If you are just getting started in real estate, or want to know how to step further up the ladder, Jet Xavier’s 10-step plan will help you to find your focus in 2017.
How do I create a platform for success as an agent? This is a question I get asked constantly by people new to the industry. Here is a comprehensive 10-step plan of what I advise to help new agents create successful businesses.
1. BUILD RESILIENCE FAST
Most agents are good with people, but quickly find out it’s only a small prerequisite for success. The real challenge is learning how to handle constant rejection, setbacks, let-downs and things you cannot control. Getting good at dealing with these things is often half the battle.
2. HEAD IN THE GAME
The battle is not won in getting the listing and sale only. The battle is won in the mind. Self-doubt, negative thinking and emotional mismanagement are the biggest things to overcome. Learn how to be positive, patient, motivated, constructive and solutionfocused to assist you in staying energised and inspired.
3. DON’T RUSH THE RIVER
Like in any business, it takes time to build a momentum and a solid platform for success. Too many agents expect things to happen in the first six months, but in reality for most it takes a good three years of total commitment to build a good business.
As Tom Panos says, don’t judge your first chapter on somebody else’s 12th chapter! Set short, realistic expectations of growth – be patient, keep focused, stay on the path and don’t look up for three years.
4. GO TO THE HEAT
The quickest way to get initial traction is to get your own listing and work it. You can, however, accelerate your growth by hot-spotting around other listings. As soon as a listing comes on, get around it with calls, knocks, letters, promotions. You never touch the other agent’s listing – that’s a no-no – but any listing on the market generates interest in the area around it so you want to be there as an option. Be on the spot and hustle.
5. YOUR PHONE IS YOUR BFF
Connection is king for success in real estate. Work hard to build a solid database fast and become a connection master. Working with buyers helps this happen quickly. The person who makes the most connects wins, so get used to being on the phone or in conversation and work your way up to 50 calls a day minimum.
6. LEVERAGE SOCIAL MEDIA AND ENGAGE THE COMMUNITY
Use social media to create a profile in your area. Join your local community Facebook group(s) and add to the conversations, property and otherwise. Become the group’s go-to for area results and information. Then build from there. Also be present and immerse yourself in the local area, connect with other business owners and get involved in building strong networks.
What new agents forget is they have bought a business.
7. FIND A COACH AND MENTOR
Get a coach or mentor who will keep you accountable and push you to stay disciplined, dollar productive and consistent. In the recent Elite Agent “What Really Helps You Earn More” survey, results showed agents who have a coach generate about 50 per cent more GCI than those who don’t.
8. TREAT IT LIKE A BUSINESS, NOT A JOB
What new agents forget is they have bought a business.
So you need to treat it like it’s a business, not a job, and invest in it straightaway with marketing, training, systems and promotion.
9. BECOME AN AWESOME LISTER
If you don’t have something to sell, it is hard to make a sale, so become an expert lister. Practise your listing presentation; get around the best listers in your company and learn from them. Spend the time to become an expert listing machine. Make it a priority.
10. ENJOY THE RIDE
Too many new agents take it all too seriously and end up stressed, burnt out and jaded. Enjoy the ride and the experiences you will have. Remember, it is only a means to an end. Don’t sweat the small stuff and have fun along the way.
