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Archive for Agent Development

How Are You Motivated?

By Nadine Larder on October 2, 2019

Motivation

I’ve noticed something interesting about motivation.

First of all, of course, it can be a bit fleeting. That’s actually not a problem, as long as you realize that it’s OK to embrace your needs. It’s OK to need new motivation every day. We all do.

Secondly, and even more interesting to me, is that everyone is motivated differently. Unfortunately, we often fail to realize this and try to motivate ourselves (or our colleagues, relatives, or friends) in ways that simply don’t work.

So today let’s dive in a bit – how are you motivated?

Motivation By Tough Love

Are you someone who gets fired up when someone says you can’t do something? Do you get fierce and decide you’re going to prove them wrong no matter what?

If so, you’re motivated by tough love. You’re most inspired to do something when someone doubts you, so it’s important for you to set difficult challenges for yourself.

Find someone who can fire you up and hold you accountable. Don’t be shy. If you’re motivated by a drill-sergeant type approach, find that kind of friend. Embrace that about yourself and go get it!

Motivation By Competition

Some people love the feeling of winning. It’s the best motivation for them, and if they are in a competition there is nothing that can stop them.

If you recognize yourself in this, then the best way for you to be motivated is to find ways to compete. Do you have a colleague who is motivated the same way? See which of you can get the most sales in a quarter, prospect calls in a week, or some other achievement.

One of the keys to this approach is to be sure to celebrate your wins. If nothing is on the line, you won’t feel like you’ve truly accomplished something. Be sure that there’s a real prize on the line, and don’t cheat and give it to yourself unless you win.

Motivation By Encouragement

I have a good friend who is most motivated by encouragement. She has a gentle disposition and tends to simply wilt if someone tries the tough-love approach. In fact, she shared a story with me once about when she was working at an insurance company.

A coach training her noticed that she was a bit competitive, but misread that and started to tell her that he didn’t think she could meet her goals. He was trying to fire her up, but instead, she cried at her desk.

Oops.

This story shows how important it is to know exactly what you need. Today my friend is extremely successful, and she surrounds herself with encouragement and positive quotes. To some, these would seem cheesy, but to her, they’re deeply meaningful.

If you need encouragement, be sure you seek it out. Let coaches or trainers know if they start to take the wrong approach. Surround yourself with the things that feed your soul and make you feel great.

Know Yourself to Succeed

Sometimes people are aware of only one or two types of motivation and try to use a one-size-fits-all approach. Whether you do this to yourself or others, it’s a sure path to failure.

If you want to succeed in real estate, you need a lot of elements. You need great marketing, a strong online presence, and a lot of confidence.

You also need motivation. Don’t be ashamed of what works for you. Take ahold of it and become your very best!

What motivates you? Did I miss anything? Share in the comments!

Categories : Agent Development
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Why You Need Self-Defense Training

By Nadine Larder on September 30, 2019

self defense

As a Realtor®, what steps do you take to stay safe?

Hopefully, you work hard to make sure you know clients before you show homes. You let folks know where you are. Maybe you even have a partner so you can stay safe at open houses.

Even those steps might not be enough, however. A Realtor® in California was attacked even after she got the gentleman outside of the home in full view of the security camera. Now, her broker says all the agents will be going through self-defense training.

Here’s why you should do the same.

Self Defense Builds Confidence

When you first start learning self defense, you’ll feel uncertain and a bit awkward. However, with practice you can feel smooth and confident in your actions. That means that outside the class you’ll also feel confident.

Knowing that you can protect yourself in all situations builds your self-assurance and helps you feel secure no matter what’s happening around you.

Don’t assume this doesn’t apply to you if you aren’t a female. Men are in danger as well!

It Helps You Say Aware of Your Situation

One of the most dangerous things that can happen to anyone, including Realtors®, is that they get lulled into a false sense of security. You get used to nothing happening, and you assume that nothing will happen this time either.

You’ve held a lot of open houses alone, so why bother trying to find a partner for this one?

When you are trained in self defense – not once, but regularly – you are more aware of your surroundings. You notice people acting oddly. You know how to react to what happens, and you’re more likely to follow safety best practices every time.

You’ll Be Physically Healthier

Practicing self defense on a regular basis is a great form of exercise. You know you should work out, so why not choose an activity that will help you get healthy and stay safe?

Another thing that will keep you motivated is that you’ll be attending scheduled classes twice a week or so. That means you won’t have to force yourself to go to the gym alone – you’ll have a class and instructor waiting for you.

Working on self defense helps you be stronger, faster, and more sure on your feet. You can benefit from that no matter what happens to you.

Are You Ready to Defend Yourself?

It’s important to work in pairs and take other steps to stay safe. However, nothing is foolproof. At some point, you might be somewhere where you simply need to protect yourself.

Are you ready?

An open house is a great place to meet people, show off your listing, and hand out business cards. But you always need to be ready. Just in case.

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Ghosting – Not Just About Dating Sites

By Anna Spooner on March 31, 2019

Real estate ghosting

A friend of mine who I’ll call Sue is working on an out-of-state move. She’s finishing her PhD and has a position doing research at a different university. She’s really excited!

She’s been chatting with a real estate agent about this move, and things had been going fine. In fact, Sue was supposed to head to her new hometown this weekend to see a home she’s had her eye on.

Except that visit isn’t happening now. Why? The real estate agent ghosted her – stopped responding to texts, and then claimed that she needed to verify her contact information because “he had been replying.” Then didn’t reply again.

Nothing had changed about her info. Ghosty McGhostface.

You’d Never Ghost… Right?

You’re probably thinking, “Gosh, what an unprofessional agent!” In fact, I hope you are!

But chances are you’ve dropped the ball on a client before. You just missed the messages, or you were so busy you forgot that you didn’t set up a showing.

Or, heaven forbid, you didn’t like a client and thought if you ignored them they’d go away.

What happens if you ghost someone – accidentally or otherwise? What should you do about it? The most professional approach is to reach out again with a true apology. Don’t pretend you had their number wrong. Instead, own up to the mistake and move forward like a professional.

If you don’t like working with a client, consider referring them to someone they’d match better with. If they’re just a time-waster, let them know that the relationship isn’t a good fit an you won’t be continuing it.

What if a Client Ghosts YOU?

If you’ve worked hard for a client, the most frustrating thing in the world is when they change their mind and back out of the relationship. How you respond to this depends on whether you have a contractual agreement with them, and how good they were as a client.

If you didn’t enjoy working with them or they don’t have a contract, you might be best to just let it go. It’s frustrating, but maybe you can learn from some of the red flags and use your experience to help you better screen future clients before working with them.

On the other hand, if they have a contract or are close to closing, you may need to track them down. If they won’t answer your calls, emails, or texts, you may have to physically show up at their home or work.

Of course, once you’re face-to-face, be sure to handle things as professionally as possible. Remind them of the contract, ask what’s changed, and see what you can do to make things better. Perhaps you can salvage the relationship and make it profitable once again.

Don’t Be a Ghost!

While you may not be able to control how clients behave, you can always control your own communication skills and professionalism. Don’t let someone drop off, even if you didn’t enjoy working with them.

Instead, reach out, let them know what’s going on, and perhaps slide them the business card of another agent who will be a better match.

You owe it to your business and brand to be a true professional!

Categories : Agent Development
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Three Ways to Set Boundaries as a Real Estate Agent

By Nadine Larder on March 6, 2019

Set Boundaries as a Realtor®

Do you feel like your job is invading every part of your life – even your personal and family time? If so, you’re not alone. However, you might think that that’s “just the way it is,” when you’re a Realtor®.

Good news – it doesn’t have to be!

You can set boundaries around your work and actually improve your productivity. Here are three steps to take.

Stick to a Schedule

Easier said than done, right? But what’s important to realize is that having a schedule with specific hours to work and relax will boost your results and help you get more done, not less.

Having time off boosts your productivity and helps you be more focused during your working hours. You avoid burnout and you avoid resenting the business you’ve sacrificed so much to build.

They say every task will expand to fill the time you have available for it. Get more done by reducing the time you allow – you’ll be more productive AND you’ll have time to do the things that make life fun!

Coach Clients to Respect Your Boundaries

I can hear you saying, “That’s easy if you have a 9-5, but I have clients calling me at all hours!”

Part of your onboarding process can be setting boundaries and expectations up front. You want to be available for clients, of course, but that doesn’t mean you have to be available for calls at 10pm. Find a good balance and make sure you let your clients know.

From there, enforce the boundaries. If you say no calls before 8am and then pick up the phone at 7:30am, you’re teaching clients that your boundaries aren’t real. This will lead to more breaches, which will frustrate you and make it hard to do your best work for that client.

Remember, these boundaries aren’t selfish – they allow you to be at your best. Stick to them and clients will too!

The same concept applies to friends or family who try to reach out to you during work times. If you’re scheduled to focus on lead generation, cold calls, or other business tasks, you’re not available – plain and simple!

Have a Backup for Emergencies

If a client truly needs something when you’re not available and cannot wait, have someone else they can reach out to. This is especially vital if you have windows that you would normally be available but have another event scheduled, like a child’s sporting event.

However, remember to emphasize it’s only for immediate needs, and let your backup know that if it isn’t important they can tell the client you’ll get back to them during your next work time.

Having a backup helps clients understand you truly care about their needs, but you won’t be pushed to violate your boundaries. In the end, it’s a win-win for both you and clients.

You Matter – Make Yourself a Priority!

No one wants to work with a burnt out or unmotivated real estate agent, and all professionals have boundaries. Don’t be afraid to set some for yourself. You matter – after all, if you crumble there’s no one left to serve your clients!

Interested in making sure you always put your best face forward for clients? Maybe you should consider updating your business card with a current photo. You can take a look at our templates here!

How do you set boundaries? Share in the comments!

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Is Becoming a Broker the Logical Next Step for You?

By Nadine Larder on November 18, 2018

Become a broker

One of my favorite books is The Millionaire Real Estate Agent. Gary Keller talks about the importance of three things – leads, listings, and leverage.

Of course, we all know we need leads, but unfortunately some real estate agents don’t work on generating them until they suddenly have no work. That’s no way to run your business! We always encourage consistent marketing with a mix of print marketing, social media, and website outreach.

The listings focus is from the famous phrase, “You have to list to last.” Keller points out that you can make similar commissions from a listing as a buyer, but that you can manage a lot more listings per month than you can buyers. Listings also give you the chance to generate new business almost automatically because of the visibility you get.

Finally, there’s leverage. Keller advocates that a millionaire real estate agent needs to hire people who are proficient in using tools and systems to help you succeed. Leverage – using systems, tools, and staff to increase production without increasing work hours – help you multiply your income.

So does that mean that all truly successful agents should aim to become brokers? Here are some pros and cons to consider.

What Does it Take to Become a Broker?

In order to become a broker you have to be a real estate agent first for a specific period of time. The exact rules will vary from state to state. Two to four years of required experience is common.

You also have to take licensing classes and pass an exam, similar to becoming a real estate agent. What additional things will you need to know?

On top of additional information about the real estate industry, you’ll learn a lot about laws regarding agencies and contracts. This is vital if you plan to hire other real estate agents. You’ll also learn about the financial principles of running a brokerage.

The exact classes you need will vary depending on your state. However, you will gain a more in-depth understanding of the industry and what it takes to legally run a brokerage in your area.

What else do you need to do? Click here to find out!

The Benefits of Being a Broker

Wondering why you’d go through all that extra work, just to be able to hire other agents? Well, there are more benefits than that. Here are just a few.

More Income – Eventually

A lot of real estate agents are excited about becoming a broker because they feel they’ll make significantly more money. In your current brokerage, you have to either split commissions with your broker or pay desk fees.

The idea of keeping all your cash is definitely appealing, but remember that you still need an office with a desk, computer, electricity, and more. As a broker, you have to pay all of that yourself! You also have to buy insurance, and buying the “free coffee” in the office is your responsibility.

You probably won’t make a lot of extra money right away, since you have a pretty big investment to get your office going. But eventually, you’ll have the opportunity to earn a lot more, especially if you have agents under you splitting commission or paying desk fees.

The Ability to Build Your Own Culture

Being a broker is best for agents who are interested in mentoring and developing other agents. Being a lone-wolf broker is possible, but it won’t help you find nearly as much success. Plus, you’re missing out on the whole point of leverage!

If you would love the chance to create an office with a unique culture while you help other agents and associate brokers succeed, you’ll enjoy taking this step in your career.

You Can Become a Managing or Associate Broker

Want a bump in income but not really interested in going out on your own? You may still want to become a broker. As an associate broker you’ll still work in another brokerage, but your additional education and licensing means that you can often work out a better commission split.

Being a managing broker allows you to oversee and mentor other agents in an existing brokerage. You’ll get better compensation and you’ll enjoy sharing your experience with others.

You Can Start a Property Management Company

As a real estate broker, you can move into an entirely different sort of business – property management! Setting up leases and collecting rent require a broker license, so property management companies are required to have a licensed real estate broker on staff.

Being a property manager for an ownership group with several properties can be a rewarding, stable income and give you freedom along with financial peace of mind.

What No One Teaches You – Marketing

The one thing that I have to bring up – yes, partly because I’m now a marketer – is that in all of this education and licensure, there’s always something missing.

Marketing.

States are happy to teach you the laws and give you a license, but it’s not their job to help you succeed. If marketing is mentioned in your education at all, it will be a cursory look.

Remember as a broker you have a lot more responsibility for marketing. You won’t have a national advertising campaign behind you, and your real estate signs, flyers, and business cards won’t have a well-known logo.

As a result, if you do make the jump to becoming a broker, it’s essential to double down on your marketing efforts. Create easy-to-repeat systems where your outreach is consistent in all areas – direct mail, social media, and on your website.

Becoming a broker isn’t for everyone. There’s a lot more responsibility. However, if you want to take the plunge, be sure you master the most important part of your success – marketing! 

Have you considered becoming a broker? Why or why not? Share in the comments!

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Maintaining Your Productivity as a Realtor®

By Nadine Larder on October 27, 2018

Realtor® Time Management

Do you ever wonder how some real estate agents seem to get so much done, but you feel like you’re struggling?

The truth is, maintaining productivity is a challenge for everyone. Real estate has so many different things going on that it’s easy to be distracted.

Fortunately, there are steps you can take to improve your productivity and make sure you have time for the most important work in your business. Here’s what you need to know!

Create Systems & Use Them Every Time

Creating a system might seem like something so time-consuming that it will damage your productivity rather than help. That’s not true.

Creating a system is as simple as writing down the steps you take when listing and advertising a property, and using that as a checklist for every listing from then on.

Write down the steps you take in each thing you do, starting with the most important. Weed out the wasted time, and use your list as the checklist – the system – for that process every time going forward. If you need to make changes, just update your list!

When you do everything the same way every time, you won’t forget anything. You also won’t spend a lot of time and mental energy trying to decide what you need to do and what order it should be done in.

You already have it!

Prioritize Your Tasks

Some folks like to prioritize tasks with numbers, but my favorite method is the Eisenhower Box. You create a 2X2 grid, so there are four squares.

The top left is for activities that are urgent and important. The top right, not urgent but important. The bottom right has urgent but unimportant. Finally, the lower right has not urgent and not important.

Take everything you have in your head that you “need to do” and put each one in the appropriate box. Hint: not everything will be both urgent and important!

If something is in box one, you’ll plan to do it immediately. Box two you will schedule to do later. Box three you will delegate to someone else. Finally, the tasks in the not urgent and not important box can be deleted from your list.

You’ll find that a lot of things seem urgent but actually aren’t important. Think about whether these items are actually urgent or not. It’s possible they can be dumped entirely!

Manage Communication With Automation

You might think that having an automated email series means you have a less personal approach, but the opposite is true. The truth is that without automation you might not reply at all, or if you do it will be days later.

With the right email service provider, you can divide your contact list into relevant sections. Use this to deliver targeted content – without having to type out individual emails from scratch.

Create a three-email series for people you’ve met at an event. You can make a small update and use it again for a future event. No more starting over!

You can also create email series for people who click your Facebook ad, download a freebie, contact you through your website, and much more. You won’t be dropping the ball anymore.

Take Time For Breaks

It’s common for productivity advice to say that you should take advantage of every free moment to “get stuff done.” Waiting in line at the store, being in the car, and more – all time that can be utilized, according to some.

I’m going to say the opposite. Your brain needs a BREAK! You can’t be thinking constantly about 100 things at once and not burn out. So take time to step away from all the doing and just BE.

Whether you choose to meditate, spend time in your chosen faith, or even take a 20 minute nap, be sure you unplug a few times a day. It doesn’t have to be a long time. But it does need to be enough to allow your brain to rest.

The more you reset, the more creative and productive you’ll be!

Ready to get your postcard marketing on a system? Set up a farming postcard to go out every month! Contact us today to see how we can help.

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How to Use the REALTOR Benefits® Program

By Nadine Larder on August 27, 2018
Today, we are featuring a guest post from Christel Silver, Broker/Owner of Silver International Realty!

REALTOR Benefits®

The REALTOR Benefits® Program is your official member benefits resource, bringing you savings and unique offers on products and services just for REALTORS®. Each vendor is carefully selected. They know the needs of a real estate professional. Whether you are looking for personal or professional needs, your first look should be at the REALTOR Benefits® Program.

Here are my favorite savings:

  • As a NAR member, you can join the Hertz Gold Club Rewards for free for faster service and each rental you can save up to 25% with NAR discount code CDP# 182806. (Even in Europe when allowed!) I love arriving at the airport and walking to the car lot and see my name assigned to a car and just drive off. No waiting in line. The additional driver’s fee for your spouse is waived, and if you do not like the assigned car you can pick another.
  • If your Brokerage Company does not offer FedEx,  no problem, sign up yourself. NAR Members save on select services for both personal and business use including up to 26% on FedEx Express®, up to 12% on select FedEx Ground® services, and up to 20% on select FedEx international services.  You get your account set up – and again, you do not have to stand in line. You just drop off your letter in any FedEx mailbox and they bill you monthly.
  • I bought my Dell laptop through the NAR benefit program and saved a lot of money.  The Realtors® receive up to 40% off on select Dell products. REALTORS® receive exclusive member discounts up to 40% off on select Dell products. And yes, you can sometimes find a sale on exactly what you want – but normally this does not happen at the time you need the new equipment.  The consultation with an experienced advisor is beneficial to get the laptop or notebook tailored to your needs, preferences, and budget.
  • The Liberty Mutual Auto Insurance Referral Program™ is available in 39 states, lets you extend to your clients the same auto insurance savings and benefits that you have access to through NAR’s REALTOR Benefits® Program. Plus, for every client you refer to Liberty Mutual who completes an auto quote, you receive up to $40 (only where State laws and regulations allow it). I have referred a client who was able to save on his insurance.
  • I am saving every month with my NAR members exclusive discounts on QuickBooks. This benefit is well-designed to meet the unique needs of real estate professionals to help you save time and money.

You can see the benefits are big. Check out the Realtors® Insurance Marketplace. Did you now that they are offering dental – vision – short term insurance? I would like to encourage you to check out these benefits and start saving money!

Make www.nar.realtor/RealtorBenefits the first place you stop when you shop. You paid for it with your membership dollars! 

 

Once you’ve gotten your benefits nailed down,  get your marketing in shape for fall! PrinterBees can help – visit us today.

 

Christel Silver is a full-time Broker/Owner of Silver International Realty servicing the East Coast of South Florida. The National Association of Realtor’s (NAR) President appointed her (2010-2014) as the President’s Liaison to Germany, where she grew up and worked at the Justice Department for 17 years prior to coming to this country. Fifty percent of her business is in the International arena. For more information visit www.silverhouses.com.

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Can a Coach Help Your Real Estate Game?

By Anna Spooner on June 19, 2018

Coaching for Real Estate

If you’ve been struggling as a Realtor®, you’ve probably wondered who you can ask for help. Hopefully your broker can offer some support, but what if you need more?

You may have thought about hiring a real estate coach. But will a coach really make a difference in your business? It depends – find out more below.

What is a Real Estate Coach?

The word “coach” is a catch-all that can mean almost anything. That’s why it’s important to carefully review and vet people before you choose to work with them.

Here are some of the real estate coaches you may encounter:

  • Life coach: someone who will help you set personal and professional goals, and encourage you to move toward them
  • Performance coach: someone to help you increase your effectiveness and productivity
  • Specific skills coach: someone to build your skills in a specific are, such as real estate marketing
  • Business coach: someone who focuses only on professional goals, with a focus on building your business and increasing your income

Knowing what you need is essential to finding the right coach. Each coach has different experience, expertise, and focus. You may need to interview several within a category before you find what you need.

When a Coach Would Help You

Do you need a coach right now? Here are some ways to know that hiring a coach could make a big difference in your business.

  • You’re ready to implement changes in your life or business
  • You have long-term goals but don’t know how to set short-term goals to get there
  • You need specific skills and are looking for someone to train you
  • You need external accountability and perspective to reach your goals and build your business

To find a good coach, first of all make sure they’re qualified. They should not only have their own success, they should have evidence that they’ve helped others achieve success as well.

Pro tip: Look up the Realtors® that gave testimonials. Are they still in business and successful? 

Secondly, they need to mesh with your style. If you’re laid back, a Type A coach who’s all about the hustle is probably not for you. Find a coach who can help you become your best self.

Pro tip: Don’t get coaching to become someone else. Know your strengths and build on them! 

When Coaching Would NOT Help You

There are plenty of times when you don’t need a coach. Coaching is not for everyone, and someone pretending it is is dishonest.

Here are times when a coach would not be a benefit:

  • If your broker offers training or mentorship – generally it’s better to take the lower-cost, in-house option
  • You are clear about your goals and the process to reach them – it’s just taking time
  • You don’t have the extra income to afford one. Don’t go into debt for coaching!
  • If you’re looking for someone to confirm your existing opinions and aren’t open to alternate ideas
  • If you’re trying to become someone you admire (rather than build on your own strengths)
  • You have no idea what you’d hope to accomplish with a coach

Don’t assume you need a coach. Generally, you need a clear, specific objective that you plan to use a coach to reach. If you know you need sales skills, and a coach is the best way to get them, go for it. But if you’re generally listless and hoping someone will help you find your way in life, you’re probably wasting money hiring a coach.

Speaking of skills, how’s your real estate marketing going? We’d be happy to chat with you about your marketing strategy – for FREE! Contact us any time.

Have you used a coach? Why or why not? Share in the comments!

Categories : Agent Development
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Important Realtor® Safety Tips This Spring

By Nadine Larder on April 4, 2018

Realtor Safety Tips

Do you know how to stay safe as a Realtor®? You may be rolling your eyes and ready to click off this article, but please wait.

You can’t have enough reminders, ideas, and Realtor® safety tips. It’s your life on the line. Remember that common sense to one person is a great new idea to someone else, so take a few minutes to read this piece.

I never want to see you on the news as a victim!

Realtor® Safety Tips Aren’t Just for Women

Do you think that because you’re a man, you’re not at danger for an attack? The truth is, men get assaulted just like women do.

Not every attacker is looking for a sexual assault. Sometimes they want money, goods from the home, or have other aims. Regardless of your gender, someone can show up at an open house or your office with a gun and demand that you comply with their demands.

Don’t assume that just because you’re a large man you’re automatically safe. Attackers can still target you if you don’t keep yourself safe.

Keep Your Emergency Car Kit Stocked

Breaking down on the side of the road puts anyone in a vulnerable position. That’s why it’s vital, whether you live in the city or countryside.

Make sure you have items like a spare tire, tow rope, LED flashlight, battery-powered jump starter, and more.

If you’re in an area with bad weather in the winter or tremendously hot weather in the summer, be sure to be prepared for those extremes as well. Be sure to carry water, a few granola bars, and a warm blanket or sleeping bags.

If you’re going to be in an area with poor cell phone reception, extra care is required. Be sure someone knows when you’re leaving, when you expect to be back, and who to call in an emergency. Consider taking someone with you if possible!

Keep Lights Bright

While Realtor® safety tips are important at all times of day and night, you can reduce your risks by doing things in the light. Try to keep appointments during the daylight hours. If that’s not possible, be sure folks know where you are and when you’re expected back.

If you’re at a home at night, be sure to turn the lights on right away. Keep shades open so folks outside can see in. Keep things as bright as possible, and make sure your cell phone is always with you. You don’t want to be in an emergency and your phone is in another room!

Open House Safety is Vital

Open houses are one of the places where Realtor® safety tips matter most. It’s a publicly advertised event, and is open to anyone who wants to come.

Have a partner when doing an open house if at all possible. Be sure that the homeowners know to put all valuables in locked storage. Be on high alert for anyone acting oddly and trust your gut. If you show someone around, don’t let them get between you and the door to a room.

When an open house is over, don’t assume everyone is gone. Check each room and the backyard before you leave. Be prepared to defend yourself if necessary.

You may prefer to do a virtual open house during the day instead. You keep all the doors locked and use live video to show the home to viewers online. This is helpful because no one is allowed in the home with you, and live video is a big deterrent to bad behavior.

Stay Safe This Spring

Realtor® safety tips are only helpful if they are implemented. We want to make sure we see your smiling face on your marketing postcards, not in the crime section of the newspaper! Stay safe out there, and most of all, trust your gut.

Did I miss anything? Do you have safety tips to add? We’d love to hear them – share in the comments below!

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Improving Your Communication Skills as a Realtor®

By Anna Spooner on February 20, 2018

Communication Skills

Are the kind of Realtor® that people love to work with?

A lot of times, we spend a lot of energy determining what kinds of clients we want to work with. But we don’t always put a lot of focus on becoming the kind of Realtor® that draws in ideal clients.

One key to being an in-demand real estate agent sounds simple, but is harder than it seems.

How do your communication skills stand up? 

What Are the Vital Communication Skills?

If you think returning calls and emails on time is the core of good communication, you’re partly correct. But there’s more to it than that. There are a lot of other skills that are a big deal to your clients.

Communication abilities to cultivate include:

  • Verbal communication, including tone and choosing the right words
  • Written communication, including email and social media
  • Non-verbal communication, such as facial expression and body language
  • Listening skills
  • Empathy and emotional intelligence

If this list surprises you, you’re not alone. Many agents don’t realize that all of these are an essential part of the job – and a big part of why they are (or aren’t) chosen to represent clients.

Verbal Communication

Verbal communication isn’t just about returning calls on time, although that’s part of it. It’s also about what you communicate through the words you choose, the tone of voice you have, and how you deliver your message.

There are good time and bad times to deliver news, and knowing the difference will make you someone clients love to work with. It’s also important to have a good “bedside manner,” to borrow a phrase from medicine. Do you calm clients, or are your harsh and rough?

It’s also vital not to ever talk down to clients and make them feel foolish. Even if they have a silly idea, answer them with respect and gently share a better option. You should never be condescending, even though you are the expert.

Written Communication Skills

Expressing yourself in writing is an area many real estate agents struggle with. In writing, things like tone of voice and facial expressions don’t come through, so it can be easy to be misunderstood. Grammar, punctuation, and spelling can also be challenges.

In today’s real estate world, you can’t escape written communication. From social media to email marketing to writing listing descriptions, you simply have to master this skill.

The good news is that you don’t need an advanced degree or an education in literature. In fact, there are quick and easy ways to boost your writing skills every day. Take advantage of every opportunity!

Non-Verbal Communication

Your body language and facial expression say things you would never put into words. You’ve got to be careful when you’re talking to prospect, clients, and colleagues to be very aware of what you’re saying without opening your mouth.

Even a quick roll of the eyes, sigh, or checking of your watch can make someone feel foolish or unimportant. If you’re someone who speaks unpleasantly through your body language, it won’t matter what you actually say. No one will want to work with you!

On the other hand, an open expression, facing the person who’s speaking, and other inviting postures can do a lot to portray empathy. A confident stance can give your listing presentation more authority. You can portray that you are someone who can be trusted without saying a word.

Listening and Emotional Intelligence

Learning to listen, really listen, can be one of the hardest communication skills of all. So often we’re lost in our own thoughts, thinking about what we want to say next, or disinterested in what another person says.

An incredible resource for learning to listen well is the book Just Listen by Mark Goulston M.D. The author shares how simply developing your listening skills can help you get through to everyone about anything!

Emotional intelligence and empathy play a big role in learning to listen as well. You have to honestly care about what someone is saying, and want to help them solve the problem their facing. Whether that means helping a prospect buy or sell a home or helping a colleague with tips for an open house, emotional intelligence makes you someone folks want to work with.

Ready to Communicate?

Of course, you don’t just use communication skills in person – your real estate marketing speaks for you as well! Make sure it’s professional, personalized, and perfect for your brand.

If you’d like help creating postcards, business cards, or other materials, we’re here for you. Contact us today!

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