First off, I want to address that there is no “one-size-fits-all” program when it pertains to agent development, and real estate agent careers, but rather a series of positive habits that are beneficial to adopt and practice based on the areas you’re looking to improve and strengthen as an agent.
When I usually speak on the topic of agent development, I like to work backwards and revisit the basics. Specifically, what principles did you first incorporate into reshaping who you are as a real estate agent and then addressing which of these principles have worked best for you up to this point in your agent career.
However, one of the most valuable tools that I have found to be useful throughout my own experience selling and engaging with agents is to start each day by giving yourself a moment of gratitude. This instills confidence. What we do as agents is not easy and it takes a toll on our physical and mental health. I learned early on in my agent career to be kind to oneself because the best version of you has the highest probability of achieving supreme greatness.
To help you raise the bar as a successful industry leader, I’m sharing with you my seven fundamental principles to bring along your journey of agent development.
Listed in no specific order.
1. A Master of Soft Skills & Sales. As a leader in the real estate industry, you know by now how to successfully close business. However, what will ultimately separate you from the rest of the pack is your soft skills; people skills, self-motivation and problem solving. It’s in the details. I’m not saying good sales strategies aren’t important, but it’s not always about making the hard sell. Your clients will benefit greatly by your inherent knowledge of knowing when to stick to conventional wisdom and when to adopt new tactics. Advise and listen for optimal results. This practice will make you a monumental figure in the industry with both your colleagues and clients.
2. Be Your Own Key Influence: Devise A Business Plan That Represents You. Oftentimes, in the mind of a business owner, sustained success relies on various sub-points, but launching a new business plan is the ideal place to start. From the onset, creating financial goals is of major importance but not necessarily the perfect starting point. Focus on organizing yourself and creating tasks for your business to live by. Separate your database into brackets, based on relevance and influence. In addition, I recommend writing a daily check list of what you need to complete, with each task corresponding to a firm time commitment limit. Above all, let yourself shine through. The above are only a couple of commonly used tips that I like to go back to because having a sound business plan affords you more time to do outstanding work in your real estate agent job.
3. Transform from An Employee To A Business Owner. It’s time to spread your wings and think like a business owner rather than an employee. Achieving success as a real estate agent has its own trove of fair challenges. We find many don’t make it past the two-year mark because they fail to think like a business owner. It all starts with you! You’re in the driving seat and in complete control of your own growth and success, so invest in yourself first. Forge new relationships and nurture the ones you already have. The businesses that survive are typically the ones that can adapt to change the fastest. Jumpstart a business that’s transferrable and flexible, moving and growing with you as you prosper.
4. Financial Know-How Never Goes Out of Style. Outside of hiring a CPA outright, when you’re an independent contractor I learned early on that being financially informed was crucial to long term success. By creating and maintaining a simple spread sheet of current expenses, both essential and discretionary, you can stay on track with how you invest in your real estate business and rationalize what’s important versus what isn’t. My sound advice is to keep your spending in check and a close eye on your cash flow. Your income goals should cover these expenses plus your business costs with a cushion left over for growth and uncertain times.
5. See the Whole Picture for Growth & Optimal Success. Now, I don’t say this definitively but rather to provide the assurance agents should hear. Diversifying your business and understanding how to work with buyers, investors and sellers will set you up to earn more in the future. You will pick up on how to service an infinite spectrum of clients, local and international. I grew up in the industry where “listings are life” and it’s a valid statement. However, instead of closing yourself off, be open-minded to the whole picture. Singularly focusing on only listings could negatively impact your total earnings potential. If handling both sellers and buyers is overbearing to you, consider partnering with a trusted colleague. Your clients will ultimately benefit and so will the growth of your real estate business.
6. Think Big: Define Yourself as A Leader. Once you reach a certain level in your real estate agent career, you will be too busy to handle the day to day and you will need to invest your time on elevating your profile as an influencer in the industry. This is where being part of a leading brand gives you an edge to take your career to epic heights. Outside of a strong marketing platform, we’re talking about cutting edge and innovative technology to help you win and sell listings. This is vital. A strong real estate brand opens doors to advance you as a leader so you can reach your full potential. Think about networking opportunities, referrals, exposure through public relations and events on a global scale. Thing big. It’s not about a logo, it’s about connecting with the best of the best in the business and partners who can help you achieve your goals.
7. Cultivate Yourself as A Change Maker: Give Back. After accomplishing a trailblazing real estate agent career, remember to give back and mentor those who look up to you. Set an example. Utilize your clout and influence to drive positive change in your community. Remember to offer help to fellow agents who are looking to grow, just as others helped you to ascend. This part of your trajectory is the most fulfilling of all and will remind you, again and again, of why you chose this extraordinary business in the first place.
Originally published on Wednesday June 3rd, 2020 by Taylor Travaglione, Vice President Growth & Evolution, ONE Sotheby’s International Realty
