"Golden Nuggets for Success" Tips For Real Estate agents-- PART 1

I was recently selected to be on a panel of four successful local agents to give a presentation at the local Santa Barbara Association of Realtors. The goal of the day was to pass along tips for success in the business to local real estate professionals that have been in the business less than 2 years. We had a great turn-out, with many veterinary agents looking to pick up an extra tip or two to succeed in our changing market.

Here is Part 1 of some "Golden Nuggets For Success" that I wrote up and handed out to the agents that attended:

1) Define Your value proposition

• What do you offer that makes you unique to other agents?
• Why should a buyer use you?
• Why should a seller use you?
• Define these items and learn how to communicate them in response to direct questions, and share them unobtrusively during casual conversation.

2) Craft an image of both Success and a Unique Brand

• Consider how you dress—is it professional and consistent with your target market?
• How you communicate: word choice, mirror and match your clients, what forms of communication you use (email, phone, fax, face-to-face)
• What car you drive: (I lost a $3 million listing due to this mistake…)
• Business cards, letterhead, website, property signs, flyers, all should have a consistent, successful, and unique branding

3) Define your target niche markets?

• What market segment(s) will you be most successful in? Take into consideration your age, background, experience, location, current SOI (Sphere of Influence), etc.
• Once you identify these markets create an action plan for targeting each one. Be intentional so you control your business, rather than just servicing the business that “happens to come your way”.