Whether you’re a rookie agent, a rising team leader or an established veteran broker, we can all benefit from sharpening our skills. Follow our “Back to Basics” series to learn fundamental strategies, tactics, philosophies and more from real estate pros across the industry.
Your attitude, behavior and energy are everything in today’s real estate industry. Unlike other industries, you are constantly in front of new people. Whether you’ve been doing this for years or are just starting out, it’s important to consider improving your social skills a part of your business plan.
Regardless of your market, you’re likely competing against many real estate agents for business. Follow the steps below to get that unique cutting edge that’ll better your business, set you apart and make a lasting impression.
1. Meet as many people as possible and remember one unique thing about them
Have you ever heard the old expression, practice makes perfect? The more people you meet, the better you get at well, meeting people.
Shake hands, hand out business cards, follow up. Make good eye contact. You never know who you’ll meet that can open a big opportunity for you and your business.
2. Collect, don’t distribute
I know we all like to hand out our fancy business cards, but it’s so much better to receive someone’s business card. That way you are in control of the first email or call.
You’re not waiting on them to reach out to you. Therefore, you can recap what you spoke about and reiterate how you can be an asset to that person.
3. Role play
Actors need to rehearse before the big show. Athletes need to go through practice before the big game. So why don’t you try different scenarios, grab your friends or colleagues, and act it out! If you already have the scenario in your mind, then you’re already prepared for it.
For example, if it’s your first time going through an apartment tour. Book a colleague, and pretend that he or she is your future client. How will you describe the apartment you’re showing. How can you address real-time questions?
4. Actively listen
When meeting new people, make sure you actually hear what they have to say. It sounds like the obvious thing to do, but when you’re at networking events or loud places, it’s easy to get distracted and even forget the name of the person you’re talking to.
Just try to pay attention. People love when you remember small things about them. It makes them feel special. Feel free to bring up that one thing you learned about them in your next email or when you go to grab coffee.
5. Tell everyone that you’re an agent or broker
Working in the real estate industry is not something you want to throw under the rug. Tell your friends, family and your network. Once you told them, tell them again because people forget.
Post on your social media profiles, share informative articles on LinkedIn and attend networking events where you can tell even more people about what you do. This is a great way to pick up leads. Even if your network isn’t looking for a home, maybe a friend of theirs is. It happens to me a lot. Your web of connections always intertwines.
6. Add some spice
My secret weapon is always to add a bit of fun and personality. People won’t remember the information you threw at them, but they will remember the laughs and the overall experience. I try not to take myself too seriously and crack a joke or two. It’s important to read the person though.
7. Master the follow-up
I cannot stress how important it is to follow up with someone you’ve just met, are working with or have worked with in the past. Consistency and persistence are key.
Take it up a notch, and send someone a handwritten letter. When’s the last time you’ve received a letter in the mail? Don’t you feel special when you see that little postcard. It means someone took time out of their day to send you something. Meanwhile, and don’t worry this will be our little secret, it really only took you a minute to throw a stamp on a postcard and write a few kind words.
In today’s competitive real estate industry, it’s important to stand out. Think about it, what can you offer that other agents can’t? What gives you an advantage over the competitive market? Meet new people, build a relationship, offer something no one else can, follow up and don’t forget to add some spice.
Elana Delafraz is a licensed real estate salesperson with REAL New York. Connect with her on LinkedIn.
