Future Agent Superpower No. 1: Business Development & Marketing
Please tell me if this seems familiar... and maybe painful.
You engage in some marketing, close a few sales, and then get so overworked that you QUIT engaging in the activities that brought you that business.
When those sales are done, you're suddenly back to square one, trying to figure out where your next customer will come from. And the vicious cycle must start all over again.
So, here's the query you must pose to yourself:
How can we consistently attract and convert at the greatest level?
I'll let you know a quick response.
You can't wait till you "need" a new client because your well is dry.
You cannot wait till the market changes and it becomes more challenging to draw customers.
You must act immediately and often.
Finding a technique to automate your marketing and new company development will allow you to stop worrying about where the "next one" will come from and ensure that it happens regardless of how busy you are.
Future Agent Superpower No. 2: Branding
What steps are you taking to make yourself visible to the widest possible audience in your community?
You probably already know that I think there are no bad ways to create leads.
But I also think that using video is one of the best ways to develop your brand.
Too many of the agents I know that attempt videos let the comparatively low views deter them. But keep in mind this: The individuals in your neighborhood that matter most are the very specific people you want to reach, not the Beyoncés of the world. So if your video has 50, 100, or 200 views, those rare individuals who took the time to watch what you had to say and are likely interested in what you have to say. Additionally, it is much more effective than making 50, 100, or 200 phone calls.
Additionally, since video lasts indefinitely in the wild, your watch count will keep rising.
As more and more people become aware of you and your movies, the more videos you produce, the more those view counts will increase over time.
Long term, this will help you establish yourself as the go-to authority in your market for anyone looking to purchase or sell a home.
Future Agent Superpower No. 3: Stop Selling And Start Consulting During Presentations
What are your thoughts when you prepare to display a listing?
I'm going to convince them to hire me by pitching my services to them, is that what you're saying?
or "I'm going to listen to what these folks want to accomplish and show them how I've assisted others in similar circumstances and how I can assist them, too.
It had better be the second one if you wish to succeed in this business in the future.
You must alter your behavior from that of a "salesperson" to that of a "trusted advisor" who offers advice and aids others in achieving their objectives.
You're acting morally if you're always motivated by the desire to assist others.
Future Agent Superpower No. 4: Maintain Relevancy & Continuity Of Experience
No matter where you go around the globe, there are some brands where you can be sure of getting the precise product, service, and experience you're looking for.
That doesn't happen by mistake, whether it's Louis Vuitton or McDonald's.
When you put in the time and effort to train your team, you can build a reliable experience by transferring your expertise to them.
That entails thoroughly operationalizing your approach to working with:
Do you have a written record of everything you said there? Do you have a manual that new team members can follow to deliver the kind of service your company is recognized for?
Not removing the personality from your service is the goal here. The goal is to eliminate all the details such that no memory is required to function. Instead, a checklist is used for everything.
Future Agent Superpower No. 5: Expertise In Negotiations
Your capacity to properly bargain on behalf of your client is more crucial than ever in an era where real estate transactions are increasingly computerized.
The more you can explain to your clients how you're maximizing their ROI, the more they'll appreciate your worth.
It takes practice to become an expert negotiator... So you can't simply celebrate your success. Make sure you regularly and repeatedly role-play your scripts and objection handlers!