Real estate agents and brokers are essentially the owners of their own small business. And just like small business owners, they each have their own quirks and habits when it comes to how they do business.
Also just like small business owners, the successful ones all have certain things in common that set them apart from the rest of the pack who are failing, or just treading water.
Here are six of the most common habits of successful real estate agents.
They get back to clients and leads immediately
Real estate agents live and die by word of mouth referrals. An important part of getting the referral is keeping your current client happy or getting back to that lead before they go somewhere else.
Communication is the key. And lots of it. If a client sends an email, how long does it usually take you to get back to them? Top agents will respond within hours. They check their email several times a day and probably get alerts on their smartphones.
Likewise, if a client calls and leaves a voicemail or sends a simple text message that may on the surface seem unimportant, you need to remember that they are waiting on your response. They don't care that you have a schedule stacked to the sky with urgent tasks. If you can answer their inquiries with a quick and easy message, go ahead and do it now.
If your client is only comfortable communicating via email or text, don't force them to get on the phone with you every time they need an answer. Adapt to their preferred style of communication, and they will appreciate you for it.
They are technologically savvy
There are a few agents left who keep to the old ways, but they are fewer and fewer. This is primarily because clients are becoming more tech savvy than ever. Top agents will always be on the cutting edge. They have smartphones and tablets or laptops they take with them everywhere they go. They have iron clad data plans that ensure they are never without internet access. As much as possible, they convert all paper to digital so they will have access to their files no matter where they are.
They are masters of the neighborhood
The most successful agents make it their business to know everything about their neighborhoods. They can tell you what just sold and for how much, and they know what's going on in the neighborhood because they make it a point to keep in contact with past clients, while making friends with new owners. They know what's available, and if there are any issues new owners would need to be aware of, they are on top of it.
They keep their clients informed every step of the way
Buying and selling a home, for most people, is a scary thing that may only happen once in their life. Great agents know that communication can go a long way to placating fears and keeping clients satisfied. Clear, open and frequent are the words of the day when it comes to client communication. Even if you think the process will hold no fascination for the client, go ahead and explain it to them anyway. Even if they have no understanding of what you are doing, they will appreciate that you thought enough of them to include them in the process. One of the most common complaints from homeowners is that their agent seems to disappear on them, and they have no idea what they are doing to earn their hefty commissions.
They pursue every lead
Smart agents will get creative when it comes to tracking down and following up with leads. They are never content to rely on only one or two methods of lead generation. And they aren’t afraid to experiment with new lead sources. If it doesn’t work out, they drop it and move on. They keep up a strong presence on social media and make every effort to reach out regularly to past clients.
They are master networkers
The best agents don't limit themselves to contact with potential clients. In fact, they are known to have vast networks that they can turn to at a moment’s notice. A client needs a contractor? They know a reliable and trustworthy one. They know lenders, appraisers, and insurance providers all over town. They can recommend handymen, electricians and plumbers, and they can even give you the number of a babysitter who can help you out on date night.
Kelly Smith is part of the team behind CourseFinder. She is an active blogger and avid traveller with a huge interest in business trends.
