One of the things that fascinates me is how is it that 10% of agents are writing the vast majority of business – and that’s pretty much across all markets. What are they doing? What are the key success qualities they put into place that makes the biggest difference in their results?
Having completed over 7,000 coaching sessions in the real estate profession I’d like to share with you the 10 Success Qualities of Elite Agents.
As you review these, ask yourself the question…
“How well am I applying this success quality?” And give yourself a score out of 10 on each.
Obviously from there, build for yourself a simple action plan based on what you are going to Start doing… Stop doing… and Continue doing… to make the biggest difference in your results.
The 10 Success Qualities
- Build a Winning Attitude
One of the things to recognise is that you must have a great attitude – one that’s positive and motivating. What is your attitude saying about you? Your attitude really creates your world view and it’s what you’re putting out before you get anything back. What is your winning attitude like? Can you tweak it, hone it and improve it so it’s a can-do attitude? It’s all about getting out there and making it happen.
- Get Super Client Focused
That fastest way to get you what you want is to help your clients get what they want. When you’re client focused, you tune in to them.
Asking yourself… “How can I deliver great service to you and help you achieve your goals?”
In real estate, it’s the ultimate Win-Win-Win situation – when the seller wins and the buyer wins, then you win.
Service also kicks into gear the best marketing in the world – word of mouth and Elite Agents know the referral power of this.
- Become Massively Organised and Follow Through
Your level of organisational skills has a huge impact on your success. You might be a great communicator but if you’re not great at following through on the commitments you make, that’s going to get in the way of how people perceive you. It won’t be a communication issue, it will be an organisation issue.
So how organised are you? Are you putting the right things in at the right time to produce the right results?
My simple view and one that Elite Agents embrace is… It’s not the hours you put in that count, it’s what you put into the hours!
- Grow Your Level of Passion
Being passionate about helping people and passionate about this business is critical to your success. It’s a turn on, a switch on, it’s being passionate about helping them achieve their goals but also being passionate about property. This allows you to explore and you’re your knowledge. You’ll ask that extra question or two because you’re passionate in helping them. An average agent might stop after the first question but you go and ask an extra 1, 2 or 3 additional questions about them and their situation – you truly are interested in them.
- Develop a Highly Confident Belief
This is about bringing your confidence into play. One of the things that happens is that if you lose confidence in a property or client, I can pretty much guarantee that’s going to roll through in terms of the way you communicate. So make sure you’re playing the confidence game. That means you have positive anticipation – you’re going to have a great open or a great auction.
Confidence is driven by the level of knowledge and skill set you have developed. A great strategy here is to explore areas of knowledge and skill improvements you know would make a difference to you being even more confident.
- Maintain High Standards of Excellence
Without a doubt, the best agents in the business have high standards of excellence – the standards they choose to operate by. So you go to one of their opens, you’ll experience high standards or their buyer follow up – high standards. Anyone around them starts to step up to the plate as well. A great strategy here is to ask yourself and the team…
“Where do my/our standards sit?” If you haven’t done any work on this area, I strongly recommend you do.
- Live with High Energy
You might think this is similar to passion but it does have a twist. More than anything else people buy your energy! Your energy is influenced on many level but do a review of your balance, sleep, excercise and food management – all of these have a significant impact on who you are being and the energy levels you have. Interestingly anyone can have high energy on a few calls, Elite Agents have the ability to turn up their energy for the 120 calls they’ll make this week! How would you rate your energy?
- Be an Influencing and Communication Legend
A great influencer doesn’t have only one way to communicate. Elite Agents recognise it’s all about different strokes for different folks. Your style needs to change if you’re dealing with a young professional couple, an elderly couple, or if someone has gone through some hard times personally – it’s the ability for you to tune in to their wavelength. You see, you’re either broadcasting or tuned in to your client. The question is, how much work have you done in improving your communication, influencing and negotiation skills?
- Develop Your Outcome and Deal Focus
A lot of the time people think that negotiations start when someone puts their hand up and says “I would like to buy this property.”
But the best in the business understand that deal focus begins now. On an initial phone enquiry sharing…
“I strongly recommend you put this property on your shopping list. It would absolutely be on the top of my shopping list if I was in search mode for a property along these lines. Can I ask you a couple more questions to understand your situation a little better?” You become engaging and help people marry the property – it really builds amazing momentum.
- Upgrade Your Willingness to Learn
Where can you improve? How can you tweak that strategy? This is about making learning an essential – so you’re focused on getting smarter faster.
Great agents review their listing appointment, you can ask: “What did I learn from this? How could I/we do it better?”
The key here is to not attempt to improve everything at once. Focus on 3 to 5 improvement areas that will give you the biggest bang for your buck. Then find someone who can help you build that skill. That could be attending a workshop, jumping online to grab a resource or bring coaching into the mix of your success strategy.
These 10 Success Qualities are incredibly important to have in your toolkit. So now rate yourself (or if you’re game have someone else rate you) to identify your greatest opportunities to improve.
You’ll also see where you’re strong and look at how you could build on it even further. You improve these success qualities and I guarantee you’re going to improve who you are in the marketplace.
You can move from being the secret agent to being the one people want to choose!