10 Habits of Highly Successful Real Estate Agents
Who hasn’t looked at another, more successful real estate agent in their office and thought:
“What are they doing differently?”
It’s easy to chalk up another agent’s success to their large network of friends, or their charisma, or a certain “je ne sais quoi.”
But most of the time, highly successful real estate agents are doing things a little bit differently.
Those things = the habits of highly successful real estate agents. Habits that you can adopt for your own real estate business. And today, we’re going to uncover 10 of them.
Without further ado, these are 10 habits of highly successful real estate agents.
They Have a Killer Listing Presentation
Listing presentations are do-or-die.
You successfully wooed a lead — so much so that they’re seriously considering hiring you. Your listing presentation will decide your fate.
Highly successful real estate agents almost never miss out on a client. A big part of that is because their listing presentation is that good, every time.
They know exactly what content to cover. They take the time to create a preview of a personalized marketing plan. The presentation looks high-end and professionally designed. And it’s delivered flawlessly, because it’s been practiced a million times.
The takeaway: Your listing presentation might be ready for a makeover. Take the time and make the effort to turn it into a well-oiled, gorgeous machine.
They Know Exactly How to Respond to Buyer and Seller Objections
It’s not that highly successful real estate agents don’t get hit with tough questions, demands and complaints from buyers and sellers. It’s that they know how to handle them effectively.
You never know what exactly a client will lobby your way, but you can prepare for the most likely scenarios. Which is what successful agents do — they’re always prepared.
The takeaway: You need to know how to strategically respond to the most common client questions and complaints. Being prepared is what helps you avoid a minefield and keep your client happy.
They Never Stop Learning About Their Area
Knowledge of the market and area you work in is a baseline requirement for any real estate agent. Having a deeper knowledge than anyone else is how you stand out.
Successful real estate agents know everything about the town or city they work in, the neighbourhoods within, and the local real estate market.
From a new development being proposed down the street to how many offers the house next door received, top-performing real estate agents always have the inside scoop to share with their clients.
The takeaway: Never rest on your laurels; you should always be seeking out new information and keeping yourself up to date.
They Invest in Their Online Presence
Most of the time, a client’s first impression takes place online. Via a real estate agent’s website, or their social media accounts.
First impressions are everything. Which is why top agents are always investing time and effort in their online presence.
That means making sure their website is always up-to-date, that their Instagram and Facebook are fresh, and that they’re the ones telling their own story by way of content they write, listings they share, and testimonials they receive.
Top agents aren’t afraid to bolster their efforts either, by buying a professional real estate website, paying for Facebook ads, and so on.
The takeaway: Your approach to your online presence shouldn’t be passive. You should always be working to ensure that when someone Googles you, they’re getting the right impression.
They Proactively Avoid Burnout
The World Health Organization defines burnout as:
“A syndrome conceptualized as resulting from chronic workplace stress that has not been successfully managed. It is characterized by three dimensions: feelings of energy depletion or exhaustion; increased mental distance from one’s job, or feelings of negativism or cynicism related to one’s job; and reduced professional efficacy.”
Real estate can be a demanding and unpredictable world and agents may be susceptible to burnout, which can have terrible consequences for one’s health and business.
The best agents know this, and proactively avoid it. They work hard, but they also work smart.
They maintain organized schedules. They make time for physical fitness, a well-balanced diet and other healthy habits. And they don’t let tough deals upend their lives.
The takeaway: Protecting yourself and your time doesn’t mean sacrificing business; it means ensuring that you have the ability to keep your business going and growing.
They Have a Strong Brand
The best brands are distinctive. Recognizable. And consistent.
Just like the best real estate agents.
Now more than ever, successful real estate agents know the value of branding. They understand that having a colour palette and logo for their business isn’t shallow — it’s key to standing out and strengthening their reputation.
The takeaway: Your real estate business should have its own brand that’s carried through your website, your social media presence, your business cards, your print materials and your open houses.
They Know When and How to Bring in Paid Help
When we try to do it all, all of the time, things fall apart. But agents often hesitate to buy a tool, hire assistance, or pay for a service, because they see it as money out.
But when it’s well spent, money out means more money in.
Successful real estate agents don’t hesitate to pay for something that will help free their time and help their business.
That might mean hiring a virtual assistant. Or paying for daily healthy lunch delivery. Or contracting blog content out to a freelancer.
The takeaway: When your business is going to suffer because you don’t have the time or expertise, it’s probably worth spending the money to get help.
They Personalize Every Working Relationship
Real estate isn’t about houses; it’s about people. Real estate agents are customer service agents, therapists, and friends, all rolled into one. It’s business, but it’s also personal.
Personal being the keyword. Every client is different, with different personalities. Successfully working with every client means tailoring your approach accordingly.
The best real estate agents do this incredibly well. They know how to personalize every single client relationship according to a particular client’s communication style, whether they’re introverted or extroverted, and their likes and dislikes.
The takeaway: Observe who your client is as a person, and adjust (your communication style, frequency of contact, humour, level of detail, and so on) accordingly.
They Give Great Closing Gifts
Closing gifts are a small but nevertheless important part of any agent-client relationship. They’re the final bow on the deal.
The right gift solidifies your gold-star service and helps all but guarantee a glowing testimonial; the wrong gift can leave your client with a less-than-great final impression.
Highly successful real estate agents nail the closing gift every time. How? By paying attention to their client, and giving a gift that suits them.
The takeaway: The closing gift is more impactful than you think. Instead of stocking up on the same vase to give out to clients, try a more personal approach.
They Ask for Testimonials
Praise-filled client testimonials are like gold in the real estate industry.
More testimonials = more clients.
But so many agents don’t bother to ask their clients for one, instead leaving it up to them.
Top agents don’t do this. In fact, asking clients for testimonials is a standard part of their process.
It doesn’t have to feel awkward, or forced. If you had a good working relationship with a positive outcome, your client won’t bat an eye.
The takeaway: Make asking your clients for a testimonial — on Google reviews, or submitted by email to feature on your website — standard procedure, just like the closing gift.
What habit or best practice would you add to this list?