I have my real estate license…now what?
Here’s Garrett Lenderman, lead writer, and researcher for Keller Williams’ publishing division valuable insight.
- “Your database is your business.”
The difference between an average business and a mega business can be pinpointed to the number of times an agent communicates with members of their database.
“Each time you touch people in your database, you gain a piece of mindshare, which will help position you as someone they need to talk to when they think about buying or selling real estate. The more frequently you communicate with your database, the more mindshare you gain, and the more you’re able to profit from the relationships you build within it,” Lenderman explains.
He also advised that how you talk to your database matters. While there are new inventions, new ways for us to communicate with one another, for real estate agents, the number one material to use is still the phone. It is not because real estate agents are old-fashioned, but because voice-to-voice communication is extremely efficient and effective.
When engaging with potential clients, what we say is only one half of the equation – there’s also how we say it. When speaking with other people, we constantly send and receive millions of signals that all add up to our interpretation and understanding of what’s being said. When using simple forms of communication like text messaging, we restrict our ability to use our full arsenal of communication tools.
So I suggest to go out and talk to people and make sure what you say counts. Lenderman suggests, at the very least, you should pick up the phone and call everyone in your database at least once a quarter. When designing touch plans to add to that, remember that the more personal you make it, the more effective it will be.
2. “No is a spectrum.”
The importance of learning that “no” and “yes” fall on a spectrum is key to becoming a successful agent. If someone tells us “NO,” there’s usually a condition associated with it. It is important to gauge how strongly someone is committed to their current decisions and what needs to happen for them to change their minds especially when talking with people who are interested in real estate, Sometimes you’ll be surprised that you have the ability to help people turn their NO into a YES.
Learning to interpret people’s needs is part of being a good communicator, which is why it’s important to focus on building your skills through scripts and dialogues, as well as experience, on a daily basis.
3. “You have to invest in your business and you have to invest in yourself.”
Don’t view your job as just – a job. Agents should see themselves as business owners. When you treat real estate as an enterprise from day one, then you are setting yourself up for future growth and success of your own company.
It means operating a schedule that allows you to take control of your time, investing in a database that provides you and others who were looking to serve with the continuing value. It would continually educate yourself so that you can educate your customers, pairing big goals with big actions and big accountability that will guide you to the future you desire.
4. “It’s never that hard again.”
Starting something from scratch is always going to be hard. Selling your first home is hard. Your first cold call is hard. However, the good thing is that it is only going to get easier from here. Because repetition, making mistakes, and learning as you go will help make things eventually easier. Experience is a great teacher and asking others to share theirs will help you on your own personal and professional growth journey.
5. “Take a leap.”
Jumping into a new career in real estate can be challenging. Working on making real connections with customers, creating a strong database, and treating real estate like a business are all key ingredients for success.
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