Being the top agent in your area, on your team, or in your brokerage doesn’t just happen overnight. Successful real estate agents will tell you that it takes dedication, drive, and a desire to work harder and leverage your assets above all others in your sphere of influence. Once you’ve solidified the mentality of a top agent, then it’s time to begin following the below tips to accelerate yourself.
Here are our top 20 real estate agent tips for agents looking to grow their business and their revenue.
Leveraging Time & Money
1. Effectively Manage Your Time at Work
Your task list is vast but your work time is limited. There’s always plenty to be done: from developing your next marketing piece to showing homes to clients. For that reason, the workday can seem like a mess of endless to-dos. So how do you know which tasks you should focus on?
Fifteen-year real estate veteran Joshua Jarvis uses what’s called the Eisenhower Matrix to help agents prioritize their daily tasks. This system advises what should be done first and what can be delegated:
Another must-do for agents trying to get in control of their task lists is to automate as many tasks as possible. There are numerous CRMs that allow for email and SMS automation, and they can even help keep you on track by automating your task information for the day.
2. Honor Your Time at Home
Honoring time at home is one of the best real estate agent tips I was ever given. This is your time to recharge and spend with those that matter most to you. Don’t pass up on moments that are designated for YOU, otherwise, you’ll soon find yourself contending with burnout (not to mention an unhappy family).
Of course, there will be times when you’ll need to send an email or hop on a call after hours, but we highly recommend allocating just 30 minutes in your evening to communicate with clients. Once that time is up, switch off your laptop and your cell and focus on recharging your own batteries.
3. Make Time for Learning
“Anyone who stops learning is old, whether at twenty or eighty. Anyone who keeps learning stays young.“– Henry Ford.
Stepping out of the work mentality and into a learning headspace is a key ingredient in becoming one of the most successful real estate agents in your area. As such, it’s important for an agent to set aside time for self-growth no matter how long you’ve been in the business. This can mean taking courses to learn new sales techniques or setting aside time to learn more about your local market.
With that being said, it’s important to ensure that your information is coming from a reliable source. We’ve seen from experience that there’s a huge difference between someone who is successful and someone who looks successful, so always check the credentials of anyone that’s offering to teach you new skills.
4. Invest Money on Leads
Not all good leads come free, and the great ones are definitely worth the investment. Most agents will find that they have to try various marketing techniques and channels to discover where the best leads are and how they prefer to be communicated with. It’s worth finding out how much you’re paying per lead and the quantity and quality of those leads. It’s also smart to take a step back on a regular basis and evaluate what’s working and what isn’t. Having this information can be an absolute game-changer because you’ll find yourself spending money on quality leads that deliver higher ROIs.
5. Spend Money on Technology
Successful real estate agents know that spending money on technology is a great investment because it will save you time and therefore money. Three key areas worth investing in are as follows:
When looking to invest in a CRM, it’s helpful to get tips from others in the industry. However, make sure that you go for the option that best suits your unique requirements. Don’t go with a CRM just because your buddy likes it: what may work for them may not work for you. With this in mind, focus your search on a system that will save you time. Whether the system is so easy to use that you can get set up in minutes, or it can automate so many tasks that it cuts your to-do list in half, keep your eye on the goal of saving time.
In today’s digital world, your website is often your storefront. So, it needs to look great and work well. Some brokerages have you select your own website and branding for your ‘storefront’, while others will provide it for you. If you can choose your own, make sure the design is modern, functional, and easy for you to edit. You don’t want to be continually frustrated that you can’t update the website when you want to add information or change the design.
A good phone seems like a no-brainer, but having one with all the capabilities you need is important. Those capabilities include having a reliable cell phone network that won’t drop your calls, a powerful camera, and general reliability. A cell phone can either be your greatest asset or be your greatest downfall.
6. Create a Marketing Budget
Spending money on marketing your services to potential clients is key to growing as an agent. By developing a recognizable brand you can start to build a name for yourself and create a sense of trust and authority that will convince people to work with you. This process may take time and it will likely need a significant amount of money thrown at it. But eventually, money spent on the right message and to the right audience will yield great success and a solid ROI on your initial investment.
7. Invest in Yourself
This is related to making time for learning, but it goes further than that. It’s about developing you as an agent and as a person. Many agents find momentary success and stop investing in themselves because they think they no longer need to. This is a big mistake though, as it can lead to lower performance over time.
In actuality, an agent that is finding success should double down on investing in themselves and reach out for more success. Top agents invest in courses, books, and training conferences that will take you to the next level in your real estate career.
8. Look the Part
Agents must dress with the utmost professionalism when working in real estate. What counts as ‘appropriate’ will differ from area to area, but will mainly include wearing dress shirts, sports coats, nice dresses, appropriate footwear, and tasteful accessories. It also means investing in a luxury or modern car/SUV, because the vehicle you drive can easily be seen as an extension of you. Likewise with your tech: carrying an old, beat-up laptop around with you can make you look unprofessional, so consider an upgrade.
9. Speak with Authority
Your clients want to feel like they are being taken care of by a professional real estate agent and not just someone who got their license a week ago (even if they did). So, be sure that what you say is clear, confident, and exudes authority.
It’s also important to know when to stop talking. Practice good listening and ensure that your clients always feel heard. Then, speak to the issues that matter most to them, remembering that their wants and needs are unique and should be treated as such. As you’ll know, each client has a set of items they wish to have in their new home; it’s your job to listen and be mindful of what’s important to them. That way, when you speak to them, you can be assured that the topic you are talking about is something they are truly interested in.
10. Be Professional
It’s one thing to look the part and talk the talk, but it’s another to make professionalism part of your lifestyle. At some point, everyone you know and meet should know you’re a knowledgeable real estate agent, poised with confidence. This means being consistent in your appearance and communication and always being prepared to promote your business and network with potential clients and contacts.
Be Honest with Your Clients
11. Be Transparent about Money
Your clients should be made aware of any additional costs that they will incur when purchasing a home. It’s good practice for an agent to provide an accurate estimate of any repairs and upgrades that are needed for a particular home so they can take this into account when making their buying decision.
12. Only Share Genuine Thoughts about the Home
No matter how much you want to make a sale, don’t try and talk a client into buying something that might not be right for them. If you think it’s their dream home or could be their dream home, then do say so. But don’t say every property they visit is their ideal home. Be honest with your thoughts on the home, price, and neighborhood. This will build trust and make your clients more likely to work with you again in the future.
Connect with Your Clients
13. Understand their Financial Circumstances
Understanding your client’s income and how stable that income is will allow you to help your clients be realistic with their real estate goals. Also, be patient with your clients. They may go through ups and downs during the loan approval process and may be flustered by their lack of buying power. Bear with them and support them where possible to get the deal done.
14. Ask Them about their Emotional Goals
Top agents ask the questions that matter: “Do you see yourself here long term?”, “Do you see your kids growing up here”, or “Is this a ‘right now’ house or forever home?”. These questions dig into the emotions of what your clients feel about the house and where they are in life. Having this information on hand will allow you to provide a better service for your client.
15. Understand Their State of Being
Seeing clients as people rather than potential sales is an important element of connecting with them. Make an effort to get updates on what’s going on in their life. You never know if your client just lost a loved one or is celebrating a huge promotion at work, and this is important information to be aware of.
Understanding their state of being can help you as an agent gauge and steer the conversation to the events happening in your client’s life and make a connection that they’re sure to appreciate.
16. Be Professional yet Social
Being professionally social with your clients is a great way of creating a positive working relationship with them. Connecting socially helps foster longer relationships with clients and can help you get a sale later down the road.
This can include sharing some of the highlights from your own life and offering insight into your hobbies. Likewise, asking them about their own hobbies and what sort of activities they are involved in can create a social dynamic that works well during the sales process.
Know Your Market And Build Your Network
17. Take a Drive Around the Neighborhood
On paper, a neighborhood could look great and the house in photos may be outstanding. But, going to each neighborhood and experiencing it yourself could give you a whole other perspective. This is why it’s extremely important to drive around the neighborhood, without clients, and observe the neighbors and environment before moving forward with a sale.
18. Go to Networking Events
Networking events help agents not only prospect for new clients but also help develop relationships with other companies in the area. As an agent gets to know other companies, they tend to find that these other companies may be willing to cross-promote in a way that could generate more leads. Make an effort to fill your diary with networking events in your area and always have business cards on hand to allow potential contacts to follow up with you afterward.
19. Get to Know Other Agents
Get to know agents that may or may not be in your brokerage. You’ll find that playing nice with other agents could lead to more referral-based clients and could help you grow as an agent. Also, agents may occasionally share marketing and sales tips that work best in your area. Be sure to pay close attention to these local tips because if enough people share that tip, it may be worth pursuing.
20 . Engage with Your Community
In addition to networking and getting to know other agents, it can be useful to get to know your local community. A great way of doing this while creating trust and a good reputation is by volunteering or providing sponsorship in the community. This demonstrates your commitment to your community while building your brand and allowing you to meet people who could later become clients.
Our top 20 real estate agent tips are a great place to start for new agents and for those with more experience who want to ramp up their business.
There’s a big difference between being a good agent and a top agent in your area. Those that go the extra mile with their clients stand out in a crowded market and ultimately often go on to have much more success and longevity.