Overcoming call reluctance: Real estate agents have to constantly be generating leads and having sales conversations with potential clients. That means you’ll hear “no” a lot.  The biggest determining factor for whether a sales person will or will not be aggressive with generating leads, setting appointments, asking for contracts, and closing deals is the story they build and tell themselves in their heads. If you have good stories in your head—if doing those activities that lead to productivity have a positive connotation—you will be unstoppable. Remember that each phone call you make is one step closer to building the life you want to live. Keep everything in perspective.

Don’t treat yourself like a machine: A lot of real estate agents eventually suffer from burn out. For go-getters, having complete control over your own schedule often means that they work themselves to the bone. Things happen, life throws curveballs, we mess up. Have your routine and stick to it, but don’t punish yourself if you have to break it once in a while. You don’t need to add “not sticking to my routine today” as another thing you’re feeling stressed about. Do the best you can and if your routine needs to be tweaked, do it.

Never stop training: Real estate agents need to constantly be honing their skills and improving. You have to work on your objection handling, your conversation strategies, your sales techniques, and your lead generation methods. When it comes to real estate training, it’s best to have a structured program to follow and a coach who is there to keep you motivated and hold you accountable.

Focus on these three things, and a successful real estate career is within your grasp!

If you want to convert 5x more leads, we have the training and coaching that can help! Click here to check it out.

Strategies to Lead Your Team to Success

Once you have your real estate team, you need to run it and lead it effectively. If your team doesn’t succeed, then you won’t succeed.

• Lead by example – Ultimately, your team will emulate the actions you take and the tone that you set. It’s important to maintain a proactive, motivated, and organized approach to team management. Experience, clear communication, goal setting, and mentoring are also standout qualities that agents look for in a real estate team leader. 
• Be a resource, but give them space – Your agents need the space and freedom to act and make decisions for themselves. Your role is to be there for them when they need guidance and assistance, but not dictate what they do, who they meet with, etc. Most agents got into the business for the same reason you did, to have more freedom and flexibility than in a typical 9-5 job.
• Devote resources to training – Part of being a successful real estate team leader is providing the training opportunities and resources your team needs to be as productive as possible. You can just hire agents or ISAs, hand them a script, and expect them to be top producers. They need a program that helps them work on conversation techniques, role plays, call reviews, and someone to hold them accountable (check out our training programs here).
• Use meetings sparingly – Meetings can be very helpful for your team, but they can also be drains on time and productivity if they are done correctly. Schedule them only when they are essential and have a clearly defined purpose.

If you want help bringing your real estate team to the next level, we have a real estate leader training program that can help! Click here to check it out.

Instead of memorizing a set of words, focus on conversation strategies. Ask great discovery questions that get at the lead’s deeper motivation. That way, when they throw an objection at you, you have the ammunition required to overcome it. Respond naturally to what the lead says, don’t just try to return to the script. People want to talk to other real people, not drones that just read the same thing regardless of what answer they give.

Prospect Smarter, Not Harder

As a new real estate agent, building up your network is crucial. In the old days, that meant dropping letters or flyers into mailboxes next to take out menus and window replacement advertisements. Nowadays, prospecting means finding people in your market on social media, sending out text messages, calling, and being religious about following up.

Plus, you need a great CRM to keep everything organized so you know exactly when to follow up with specific leads, how warm they are, and what, if any, reservations they have about working with you.

Rely on the Metrics

Key real estate metrics include both leading and lagging indicators. By reviewing these regularly and understanding what they are telling you, you will know where you currently stand AND what decisions you have to make to improve your business.

Examples of leading indicators:

• Number of leads generated
• Number of contacts made
• Number of appointments set
• Number of appointments met
• Number of contracts signed

Examples of lagging indicators:

• Active listings
• Pending deals
• Closed deals

Lagging indicators help you understand past and current performance. Leading indicators will give you a glimpse of where your business is headed.

Under Promise and Over Deliver

This last tip is a great tip for life, not just a real estate career. But many agents make the mistake of overselling their capabilities or what they can actually do for the lead. You want to position yourself as being able to deliver on the lead’s goals (instead of trying to force their situation into meeting your own goals) but avoid being unrealistic. Don’t just tell the lead what they want to hear if you can’t actually provide it.

Set and manage their expectations and tell the lead what they need to hear without overtly making them wrong or promising something you can’t deliver.

If you’re a new real estate agent and want to really set yourself up for success with scripting, conversation techniques, prospecting strategies, and much more—all with the help of a dedicated coach—then check out our training options here.