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 direct shot to the center of the target. To succeed in this sector you need good training and you need money.
The good news is that, as a real estate agent, you can earn more money a month than the director of your bank and working from home. Some of my students, the most successful, who have followed the 8 steps that I am going to indicate below, today are earned a month, every month between $ 5,000 and $ 8,000 . Some of them exceed that figure about 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 take a surprise, after having invested time , money and expectations.
A real estate business is built intelligently, with the head; and not with the heart and feet, going from one place to another with a face of speed.
| The Real Estate Business and José’s Cousin.
In 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. Your adventure deserves to be told
It turns out that José’s cousin woke up one day wanting to be a real estate agent. I had discovered, seeing José and others like him, that having a real estate business was great. That it was going to be the solution to their labor problems.
In his infinite wisdom, he bought a Samsung Galaxy of last generation to take photos and videos, got an acquaintance to leave a property, put it on Facebook and sold it at 3 weeks.
José learned about this sale, because his cousin came to him to help him with paperwork. José could not believe it! With a Samsung Galaxy, a few whtsapp, 1 single visit to the property and … Sold!
And how could he sell it on Facebook, so fast? -Asked.
For Facebook Groups. – He answered
Inquiring a little more, it seems that this individual, cousin of my student José, belonged to a group on Facebook about tuned cars, 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.
End of the story: € 8,000 for the pocket of José’s cousin.
No wonder that José’s cousin thought that selling real estate was blowing and making bottles.
But the story does not end here. With € 8,000 euros, José’s cousin started his real estate business by renting a store, hiring a secretary , capturing several properties, associating with an MLS, buying a CRM and spending a couple thousand euros on real estate portals.
Seven months after creating his real estate business , José’s cousin is history. The 8,000 euros vanished, the website was never completely finished, the secretary did not charge for the last 2 months … Anyway, José’s cousin now works in a Supermarket carrying home purchases. The same job he had before breaking into, with more heart than head, in this sector. Of course, 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 José’s cousin does not happen to you, I am going to tell you, in a very short 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 secured ; get satisfaction for a job well done; have the recognition of others, be popular, be your own boss and be perceived as a professional. ”
NOTE: before you read the 8 steps, tell you that all these steps, with the right training you can learn in less than 3 months and master in less than 6 months. So cheer up and don’t give yourself a stroke what you are going to read. If many of my students have succeeded in 3 months, you can too.
Step # 1.
| Your Real Estate Business: Training.
You need training and good. You need to have access to purely real estate and quality training. The first thing is to learn to differentiate good information from bad or you will start your real estate business with a very bad footing.
Bad real estate training is what 70% of real estate academies impart. I say it with respect, without pretending to imply that I am the best to impart information. And I also say it a little indignantly because I fuck, (forgive my French), to continue giving outdated , incomplete training and that is useless. For example, stay away from any course in your program that you want to teach closing techniques for house for rent in islamabad . There are no closing techniques that are worth it. The sale of real estate is a process. What starts well, ends well.
Good real estate training , for the current 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 …
Do you feel a little overwhelmed by everything you should learn? You don’t need to learn it in 3 months, but you’ll have to learn this and a little more , to be successful with your real estate business.
Now, if you are 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 palm of your hand; But do you know your area from the 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 unbeatable has in your area?
Knowing your market is essential to put step 3. Many real estate agents believe they know their market well, until you ask them the number of inhabited homes 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 the last 2 years? What is this last data not important for a real estate agent? Ask Rosa, who works in Alicante.
Rosa knows these figures and thanks to know it, she has been able to prepare a campaign for this group with which she gets every month 1- 2 real estate of people who are going to divorce or have divorced or are in the process of separation. With an email marketing campaign to all Alicante lawyers 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 set some 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 time and real goals.
Planning is deciding what is going to be done. To know what is going to be done and that the effort produces a positive result, you need to gather data that will help you plan and make sound decisions.
To organize is to intelligently apply the available means and resources according to the most appropriate method to achieve the proposed objectives. It is impossible to organize well if we have planned well.
To program is to decide 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 programs 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 worthwhile and the programming you do will be of little use to you. A scalable real estate business means getting more benefits every year; that does not necessarily mean selling more every year. ”
| 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 also do not only 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 get what they are looking for.
You need to have a presence on Facebook and YouTube . May your potential clients see your face, hear your voice and listen to what you can do for them.
You need to get to know yourself under the stones using SEO, your real estate blog , social networks, email marketing, and even Facebook groups. Which brings us to the next step.
| Your Real Estate Business: Online Marketing.
You are in the real estate business, where you do not sell products for precisely $ 2,000. Therefore, you need to master online “real estate” marketing well.
You may have studied Comunnity Manager at Harvard; but since you don’t know your real estate market well, you know how buyers of real estate tend to behave online, you have the battle lost before you start.
Learning online real estate marketing means (and always remember this), invest budget in online advertising to know what works in your area, with what types of real estate and under 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 used to attract customers, you will get a surprise not very pleasant.
“You need to master online” real estate “marketing . Therefore, you must learn quickly, 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 Collection.
The acquisition of real estate is the most delicate and laborious part of a real estate agent. Capture well and you will sell well and quickly.
There are so few real estate agents that capture real estate with professionalism that the current collection methods, which are wrong , are taken as a rule.
It is already assumed that the owner will behave in this and that way; it is assumed that everything that appears in the market must be captured , (so the competition does not capture it); it is assumed that in an agency there must be collectors and sellers; it is presupposed … better not to continue.
You have to learn to capture at the 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 correctly), to inspect a property to know if it is profitable to sell it or not in those moments,
You need a step-by-step roadmap that tells you how to approach recruitment. In our courses, for example we have a well-defined 8-step recruitment strategy. Not infallible, but almost.
In short, you must learn to capture exclusively and at market prices by having the owners come to you and educating them.
| Your Real Estate Business: Weekly Programming.
Remember what I mentioned in point 3. Once you have planned and organized, you need to schedule your activities so as not to lose the north and stay motivated.
This means that you must work with a weekly schedule. You should know in advance, what are the tasks that you will develop that day. You need to leave room for the unforeseen, which should be few, and work based on the priority and not on the basis of the urgent.
Real estate agents waste a lot of time moving papers from one place to another; Going on visits with speed face or driving too long. Always with the mobile in hand; sent whatsapps that are just a waste of time; visiting the internet without a fixed objective …
“All of the above is stressful and obviously you cannot be productive. If you get out of bed and you are not sure what you are going to do today, what are the goals of today that you must accomplish during ALL your working time, you are not being productive and you will not enjoy your work. In addition, you will tend to work more hours than you should. “
| Your Real Estate Business: Having 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 characteristic feature of successful interpersonal relationships. And from successful sellers.
Empathy is the ability to really put yourself in your client’s position and understand their frustration. Once we truly understand our clients’ 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 only takes a moment to really understand what our clients are living. Sometimes it takes several minutes to listen with empathy 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 customers, it is necessary to gradually create a good brand image like of capital smart city , an image that manages to transmit values to our customers in a way that builds a quality relationship.
The most important thing for a client is to detect that he is heard 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. Listening and our unequivocal willingness to offer the user solutions is in itself a process that requires empathy.