Some good advice here already. I've been in real estate for a while, I have been an agent, broker, manager, and now I am on the corporate management side. I will echo a lot of what has already been said.
ANSWER YOUR PHONE. It never ceases to amaze me at how many agents don't answer their phone. If you can't answer, be sure to follow up with whoever contacted you ASAP....not days later. Especially if they are a lead.
The business has evolved dramatically over the years, but it is still the same in principle. It's shifted from a professional first, product second environment, to a product first and professional second way of life. Consumers can shop and research anything and everything online before they ever contact you. The point here is make sure your online profiles are all up to date and have information filled in (about me, contact info, testimonials, etc.). Also realize that many clients go with the first agent they come in contact with, which is why it's important to be responsive. Clients have all the data they could ever want, your role is to help them make heads or tails of it and guide them professionally through what typically is their biggest transaction of their life.
Build your brand. Name and brand recognition go a long ways. Don't just rely on your brokers brand. Use and leverage whatever your broker provides to help you build your business, but never rely on it.
DONT BE A SECRET AGENT.....you should never be afraid to let people know you are a real estate agent. People love to talk about real estate and you never know where that next deal will come from. You can do this without being the annoying salesman that's just looking for a commission check. Treat people how you would want to be treated.
Focus on your sphere of influence. People usually work with someone they know, like and trust. Or they will refer someone they know to someone they know, like and trust. 80% or more of your attention should be focused on this group of people. Your past clients will be a part of this group as you help more and more people buy and sell properties. If you don't have a big SOI.....BUILD ONE. Volunteer, join a networking group, church, school, kids friends parents, golf leagues, bowling leagues, other sports, other hobby organizations, attorneys, contractors, etc etc etc. MOST IMPORTANTLY....keep this list of people organized in some fashion. Excel spreadsheet, a fancy CRM, whatever works for you.
Old school prospecting methods still work....open houses, FSBO and expired prospecting, targeted mailings, handwritten notes are some examples.
Find a niche. What kinds of properties interest you? Or what do you want to specialize in? Equestrian properties, fixer uppers, condos, rural properties, urban flats, etc.
I'm not sure how large the office is you work forz but if there are a few agents there that have been in the business for a while, don't hesitate to befriend some of them. You'll definitely learn some stuff but they may also eventually trust you to take a few leads from them that they don't have time for, and you can pay them a referral fee.
That's probably enough for now! Sorry for the long post. I have a passion for helping aspiring new agents. It's a great career and I wish you nothing but the best of luck. If you do the right things and you work hard, and I mean REALLY work hard, you will find success. It's not an overnight get rich quick type of business. Stick with it.
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