Table of contents

1. Self-Management

Techniques for Self-Management

• Make a to-do list and set goals
• Build your listings
• Work on the listed property and not on buyers
• Keep your past clients in contact
• Be Prepared
• Surveying & Prospecting

2. Surveying & Prospecting

Prospecting and Surveying Skills

• Work in ignored areas with high-turnover
• Market analysis
• Sponsoring to attract prospects
• Increase Your Visibility
• Good Attitude
• Pitch according to your prospect’s interest
• Create leads
• Referral Marketing Strategy

3.  Referral Marketing Strategy

Techniques market referral strategy

• Self-Coaching & Practice
• Keep in contact with previous clients
• Make your contacts your referrals
• Meeting Referrals
• Keep the prospects encouraged and updated
• Professional marketing strategies
• Show gratitude
• Earn the trust of your clients
• Plan annual get-togethers
• Make Clients for Life by Selling Property Skillfully

4. Make Clients for Life by Selling Property Skillfully

Dominate market by developing extraordinary skills

• 100% knowledge about your property
• Critically put your input to satisfy your clients
• Discuss possible strategies with the clients
• List a minimum of five best features of your property
• Engage the clients forever

To become a flourishing and successful real estate agent is not even close to a treasure hunt. There are also no closely guarded secrets. However, at the same time, real estate can be a daunting task for someone unaware of its steps and techniques. The article is written with an aim to explore and to discuss and explore all the key qualities that make up a successful and prosperous real estate agent.

1         Self Management

A real estate agent can only grow professionally if he practices time management. This shows the agent’s commitment to his work which further lead to new leads. Moreover, there more than managing time; It’s about managing the situation and attitude, and for this reason, time management is more of a self-management.

1.1        Techniques for Self-Management

1.1.1        Make a to-do list and set goals

Plan your working hours and focus only on what you are doing. Each day should be started with a well-planned schedule that includes all related doings. Also, set your daily, monthly and annual goals, and if goals are set but seem difficult to achieve, you should rethink your commitment and strategy.

1.1.2        Build your listings

If you’ve developed a great listing, you probably won’t have to constantly work with sellers and buyers. Try to spend most of your time building inventory and the rest of your time-making deals with clients.

1.1.3        Work on the listed property and not on buyers

Typically, real estate agents offer loads of properties to a solo buyer to meet his needs, but it is of no help instead it confuses the client. Start showing one property to as many buyers as possible and close the deal with minimal stress.

1.1.4        Keep your past clients in contact

This will save you time looking for leads from your previous clients. If you treated any client positively, he will definitely recommend your services to other people he meets in future.

1.1.5        Be Prepared

Failure to prepare for unexpected trips speaks of unprofessionalism. Always keep items such as a camera, measure tape, laptop, pencil, maps/plans and notepad in the car.

2         Surveying & Prospecting

The core of this real estate agents profession is prospecting. Unfortunately, the more important it is, the more it is ignored by Pakistanis. This is probably the reason why we rarely see agents prospering or flourishing in a big ratio.

2.1        Prospecting and Surveying Skills

2.1.1        Work in ignored areas with high-turnover

Do some research to analyze buying and selling trends. In general, agents tend to high turnover areas where trends of this business are high already. Focus more on working in low-turnover regions to study potential customers who connect with agents from high-turnover regions.

2.1.2        Market analysis

Communicate the main features of the market analysis and your project without any urge or temptation. If they have even the slightest interest in investment, they will contact you.

2.1.3        Sponsoring to attract prospects

Sponsor a variety of contests and events, or send birthday gifts to your former clients.

2.1.4        Increase Your Visibility

To be seen and viewed, an agent must remain visible through multiple channels. Keep it always in your mind, ‘Out of sight, out of mind’. 

2.1.5        Good Attitude

You don’t need to be highly skilled or well-versed to have great communication skills. Only your behaviour and attitude is important. Yes, I repeat, your behaviour and attitude are important! A simple and professional language will work with often appropriate pauses, hedges and turns.

2.1.6        Pitch according to your prospect’s interest

I find it wrong to approach a prospect with multiple options. Conduct a needs analysis (the process by which we identify the interests of our potential clients in real estate) and identify a specific option that may interest your potential. Details of other options should be provided upon request or, if not resolved by one option.

2.1.7        Create leads

Don’t expect any potential clients if you are not offering something particularly appealing. Hundreds of clients have exhausted the market, but few know how and why to take a tactical approach. Provide them with some free services, offer comprehensive services, dig online, attract leads from various resources, call your customers twice or send them an email, send them messages – you can even visit them.

3         Referral Marketing Strategy

Believe me, it’s quite possible if you have established a strong referral business. You can start your work with three categories of people as potential sources of referral contacts:

• Your past clients,
• Your acquaintances who know you as a person (family and friends),
• Those who you meet once in a blue moon or maybe accidentally.

Trust me, this is entirely possible if you have built a strong referral business when you are working as a real estate agent. You can start your business with three groups of people for your referral contacts: Family and friends, former clients, and those who you met with someone’s reference or out of the blue moon.

3.1        Techniques market referral strategy

3.1.1        Self-Coaching & Practice

I am a firm believer in self-learning, which can be done by sharing ideas with renowned real estate agents or asking them about the most influential techniques and tools they use; Studying relevant literature in different global contexts; And constantly practising.

3.1.2        Keep in contact with previous clients

There must be clients who you have entertained a number of times or have developed spectacular trust level with. You need to work on this group quite ambitiously and engage them frequently via various techniques.

There might be some clients with whom you have fun several times or with whom you have developed an amazing level of trust. You need to work with this category very ambitiously and often involve them using various tactics.

3.1.3        Make your contacts your referrals

We regularly interact with different people to get services from them. Do ask them to forward your services to the relevant people? Present your experience convincingly and leave your business card to them.

3.1.4        Meeting Referrals

When you get a positive sign from any contact directed towards a meeting, make it work in any way possible. Explain to the prospect how you can help them and in what ways they can. Your main struggle should be to end the first meeting with an agreement or the promise of a quick second meeting or end up making a deal in a single go.

3.1.5        Keep the prospects encouraged and updated

Instantly share the latest popular real estate information with current, former and referral contacts and explain the possibilities in detail to them. You can provide them with information in any form, although I highly recommend calling them and asking for an appointment or a meeting of some sort.

3.1.6        Professional marketing strategies

When you’re creating your brochure, you should mention the referral sources and their professional elegance in a few words. Or, if you own a website, include the professional contributions of your friends and direct them to a wide audience. Similarly, you can do it in several other ways.

3.1.7        Show gratitude

Show your gratitude formally after receiving a referral from any of your contacts. This could be a thank you letter or postcard, a phone call, a dinner/lunch invitation, etc. Or perhaps a predetermined commission membership.

3.1.8        Earn trust of your clients

Get in the habit of communicating your transactions to your current, past, and potential customers. With every successful transaction, inform your customers about the details of the transactions.

3.1.9        Plan annual get-togethers

As mentioned before, acquiring clients who formerly worked with you is always a fruitful business activity in a referral. As an effective strategy, successful agents benefit from organizing an annual lunch or dinner to honour their clients who always acted as a reliable and stable referral resource for them.

4         Make Clients for Life by Selling Property Skilfully

Don’t take any client or customer for granted. They just want to sell or buy their property, and of course, you do want the same. Try to create clients for life.

4.1        Dominate market by developing extraordinary skills

4.1.1        100% knowledge about your property

Gather all the information you need to know about the options listed so potential tenants or buyers can easily think about it. You must know all the conditions of the property. Clients love to deal with such an informed and meticulous professional.

4.1.2        Critically put your input to satisfy clients

Clients are often confused about what works for them and what they like. You have to be an honest advisor and guide to show them which property to offer them specifically. In this regard, the seller requires your utmost attention when they want to know how to get a competitive price for the property they own. Similarly, ask buyers about their struggles and concerns and make efforts to satisfy them pretty much.

4.1.3        Discuss possible strategies with the clients

Although the seller wants to sell their property, it is advisable to tell the buyer how to do it. It will show how excited and concerned you are and how dynamic your professional approach is.

4.1.4        List minimum five best features of your property

Whether you’re selling or marketing through communication, newspaper publishing, or online strategies, you must keep at least five functions at the forefront of your listing, listing, search, promotion, prospecting and negotiation.

4.1.5        Engage the clients forever

You know that your first deal of the property can take you to multiple transactions. So, do something engaging to captivate the client forever like you can congratulate all your clients, share your experiences with them before asking or persuading a client to provide you with any referral contacts, and never forget to recommend them for a range of services that they are actually in need of in that very instant.

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