7 Ways For REALTORS To Step It Up Right Now
With the total number of closed transactions down, there are a lot of real estate agents wondering what they should do. Here’s a list of 7 Ways For Realtors Can Step Up Their Game.
1. Show Up
Every agent, no matter how many transactions they are working on, needs to show up to the job. In any other job the employees must show up even if the workflow is slow. If you work at a restaurant, you are there no matter how many patrons are eating in the restaurant. Agents get in the bad habit of not showing up when they don’t have active clients they are working with.
We all know that there are always things to do to move our careers forward and agents who don’t show up, don’t last. Every day you need to get up, get dressed and “go to work”. Even if you work from home, take these steps and get into work-mode! Be engaged in your business and work in and on your business.
2. Shut Up
Stop complaining about everything. There is no room for complaining and criticizing what is going on in your life and in your business or the economy. The past is the past. Today is the only day you can change so focus on making a positive change in your world today. Now is the time to change your thinking and embrace gratitude for all the great things that are happening.
3. Buckle Up
This economy and the real estate market is on a wild ride right now. You need to buckle up and put on your emotional seatbelt so that you don’t get tossed off the roller coaster. Take time everyday to clear your mind and your heart. Personally, I spend time reading the Bible, praying, and journaling out my thoughts so that I can focus on the day and start out in a great head space.
When you embrace the fact that the market is what it is and that you play a small part in the overall economy, you realize you don’t have to ride the roller coaster of emotions that go along with a rapidly changing and evolving environment.
4. Speak Up
Don’t be afraid to speak up and participate in the conversations that need to happen right now. As a real estate professional, people need to hear your thoughts and your insights. If you are newer in the industry and this is your first downturn, you may be shy about what your opinions are, but I’d encourage you to speak up. We need to hear from people who are experiencing a market like this for the first time.
An equally important fact is that your clients need to hear from you. So make sure to call, text, email, send DMs, and post on social media what you see happening in your market.
Don’t be silent at a time like this.
5. Level Up
I built my career in a market like this and I used the extra time on my hands to level up my career by enrolling in classes and earning professional certifications and designations that would improve my understanding of niche markets. There are dozens of nationally recognized certifications that will give you a competitive edge over your competitors. The best agents are always learning and growing, now is your time to do that.
Also work on improving everything about your business. Revamp your website, upgrade your branding and marketing, work on your presentation skills.
I was talking with an agent who I was recruiting to work at my real estate company and I asked her how her business was going. She told me that she really wanted to work with more sellers. I asked her if she would be open to some feedback regarding her website and she agreed. We reviewed it together and there was ZERO content on her website that appealed to homeowners who wanted to sell. Everything was geared towards buyers and as a result she keeps getting buyers. Now is a great time to review all of your marketing to see what message you are sending.
Another tip you can implement immediately is to call your closest friends and family and ask them if you can practice a listing presentation on them. Then go through the whole process (CMA, Presentation, Pricing Discussion, Listing Contract, etc..) with them and ask for feedback. This is a free and great way to improve your listing appointment skills! With fewer listings right now, you don’t want to mess up an opportunity because you haven’t been practicing.
6. Shape Up
When people are scared or stagnant they often fall into bad physical habits. We all have a tendency to get lethargic when we have nothing going on so let me encourage you to get into a routine that embraces health and well being. Enact a routine that includes work, rest, eating healthy, drinking lots of water, and exercise.
When you are physically healthier you will be more productive and have a better mindset. This will propel you in the real estate market right now.
Don’t binge on Netflix and don’t waste time on social media just browsing. Get off the couch and out of the LazyBoy chair and get healthy.
7. Look Up
As a person of faith, I believe that we should always look up and look to God for help. Times like this accentuate this reality because our insecurities, our fears, and our faith are revealed and tested.
In addition to looking to God for help, we need to be looking forward. When we look down, we get and fall down. When we look back, we fall back. When we look forward, we move forward. Realize that the work you are doing today is going to produce a great reward in the future.
In conclusion, it is important to understand these 7 Ways For Realtors Can Step Up Their Game. A market like this will separate the best agents from everyone else. According to the National Association of Realtors only half of their members close transactions. It’s estimated that nearly 800,000 of the 1.6M members don’t close any business! For agents who want to grow their business, this is an amazing time to double down and dig deep because we are going to see a huge decline in real estate agents as they leave the industry in pursuit of other jobs.
I’m convinced that if you treat this job as your other job that you will grow your business this year and more importantly, you are going to lay a foundation for a decade of growth. This year will set the stage for your next 10-20 years in this industry. You get to make that choice!
If you read this list and simply can’t “buy into” it, perhaps it’s time for you to PACK IT UP and get out of the business. That may sound a bit harsh, but it’s a reality you need to face. I was talking to an agent who admitted that he was just too tired to go through this kind of market again. He went through the last housing crisis in 2007-2008 and nearly lost everything and this time has decided to hang it up and exit the industry because he doesn’t want to put in the time and doesn’t have the energy this time around. I get it. He’s making the right decision for him.
On the other hand, there are agents right now that are seeing their business and teams grow because they are putting in the time and have the right mindset. They would gladly see more agents depart because it means they will continue to grow.
On a personal note, I nearly lost everything in 2009 after the real estate world fell apart. I’ve lived through fears, doubts, debts, and yet I made it. I write this from personal experience, having taken these steps in my own business over a decade ago and I believe that you can make it too!
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