Follow these 8 Steps and you will win.
1. Success is easy to obtain. The difficult thing is to deserve it.
Do you want to start your real estate business and want to guarantee success? Well, I have good news for you and other not so good news.
Let’s start with the not-so-good news with a shot straight to the center of the bullseye. To be successful in this sector you need good training, and you need money.
The good news is that, as a real estate agent like , you can earn more money per month than your bank manager and working from home. Some of my students, the most advanced, who have followed the 8 steps that I will indicate below to the letter, today they are earned a month, each month between $ 5,000 and $ 8,000 dollars. Some of them exceed that number 3-4 months a year.
Do you want to join the club? Well, do not think for a moment that making money in this sector is as easy as frying an egg, because you are going to be surprised, after having invested time, money and expectations.
A real estate business is built with intelligence, with your head; and not with the heart and with the feet, going from one place to another with a face of speed.
2. Real Estate Business with example
Writing this article, I have remembered, one of my students, and his cousin who wanted to be a real estate agent and reality hit him so hard in the face that he has not yet recovered. His adventure deserves to be told.
It turns out that he woke up one day wanting to be a real estate agent. He had discovered, watching him and others like him, that having a real estate business was great. That it was going to be the solution to his work problems.
In his infinite wisdom, he bought a state- of-the-art Samsung Galaxy to take photos and videos, got an acquaintance to lend him a property, put it on Facebook, and sold it within 3 weeks.
He found out about this sale because his cousin came to him to help him with the paperwork. He couldn’t believe it! With a Samsung Galaxy, some WhatsApp, 1 single visit to the property and… Sold!
And how could he sell it on Facebook, so fast? -Asked.
By Facebook Groups. – He answered.
Investigating a little more, it seems that this individual, cousin of my student, belonged to a group on Facebook about tuned cars, he uploaded the video of the property to the group, wrote 4 bullshit and boom! someone sent him a WhatsApp, they saw the house and … I keep it.
No wonder he thought that selling real estate was blowing and making bottles.
But the story does not end here. With the $ 8,000, his cousin started his real estate business by renting a place, hiring a secretary, capturing several properties, joining an MLS, buying a CRM and spending a couple of thousand euros on real estate portals.
Seven months after creating his real estate business,his cousin is history. The 8,000-dollars disappeared, the website was never completely finished, the secretary did not charge the last 2 months … Anyway, now his cousin works in a supermarket taking home purchases. The same job I had before entering this sector, with more heart than head. Of course, it retains the latest generation Samsung Galaxy.
What is the moral of this short story / adventure? Well, the worst thing that can happen to a person who wants to start a real estate business is that the Virgin appears.
Therefore, so that what happened to his cousin does not happen to you, I am going to tell you, in a very summarized way, what are the 8 steps you must follow to guarantee a good future as a real estate agent.
“By the way, being successful in this sector is not limited to making money. It also means having your professional future assured; get satisfaction from a job well done; count on being recognized by others, being popular, being your own boss and being perceived as a professional”.
NOTE: Before you read the 8 steps, tell yourself that all these steps, with proper training, can be learned in less than 3 months and mastered in less than 6 months. So, cheer up and don’t get a stroke what you’re going to read. If many of my students have achieved it in 3 months, you can too.
Step # 1.
| Your Real Estate Business: Training.
You need training and good. You need access to quality, purely real estate training. The first thing is to learn to differentiate the good information from the bad or you will start your real estate business on the wrong foot.
Bad real estate training is what 70% of real estate academies teach. I say this with respect, without trying to imply that I am the best information provider. And I also say it a bit indignant because it annoys me, that obsolete, incomplete and useless training continues to be given. For example, stay away from any course that their program wants to teach you closing techniques. There are no closing techniques that work. Selling real estate is a process. What starts well, ends well.
Good real estate training, for the times, includes real estate telemarketing, real estate email marketing, real estate SEO, real estate content marketing, knowing how to create a real estate sales funnel, the new property acquisition process; real estate negotiation, (which is a bit particular); Facebook for real estate; know how to describe a property; real estate copywriting …
Are you feeling a bit overwhelmed by everything you need to learn? You don’t have to learn it in 3 months, but you are going to have to learn this and a bit more to be successful with your real estate business.
Now, if you’re only going to spend a few months in this sector then… buy yourself a Samsun Galaxy.
| Your Real Estate Business: Know your Market.
You may have been born in your city and you know every corner like the back of your hand; But do you know your area from a real estate point of view? Do you know what are the threats and opportunities offered by the real estate market in your area? Do you know what your real competition is going to be? Do you know what market prices the properties have in your area?
Knowing your market is essential to move to step 3. Many real estate agents believe that they know their market well, until you ask them the number of inhabited houses in their area and they have no idea. Even less the number of premises and offices in your area.
Do you know the supply and demand market in your area? Do you know how many divorces there have been in your area in the last 2 years? That this last piece of information is not important for a real estate agent? Ask Rosa, who works in Alicante.
Rosa knows these figures and thanks to knowing it, she has been able to prepare a campaign for this group with which she obtains every month 1-2 property of people who are going to divorce or have divorced or are in the process of separation. With an email marketing campaign to all the lawyers in Alicante and with some ads on Facebook that are an example to follow.
Knowing the market where you are going to move is essential to establish a plan and establish acquisition and sales objectives.
| Your Real Estate Business: Have a Plan.
You have to have a plan even to go to the bathroom. So clear. You have to prepare a personal plan for your real estate business. Plan, organize and schedule all your activities. Have a clear route hour and real objectives.
Planning is deciding what to do. To know what to do and for the effort to produce a positive result, you need to gather data to help you plan and make sound decisions.
Organizing is the intelligent application of the means and resources available according to the most appropriate method to achieve the proposed objectives. It is impossible to organize well if you have planned well.
Programming is deciding what to do and when to do it, allocating the necessary resources; the time between them.
When you organize you decide how to do what you have planned. When you program you decide what to do and when to do what you have decided how to do.
“It is clear that without proper planning there is no organization that is worth it and the programming you do will be of very little use to you. A scalable real estate business means making bigger profits every year, which does not necessarily mean selling more each year”.
Step # 4.-
| Your Real Estate Business: Your Online Presence.
Next you need to tell the world that you exist; that you are here, that you are professional; that you are different and that you don’t just sell real estate. You are an advisor, an achiever, a problem solver and you get people to improve their quality of life with your service.
To tell the world everything you are and can do for humanity, you need a quality real estate website, with a professional and simple approach at the same time. Where you show that you have a real estate business and also a business of helping others to get what they are looking for.
You need to have a presence on Facebook and YouTube. Let your potential clients see your face, hear your voice and hear what you can do for them.
You need to make yourself known to the bottom using SEO, your real estate blog, social media, email marketing, and even Facebook groups. Which brings us to the next step.
Step No. 5.-
| Your Real Estate Business: Online Marketing.
You’re in the real estate business, where you don’t sell products for precisely $ 2,000. Therefore, you need to master online “real estate” marketing well.
You may have studied Community Manager at Harvard; But as you don’t know your real estate market well, you know how property buyers tend to behave online, you have a losing battle before you start.
Learning real estate marketing online means, (and always remember this), investing a budget in online advertising to find out what works in your area, with what types of properties and in what circumstances.
You need money to learn online marketing by testing, not studying it in marketing manuals. Once you learn, you need money to earn more money. Those who think that real estate portals are the means that help you attract clients; you are going to get a not very pleasant surprise.
You need to master online “real estate” marketing.So, you need to learn fast, make the inevitable mistakes as soon as possible, pay for it, and move on. You will find a way to attract customers.
| Your Real Estate Business: Real Estate Acquisition.
Real estate acquisition is the most delicate and laborious part of a real estate agent. Capture well and you will sell well and fast.
There are so few real estate agents who professionally capture properties that current acquisition methods, which are flawed, are taken as the norm.
It is already assumed that the owner is going to behave in such and such a way; It is assumed that you have to capture everything that appears in the market, (this is not how the competition does); It is assumed that an agency must have recruiters and sellers; it is assumed … better not to continue.
You have to learn to capture at market price and exclusively and for this you have to learn to educate the owner, to get them to come to you, (yes, you read that correctly), to know how to inspect a property to know if it is profitable to sell it or not in those moments,
You need a roadmap, step by step that tells you how to approach recruitment. In our courses, for example, we have a well-defined 8-step recruitment strategy. It is not infallible, but almost.
In short, you must learn to capture exclusively and at market price by having the owners come to you and educate them.
| Your Real Estate Business: Weekly Schedule.
Remember what I mentioned in point 3. Once you have planned and organized, you need to schedule your activities so as not to lose your bearings and stay motivated.
This means that you must work on a weekly schedule. You should know in advance, what are the tasks that you are going to develop that day. You need to leave space for the unforeseen, which should be few, and work based on what is priority and not based on what is urgent.
Real estate agents waste a lot of time moving papers from one place to another; going to visits with a speedy face or driving too long. Always with the mobile in hand; sent WhatsApp’s that are just a waste of time; visiting the internet without a fixed goal …
All of the above is stressful and obviously you cannot be productive that way. If you get out of bed and you are not clear about what you are going to do today, what are the objectives of today that you must fulfill during ALL your work time, you are not being productive, and you will not enjoy your work. Also, you will tend to work more hours than you owe.
Step No. 8.
| Your Real Estate Business: Have Empathy.
To be a professional real estate agent you need to develop your empathy.
Empathy, also known as interpersonal intelligence, is the ability of one person to understand the emotional universe of another. Empathy is the hallmark of successful interpersonal relationships. And from successful sellers.
Empathy is the ability to really put yourself in the position of your customer and understand their frustration. Once we truly understand our customers’ frustration, fears, and grievances, we can begin the process of delivering a great experience for them.
Empathy is not necessarily a long process, sometimes it just takes a moment to really understand what our clients are experiencing. Sometimes it takes several minutes of empathetic listening combined with phrases like ” I understand why you feel that way.”, Or “I would also feel that way if I were in your situation.”
In order to maintain a relationship of trust with our clients, it is necessary to gradually create a good brand image, an image that manages to transmit values to our clients in a way that builds a quality relationship.
The most important thing for a client is to detect that he is being listened to and the willingness of the real estate agent to help. Listening is the only way to find out what is happening to them and gather the necessary information to give our client a logical answer. The act of listening and our unequivocal disposition before the user to offer solutions, is in itself a process that requires empathy.
What do you think of these 8 steps? Complicated? Have blue world cityshown it harder than it really is? So, I do not think so.