There are lots of real estate agents in the world. However, there is this one trait that makes for a successful agent: it is this need to make a sale … and fast. Many people often mistake this kind of job as something that is not particularly taxing, both physically and mentally; but that is not true at all. There is actually a lot of preparatory work involved to make just one sale. The legwork involved is also considerable, and yes, one does have to brush up on their speaking and selling skills.
So what really makes a successful agent tick? What makes him or her far better than everyone else? Mostly, it’s the preparatory work. Yes, there is a lot of prep work to be done. Let’s forget about houses first, and concentrate on being an agent. A good real estate agent should be vocally expressive and people friendly. An abrasive manner towards potential buyers will not help you at all; and in this kind of business, you will be facing all manner of people (and all manner of interesting requests and questions.)
Try to make yourself as presentable and accommodating always, no matter what the situation is. Although you may be having a very looooong day or that you are not particularly prepossessed with the clients you have now, presenting a good front may win you long-term clients and even referrals.
If you are a free-lancer, you may want to have printed calling cards on you or even putting up your own website. You should have a way of making people know that you are dealing in real estate and that you are more than happy to find them a home. You could also start attending real estate conventions and seminars. Not only will this help hone your selling skills and show you the latest marketing trends in realty, but it will also give you networking access to a number of other agents (who can help your career) and potential clients.
Now, suppose that you have a house that seems like an easy sale, what do you do now? Do you simply put up a sign that says House For Sale, put in your contact number and sit by the phone? No way! A good agent makes more preparatory work to make sure that the house sells and that his or her commission is assured. Prep work may involve:
- Researching the neighborhood where the house sits, particularly where the local mall is, the laundry, the school, or other places of interest. You can even research or calculate how much the neighborhood is worth in real estate prices. There are some neighborhoods who command higher taxes, so you would need that information right off the bat.
- Researching exactly how much the house is worth and calculating the right amount of commission without scaring off potential buyers. Depending on what state, city or county you are in, some commissions may be regulated so it would be part of your unending researching tasks to know all these. Being ignorant of the local laws and conventions is a big no-no in real estate marketing.
- Taking the time to talk to the houses’ previous owners and finding out why they are selling the house in the first place. If the house is particularly old, it may help you in your sales pitch to know the entire background of the house. Some buyers prefer the charms of old (even antique) houses, and if one particular house has ties with history, it may even command a higher price tag.
- Taking the time to study and learn every crook and corner of the house, especially the unique details that can become the house’s selling point. Sometimes, though, this means that you have to call in the cleaning and repair crew to make the place more presentable to potential buyers.
- Also, you have to make sure that all the necessary paperwork is tight on all ends: yours, the previous owners and the new ones.
