10 Tips for New Real Estate Agents
Did you know that 80% of real estate agents don’t make it to year number 2. So if you are in that first 24 months I’m going to give you some effective tips that hopefully guarantee you the success in real estate.
I’ve have ten tips to help you make it to year 3 in your real estate career.
1- Commit your goals
A lot of people set their goals in January as we wrap up the year in December. They write down a bunch of goals on a piece of paper and put in a drawer that they never look at again. But, you have to commit to these things. You need to look at them all the time. For me, I read my goals twice a day, every morning and every night. So, on average, I might read my goals 730 times a year which is 729 more times than what people mostly do.
So, you need to write your goals. If you set goals that you don’t even know about then how are you going to achieve them? What would you do to achieve your goals?
2- Make it a plan to meet your goals
You can’t just write down that you want to hit 3-4 homes this year. Instead, make this a plan.
How many houses are you going to knock?
How many sellers are you going to talk to?
How many appointments do you need to make this happen?
For me and my business, I write our yearly goals, six-month goals, quarterly goals, monthly goals, weekly goals and even, my daily goals. I know everything I want to do in the whole day. I know what needs to happen. It’s all lined up for me.
Similarly, that’s how you have to be in real estate. You need to break it down each day into how many calls you have to make. This is a numbers game. You may set a goal of 500 dials per day
and you may get 500 No answers. So, rejections are quite possible. But, if you keep at it the statistics show that you are going to succeed. You have to keep at it. Know your numbers and stick to it.
3- To role play
I think a lot of new agents have the fear of getting the “NO" rejection. They try to make calls on the phone and when they get “NO”, they usually hang up because they don’t know exactly how to respond.
What do you say to people that tell you NO?
How do you respond to the objections that you get?
You need to role play, every day. You need to practice your scripts. Know your top 7-10 objections, have them clearly defined and committed to memory.
I’d definitely suggest having a role-playing partner. Somebody every single morning that you can call, run through all the objections with. It’s also a good practice to dig deep into the objections.
I think having the objections that clearly defined is awesome. Furthermore, it’s great practice to improve your skills as a real estate agent.
4- Reach out to customers
You need to come in front of the new people every single day. Like I said, if you are having a goal to make 500 calls a day how are you going to do that? Are you going to call expires, door knocking, or circle calling?
Whatever it is, you have to reach out to new people every single day because following up with the old is great but you also have to keep bringing in the new every single day. Make sure you have a plan for reaching out to new customers.
5- Check the daily hot sheets
People call hot sheets different things. Basically, that just means to know what’s going on in your area. Know what’s active, know what’s going on. Know what’s expired, active, sold, days on market, etc.
If you have a certain farm, know what’s happening in that particular area?
You can actually set it up with your MLS (Multiple Listing Service) to send you an email every single morning about the recent happenings or the accurate data about properties that are listed. It’s great way to on all the structured data.
6- Attending networking events
It’s about knowing people. Go to the YPN (Young Professional Network) or the MLS mixer (Multiple Listing Service), Investor groups, BNI (Business Networking International) etc. There are lots of events that you can attend to meet and interact with new people.
Go and meet up to see what’s available in your area.
7- Attending a seminar or conference or an online class
Tom Ferry teaches a lot of great conferences every year usually in July or August. There’s a lot of great seminars out there that you can learn from. Whether it’s real estate specific on ‘how to become a real estate agent’ or just about business growth it’s definitely of great value.
You need to be always learning. Try to find something impactful that’s probably in your industry.
8- Make sure your website is searchable
A lot of people have their default websites because they don’t put anything on it. Obviously, there are big things like Zillow and Redfins and you might think, why bother?
But, you need to bother.
There are so many things that you can do to bring your clients to your website and search your stuff. Maybe you write well explained blogs, record videos, do podcasts.
You need to be stand out in your field. Update your website so that it becomes searchable on Google.
Instead of trying to be on the national level, think how can you be on the local level.
Definitely, take advantage of SEO practices. You can basically get higher ranks on Google. Putting content on the web that Google likes will help you get more traction online.
9- Have a system to connect with online leads
Let’s suppose.
You’re on Facebook. You are getting online leads from Facebook. But, how do you capture these leads? How are you going to get the information?
At this stage, you need to have an automation tool that automatically connects with people in seconds.
So, you need to automate the lead capture system. If you have an online lead generation system that brings in leads while you’re sleeping or when you are not at the computer you have to respond to them quickly. You have to able to let them know that you’re available.
Maybe, just have an automated email that’s something like, ‘Thanks for signing up or clicking here. Here’s some information. I’m going to call you in the next hour. Does that work for you?’ Make sure you always check your emails to know if someone signed up or is interested to have a call with you. Then, schedule a phone call.
10 - Stay positive
A positive attitude can get you through anything. You have to stay positive.
You will have the worst days and the best days. Hopefully, you can be steady and not have major ups and downs. If you let everything get to you, it’s going to be rough. You obviously have to be human. You have to interact with people.
Always, stay positive!
Hopefully, you’ve found these ten tips very effective for you as a new real estate agent.
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