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As much as a successful real estate career is about goal setting, knowing your numbers and ensuring you reverse-engineer success, it’s important not to get too lost in the big picture.
It’s about understanding those goals are achieved one client at a time, and each individual deserves your full attention.
When you focus on that one client, they become the stepping stone to the next, allowing you to build a reputation as an agent or property manager who is dedicated to great service.
But how do you balance the big picture with the small stepping stones required in a career that’s all about achieving momentum and creating results?
It starts with one
If you want to sell 50 properties in a year, you need to start by selling the first one.
To get to 100 rentals, you need to engage with your first property owner and lease your first property.
To attain 100 five-star Google reviews, you need to start by impressing that first client.
After all, real estate is a career that builds one client at a time. But occasionally, we can all get a little lost in big-picture targets and numbers when it’s actually attention to each individual that creates those big-picture results.
Not just a number
When we add names to our database, there can sometimes be a tendency to reference the “number” of potential clients we have collected.
When we are working to a constant “grind” and “hustle” to reach our targets, we sometimes get lost in this sea of numbers and forget that each and every one of those numbers is an individual client.
Each one deserves to be treated “one client at a time”. Our full attention needs to be directed to that one individual, not the masses.
So how is that done? It starts and ends with the appreciation that real estate might involve bricks and mortar, but really it’s about people and understanding their individual needs.
It’s a service that involves helping people achieve their aims as part of the greater journey of life, whether that’s protecting the value of their investment through great property management, selling their home so they can move onto the next chapter, helping them get onto the property ladder or finding them a place to call home.
We achieve all the above with a series of key interpersonal skills focused on the here and now and involve being present for and attentive to each client.
We do that by great communication. We do that by listening intently. We do that by asking great questions. We do that by offering considered and honest advice.
Market share through client care
Each client is not just one step closer to the next; it is an opportunity to leverage and amplify your exceptional customer service to bring you multiple clients.
Market share is captured because of great client care, not by impressive “self-promotion”. Self-promotion might get you in the door, but it’s what clients say about you after the fact that elevates your status.
So, as you set your goals for the new financial year and consider the numbers that will set you up for success, don’t forget those aims are achieved one client at a time.
Now’s the opportunity to double down and focus on the here and now and the individual client in front of you.
That’s how you reach the momentum point. That’s how you set yourself up for success. And that’s how you pave the way for a solid real estate year ahead.
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