- Successful agents realize that their level of success, satisfaction, and personal fulfillment each day depends on the extent to which they focus on helping others rather than themselves.
- 80% of your future business revenue will come from just 20% of your existing customers.
- Agents who build successful businesses have the ability to focus on the person or task in front of them and be completely present in that moment.
Success doesn’t come from over-promotion that suddenly catapults your business to new heights. Success comes from consistently achieving the essentials needed to build a consistently growing and sustainable business in all market environments.
These essential elements are not complex and they are easy to duplicate. Whether you’re a brand-new agent starting out or a seasoned agent looking to take your business to the next level, these daily essentials can help you get there.
1. Learn something new.
Change is part of life. Maintaining a business does not exist. Businesses grow or die.
Successful real estate agents study their craft. They read articles, watch videos, listen to podcasts, and are constantly looking for new and innovative ways to grow their business.
The most successful agents attend seminars. They buy educational products to hone their skills.
They hire coaches to give them structure and accountability. They invest in their growth, and it pays huge dividends.
2. Focus on the needs of others.
Successful agents realize that their level of success, satisfaction, and personal fulfillment each day depends on the extent to which they focus on helping others rather than themselves.
The essential characteristic of growing a successful real estate business is the ability to identify the pains, needs and wants of your ideal client, then offer solutions in the fastest and most efficient way possible.
Ask yourself what your ideal customers need, then find the best way to give it to them.
Once you crack this code and focus on providing your ideal customers with solutions to their problems, your business growth trajectory will change forever.
3. Follow up with past clients.
Tracking past clients is a daily concern for successful real estate businesses. According to Forbes, 80% of your business’s future revenue will come from just 20% of your existing customers.
Successful real estate agents have systems in place to consistently add value to past clients. They call them on the phone. They reward them for referrals. They exploit these relationships on a daily basis in search of opportunities to develop their businesses.
4. Be fully present.
There has never been a time in history when there have been more distractions. Phone calls, text messages, emails, social media and the noise of everyday life have created an environment where concentration is difficult to achieve.
Agents who build successful businesses have the ability to focus on the person or task in front of them and be completely present in that moment.
They carve out time to just focus on prospecting without glancing at Facebook between calls. They turn off their phones during listing appointments, so the salesperson has their full attention.
They return calls according to their schedule instead of other people’s schedules. Focus begets activity, activity brings results, and results equal growth.
5. Build new relationships.
The engine of growth is new business. New business comes from always creating new relationships.
Whether created through online prospecting or offline marketing, nurturing new leads every day is the path to growth.
Successful real estate businesses have systems in place to generate new leads daily who go through a funnel to build relationships.
Lead generation is useless if the agent doesn’t add value or offer solutions to the prospect. If the prospect receives information that will solve their problem, the solution converts the prospect into a potential customer.
The relationship built by providing value converts a potential customer into a customer. A business that does not establish new relationships with its customers on a daily basis is doomed to failure.
6. Take action.
Everything else is irrelevant if you don’t act. The key to building your successful real estate business is taking action every day.
Les Brown put it this way: “To be successful, you have to be willing to do today what others won’t do in order to have the things others won’t tomorrow.”
Successful agents don’t wait and react to the market. They take massive action and make the market react.
Whoever said “knowledge is power” was wrong. You can have all the knowledge in the world, but unless you act on that knowledge, it’s useless.
Now is the time to act.
Jimmy Burgess helps real estate sellers take their business to the next level so they can increase sales and find a foothold on his website. It is also found on Twitter.
Email Jimmy Burgess.