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So, you want to be a top performer and among the real estate industry’s best? It’s a noble ambition, and a goal many agents aspire to achieve.
But the question then becomes, what does that involve? What skills does it take?
Having worked with some of the industry’s best and witnessed the journey of some stellar agents, it quickly becomes apparent it’s not luck, it’s not chance, and it’s not even that complicated. It’s three key things.
So, let’s pare it back, break it down and consider the three things the top 5 per cent of agents do.
Play the long game
Let’s take a moment to borrow some wisdom from the great Warren Buffett, who notes the reason why most people do not become financially free is that they lack patience. Few people want to get rich slowly.
The same applies in real estate. Patience is paramount because the reality is success rarely happens overnight. It’s about the long game.
That long game is built on solid foundations and the realisation that real estate is a service industry. At its heart, it’s about building relationships with people and ensuring you stay connected with them.
Structure, process, consistency
Some approach real estate practice as organised chaos, others fly by the seat of their pants, but you cannot “wing” a successful real estate career.
When you approach real estate in a haphazard way, it’s impossible to scale. It’s impossible to build an effective team. It’s impossible to remain consistent.
Instead, the top 5 per cent set standards for their own practice and within their business. This includes the structure and processes that create consistency.
This consistency then allows them to build on past results, maintain momentum and bring on a team that draws on this structure and process to scale up, without compromising service and quality.
Focus on high-value activities
Real estate is a career filled with opportunity, but often, we overcomplicate the simple. The primary goal of the practice of real estate is to have face-to-face appointments.
When you have more face-to-face appointments than your competition, you will win. It’s that simple.
To do that, you need to focus on high-value activities, including honing your brand, getting your name out there, connecting and reconnecting with people via phone, marketing and networking.
It involves establishing a reputation for achieving results and guiding people through the real estate transaction.
Each of these leads to a greater likelihood of having a face-to-face appointment.
Better yet, it presents the opportunity to become an agent of choice, who is called into that face-to-face meeting with no competition at all.
Just three simple things
When you ponder how the cream of the real estate crop attained their success, remember it’s three simple things.
To be in the top 5 per cent of this industry:
- Takes time
- Takes discipline
- Involves drilling down on high-value activities
It’s not luck, but it’s not rocket science, either. Establishing yourself in the top 5 per cent is attainable, and there’s no better time than now to start working towards achieving or maintaining that goal.
Manos Findikakis is the chief executive of Agents’Agency.
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