Every real estate agent who wants to be a big player in the industry must set a goal to reach the top. There are many obstacles and challenges along the way. However, most agents have an agent mentor who can help them through these hurdles. Agents need to be aware that this is only one part of the overall picture to grow their career and help propel their business forward.

1. Do not sell

An agent’s job in real estate is to help people, not sell. Our job is to coach and facilitate our clients. If someone feels that they were “sold”, they will likely resent the salesperson. Instead, offer advice, educate, and keep clients focused on their described.

2. Create value

My greatest piece of advice in my career was to create value. Trust is created when we are focused on creating value for others. Trust has been my greatest asset. It has opened up many opportunities in our industry and helped build wonderful client relationships.

3. Do your best and be honest

My mother, who started our company in 1980, taught me that honesty and hard work are the keys to success. Your reputation is your greatest asset in real estate.

4. You have multiple options

Trust your advisor. You can help a potential client choose the right option. While we may lose sales if the solution we offer isn’t right for someone, the trust we build with people through honesty generates greater long-term value than any one sale.

5. Be human

Most agent training in sales involves getting the prospect to do what you want. Get the sale. It’s not all about that. Our ultimate responsibility as fiduciaries is to serve our clients. It shows that we are focused on our goals and not theirs when we enter. It degrades trust. Trust is built when we approach people to help them achieve their goals. Serve.

6. You can do whatever you want

Have an “I don’t care” attitude. A Little League coach gave this advice. Because I couldn’t decide if the pitch was a strike or a ball, I was having trouble hitting the pitch. He advised me to adopt a mindset of “I don’t care what the pitcher throws –I’m hitting it!” This advice also applies to sales. Do not care about the difficulties you face — solve them.

7. Strive to Create Equity

Renting does not create Equity. Property ownership does. You can also borrow against your real property to help grow other businesses. At the age of 19, I bought my first piece of real estate. It was used to expand education, training and non-profit businesses worldwide.

8. Obsessive or Average?

Obsessive. This is it. Be obsessed with selling your product or service to your clients. Obsessive about providing the best service possible. Obsessive about solving their problems and growing your company. Salespeople lack clarity and obsession. I can’t find one great salesperson who isn’t obsessed.

9. Always Be Willing To Help

My philosophy has been to help others. You will always be remembered by people who are looking for professional help or a referral if you’re willing to share your knowledge, skills, or expertise. Your reputation is built on what you do and not what you say.

10. Listen And Learn

Selling success is dependent on being a good listener. Listening is a sign that you care and allows you to understand the prospect’s needs and wants. This will help you determine how you can solve them. Sometimes prospects need to believe in themselves. Sometimes prospects need to convince themselves. All you have to do is listen and validate their words in these cases.

11. Offer Direct Solutions to Clients’ Problems

Distractions that prevent clients from reaching their goals are the greatest obstacle to their success. Real estate development is one of the most difficult barriers. It is important to show how your services can eliminate complicated obstacles to close the sale.

12. Maintain constant contact and communication

Until the consumer sees your brand, nobody knows that you exist. Your brand is your best billboard. The only way to let consumers know that you exist is through constant contact, communication, and advertising your brand name/brand. Advertising is expensive. Your brand and services will not be known if you keep your name quiet. Advertising dollars equals profits.

13. Activity drives results

Your sales results will improve the more you make calls and attend networking events. You will see the results of your activities if you track them. While meetings and brainstorming sessions can be great, sales will only come from activities directly connected to the creation of new business.