Let’s begin with some cliches and how they apply to life as related to real estate.
Nothing lasts forever. The marketing that worked last year may not work this year. The marketing that worked 20 years ago may still work this year. It’s up to the agent to discard the old and add new based on market conditions and trends.
What goes up must come down. The market has been high, low, high, low and heading back to high in the two plus decades I’ve been in the real estate business. Historically speaking, real estate, like most markets, is fluid and sensitive to economic conditions.
The only thing certain is change. Two of the most useful characteristics a real estate professional can possess are a keen interest in current events to stay ahead of the curve ball always on its way, and a sense of humor that allows a smile on your face when doubt is all around.
The devil is in the details (and maybe a lawsuit too). In real estate we need to understand the big picture, but also keep our eye on the minute details or they can come back to bite you in the wallet and on the clock.
A stitch in time saves nine. Procrastination and wishful thinking cannot compete with early disclosure and transparency throughout the transactions. Oversights and secrets can cost time and money–two of our most valuable assets.
Trust takes years to establish but can vanish overnight. Real estate relationships are built on trust with an underpinning of competency and truth. Less than honest dealings and fair treatment will evaporate trust in a heartbeat once discovered, and it will be discovered.
Now for the nitty gritty of what I’ve learned:
1) Follow up, follow up and then do it again. The goal is to provide information of value without spamming your client’s email.
2) Offer a myriad of information in a variety of ways. People absorb information in a variety of ways–some are visual learners, others need the human touch of a live voice.
3) Provide 24/7 information on your website. People are busy and want information when it is convenient for them, not necessarily when it is convenient for their agent.
4) Keep your rejections and disappointments filed in your short term memory bank. Dwelling on the listing you lost or the buyer who disappeared will delay your next success.
5) Knowledge is power. Make sure you are always adding to yours. Take classes, read and stay current on local and national real estate trends and laws.
6) Real estate is a high risk career. We walk the wire while working hard to find and keep our balance. We provide our own benefits such as health insurance and vacation days. On the flip side we also set our own salaries, hours and select who we want to work with and when. The real estate teeter-totter is always in a state of motion, but by my measure, real estate agents usually come out on the high side.
– Norma (310) 493-8333