The idea is to get him back to your site to have another look at the property or similar ones he might be interested in.”
4. They Don’t Ask for Referrals. They Earn Them
You shouldn’t have to say, “Don’t forget to tell your friends!” Your service and outcomes should be so good it’s impossible to forget.
Never forget that people want to refer you. People love telling their friends, “You have to call ____. They’re the best.”
This means being in the business of delighting your customers and exceeding their expectations—every time. Again, this needs to be a habit, not an act.
5. They Know Everyone and Make Connections
You should always have a fleet of contractors, plumbers, painters, home inspectors and lenders at your fingertips.
Being able to name them on the spot, versus going through your phone to find them, helps establish you as a local expert with all the answers.
It also creates a great synergy with local professionals, who appreciate you sending them business and will reciprocate some day.
6. They Focus on Clients, Not Sales
This is so much harder than it sounds, but it can really drive your success.
“It is essential to remove any personal/emotional dispositions from the real estate transaction. Agents must instinctively assume the perspective of the client, as their own bias can adversely affect the outcome of the client’s decision,” wrote listing specialist, Monica Diaz.
7. They Know How to Use Technology the RIGHT Way
This means staying current on today’s technology. But this doesn’t mean buying into or adopting every new app, system or gadget when they’re released.
Stay mindful of new ways to do things. Technology is constantly presenting new ways for you to manage your time, communicate with customers, and promote yourself. But be cautious.
If something new catches your eye, do your research. Look for reviews from real people to determine if this is really helpful, or just trendy.
What habits do you feel drive your success? Let us know in the comments below.