A top agent reveals the two 'cheats' he uses every day to help him succeed.
Jared Cooksley, who is in the top 2 per cent of Ray White salespeople internationally and is the group's youngest franchisee in New Zealand, said that if he could succeed at 25 in real estate then there was no excuses for other agents.
"Real estate is really not that hard," he said.
"I am 25, I am a child and I can do it. It's not that hard."
To manage his database, Mr Cooksley said he spent a year developing a model that sorts every customer into categories and creates a visualisation of those categories.
Arranging his database in this manner provides a snapshot of his audience, which makes it easier to organise his working day based on which category he wants to target, and also allows him to tailor his marketing to specific categories.
“For every single one of those categories, we have action plans,” Mr Cooksley said.
Another tool Mr Cooksley uses is an app called Wunderlist, which allows him to delegate tasks to his PA immediately, saving time and ensuring tasks are not forgotten.
“At the end of the day, the key to capacity for us is looking for small increases in efficiency,” he said.
Being a pro in the real estate industry is as simple as acting like one, according to Mr Cooksley – getting yourself into the mindset of how a professional would act and translating that into your own life and business.
“This is a key point of how to build an environment that produces success,” he said.
In Mr Cooksley’s opinion, becoming a pro is similar to “swimming with the sharks”, and he encouraged all agents to think about what a pro agent would do when going about their daily tasks.
“Are you swimming with the sharks, are you doing whatever it is you need to do to make [being a top agent] happen?” he asked.
"If you run a team and they're asking you questions all the time, like a lot of people will know, or you get interruptions, simply ask them if they're swimming with the sharks. Are you swimming with the sharks? What would you do if you were a pro?"