For years, I was fortunate to work alongside leading sales, persuasion and influence experts like Dr. Robert Cialdini and Tony Robbins. They share a common philosophy about success and failure. They both believe that rather than fear failure, most people are used to it. What people fear is success because they haven’t attained it and cannot visualize what it looks like or what is required to achieve it. Here, we’ll explore three actions you must take to succeed in today’s real estate environment.
Since success can be relative, we’ll define success as earning at least $100K per year. For the typical agent in the United States, that means doubling your production. Understanding the commonalities among successful people typically provides a mental shortcut for what needs to be done. The real secret, however, is finding that internal achievement drive that pushes you to accomplish the activities necessary for executing on your plan.
Simply put, successful agents are working smarter and not harder than their peers. Here are a few actions they’re taking that you may want to consider:
1. Talk to and provide value for your sphere of influence. The data doesn’t lie. The typical agent has 397 people in their database. Each year, 37 transaction sides will take place within that sphere of influence. The typical agent only conducts seven to eight transactions annually. Your sphere of influence is the Holy Grail. These are the people most likely to hire you, recommend you and refer you. Talk to them. Bring them value. Ask them to hire you.
2. Provide excellent service after the transaction. It’s no secret that most agents disappear after leaving the closing table. Successful agents realize that this is when their customer is in the best state of mind to recommend and refer them. Offering service and relevant lifestyle tips for your new homeowner friends will return opportunity tenfold. Help your customers with their utilities and home services. Provide discounts and recommendations for local home pros. Help your customers better connect inside their local communities by inviting them to events or gatherings.
3. Be likable. While this sounds obvious, it’s surprising how many agents need to work on their interpersonal communication skills. Zig Ziglar said it best: “People buy from people they like.” Smile, be nice and be likable.
In business and in life, you get what you focus on. And there is no such thing as failure, only feedback, outcomes and results. Let your fear of success become a thing of the past.
Learn more about how we at MooveGuru help agents and brokerages, absolutely free, maintain better relationships and create better social and transactional experiences while providing new revenue streams that serve a brokerage’s agents and customers.
Frank Chimento is executive vice president of Revenue and Business Development at MooveGuru and has been helping agents and brokerages for more than 20 years.