Are you as successful as you want to be?
If so, great!
If not, you might wonder what’s holding you back. As it turns out, the things that stop us from success are not as unique as we assume. Realtors® tend to struggle with similar things year after year.
Curious how to move forward and make 2019 truly different? Here are some common roadblocks and how to overcome them.
Panic Because There’s No One in Your Pipeline
One of the biggest things that causes real estate agents to panic and become ineffective is when they realize they have no one in their pipeline after the current deal closes.
Desperation isn’t a good look on anyone, especially Realtors®. As a homeowner, do you want to work with the agent who exudes fear or the one who breathes confidence?
Homeowners may not be able to put a finger on it, but a fearful and desperate agent appeals to no one.
So what’s the solution?
If you read my blog much, you’re probably tired of seeing that word. But it’s so vital, and those that are truly successful have mastered it. Join them and ditch the desperation.
Some concrete actions to take today:
- Purchase and schedule the mailings for monthly farming postcards for the rest of 2019
- Schedule a day each month to follow up with door knocking in your farm
- Schedule at least one community even a quarter to attend, either as a sponsor or to network with the public
- Schedule time to post on social media twice a week
When you take steps like these consistently, you’ll be in front of your target audience and they will get to know, like, and trust you. You’re building your pipeline with every step.
Your Actions Aren’t Tied to Your Goals
A lot of agents spend time being busy without being effective. Running your own business isn’t easy and it requires you to optimize your time.
The best way to do this is to know what your goals are for the year and what steps you need to take to get there. Too many agents make a goal like “double my business from last year,” but don’t write down the action steps needed to achieve it.
Once you have the steps, you can ensure that the majority of your day is tied to those goals. Start by tracking where you are now. Get a day planner and track what you do. Next to those activities, write down what goals – if any – those actions are tied to.
Next, try to increase the amount of goal-focused action you take. Block out time in your day to take specific steps toward your goals.
You’ll never optimize 100% of your time – you’re not a robot, you’re human! But if you can increase your percentage, you’ll dramatically increase your chances of meeting your goals.
You Aren’t Focused on Amazing Customer Service
Do you see your clients as a necessary annoyance, or as valuable individuals that you love to serve? A lot of people in ALL industries have the first attitude. They understand they need customers but they find them time-consuming, frustrating, and focus on moving them through as quickly as possible.
If you have been in the real estate industry for a number of years, you may have slipped into that kind of attitude without even realizing it. You roll your eyes when you talk on the phone to yet another first-time homebuyer who is looking for a move-in-ready 4 bedroom for $100,000. You bite your tongue when you hear about your 1,000th conflict between the buyer and their parents (who are providing the down payment.)
I don’t blame you! It’s easy to get tired of something you’ve seen or heard a million times. But clients can tell and they won’t want to work with you.
If you want to break through to another level in your business, you need to let go of these attitudes and see your business through new eyes.
Think about how you can use your experience to completely wow your clients, instead of being annoyed with them. For instance, maybe you can provide a guide on helping your family understand your home choices. Or perhaps you can work on your client connection as you counsel them about appropriate price expectations.
The more you can do to move your customer experience to the next level the more your business will grow. Don’t let a jaded attitude hold you back!
You’re Sticking with “Normal” Referral Sources
It seems like folks are staying in their homes longer as wages don’t keep up with rising home prices. How can you maintain relationships and get referrals when the cycle is so long?
One great answer is to change your referral network. Don’t stop asking family, friends, and former clients for referrals. But also ask folks who perform a lot of home services.
When getting a home ready to sell, did you meet an interior decorator? A plumber? A landscaper? A flooring specialist?
Those folks meet a lot more homeowners a year than you do!
Why not ask them for referrals, and thank them by referring work to them as well? You can build an amazing professional network that’s far outside what most real estate agents think of. You’ll gain access to homeowners you never would have met otherwise.
Are you ready to supercharge your year? Which one of these are you going to tackle? Share in the comments!