- Successful agents realize that their level of success, contentment and personal fulfillment each day hinges on how much they focus on helping others rather than themselves.
- 80 percent of your company's future revenue will come from just 20 percent of your existing customers.
- Agents that 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 an over-the-top promotion that suddenly catapults your business to new heights. Success comes from consistently doing the essentials needed to build a business that is constantly growing and sustainable in all market environments.
These essentials are not complex, and they are easy to duplicate. Whether you are a brand-new agent just getting started or a seasoned agent who wants to take business to the next level, these daily essentials can help make it happen.
1. Learn something new.
Change is a part of life. There is no such thing as maintaining a business. Businesses are either growing or dying.
Successful real estate agents study their craft. They read articles, watch videos, listen to podcasts and continually search for new and innovative ways to grow their businesses.
The most successful agents attend seminars. They purchase educational products to sharpen their skills.
They hire coaches to give them structure and accountability. They invest in their growth, and it pays huge dividends.
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2. Focus on the needs of others.
Successful agents realize that their level of success, contentment and personal fulfillment each day hinges on how much they focus on helping others rather than themselves.
The core characteristic of growing a successful real estate business is the ability to identify the pains, needs and wants of your ideal client, and then offering solutions in the fastest and most efficient way possible.
Ask yourself what your ideal clients needs, and then figure out the best way to give it to them.
Once you crack this code and focus on providing your ideal clients solutions to their problems, the trajectory of your business growth will change forever.
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3. Follow up with past clients.
Follow-up with past clients is a daily focus for real estate businesses that thrive. According to Forbes, 80 percent of your company’s future revenue will come from just 20 percent of your existing customers.
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Successful real estate agents have systems in place to consistently add value to their past clients. They call them on the phone. They reward them for referrals. They mine these relationships daily for opportunities to grow their businesses.
4. Be fully present.
Never has there been a time in history when there were more distractions. Phone calls, text messages, emails, social media and the noise of everyday life have created an environment where focus is hard 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.
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They block off time to focus solely on prospecting without glancing up at Facebook between calls. They shut off their phones during listing appointments, so the seller has their full attention.
They return calls on their schedule instead of others’ schedules. Focus breeds activity, activity yields results, and results equal growth.
5. Build new relationships.
The lifeblood of growth is new business. New business comes from always creating new relationships.
Whether created by online prospecting or offline marketing, daily development of new leads is the path to growth.
Successful real estate businesses have systems in place to generate new leads daily that are run through a funnel to create relationships.
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Lead generation is useless if the agent does not add value or offer solutions to the prospect. If the prospect receives information that will solve his problem, the solution converts the prospect into a potential customer.
The relationship built through providing value converts a potential customer into a client. A business that does not establish new client relationships daily is doomed to fail.
6. Take action.
Everything else is irrelevant if you don’t take action. The key to developing your successful real estate business is to take action daily.
Les Brown said it this way: “To be successful, you must be willing to do today what others won’t do in order to have the things tomorrow others won’t have.”
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Successful agents don’t wait and react to the market. They take massive action and make the market react to them.
The person who said “knowledge is power” was wrong. You can have all the knowledge in the world, but unless you take action on that knowledge, it is useless.
The time to take action is now.
Jimmy Burgess helps real estate salespeople take their businesses to the next level so they can increase sales and find balance at his website. He can also be found on Twitter.
