There are nearly 1.5 million real estate agents in the United States, yet less than one percent of them are considered top-producers. In order to count yourself among the most successful agents in your field, you’ll need to replicate some of the same habits and investments that they make.
Here’s a brief look at a few specific things that these agents do differently:
Top-Producing Agents Have a Niche
It’s tempting to just be a “real estate agent.” But if you study the most successful real estate agents, you’ll find that they almost always have a very specific niche.
At first, pursuing a niche seems counterintuitive – almost like you’re ostracizing a majority of the market in order to reach a very small subsection. And while that is technically true, there’s a lot to be gained by niching down.
The justification for niching is that it’s better to have a large percentage of a small market than zero percent of a large market. By carving out a niche, you make yourself the go-to agent for that market. Whether it’s buyers, sellers, luxury listings, short sales, condos, distressed properties, a specific neighborhood, or a specific type of client, having a niche will work wonders for you.
To be successful with a niche, you need to develop a real estate value proposition that gives leads, prospects, and clients a clear idea of who you are and what sets you apart. Once you have the value proposition figured out, all of your marketing will flow through it.
Top-Producing Agents Never Stop Networking
Networking doesn’t happen in a vacuum. And it’s certainly not something that you do once or twice at a convention and then coast on for the remainder of the year. Networking is a lifestyle. It must become a habitual part of who you are as a person.
Top-producing agents are always networking. They network at open houses, neighborhood block parties, little league baseball games, and even on vacation. They aren’t obnoxious about it, but they make a habit out of explaining who they are and what they do. The goal is to walk away from any conversation or interaction with the other person remembering that you’re the person who sells distressed properties or works with CEOs who are moving to Charlotte, North Carolina (or whatever your niche is).
Top-Producing Agents Prioritize the Relationship
You’ll find that top-producing real estate agents prioritize the relationship over the sale. In other words, they’ll never burn a bridge or compromise a connection just to make a quick sale. They understand that the relationship holds far more long-term value.
In order to develop and maintain good business relationships, you must do what’s best for your clients. This means answering the phone when they call, returning other agents’ calls, honoring people’s time, and avoiding canceling meetings whenever possible. The old adage of doing what you say you’re going to do rings true here. And whenever possible, make sure to under-promise and over-deliver.
Top-Producing Agents Never Stop Learning
When you reach a point in your career where you’re doing several deals a year and making decent money, it’s easy to get overly confident in yourself. You know your strengths and what you’re capable of, so you stop being as disciplined and tenacious as you once were. Unfortunately, this sort of behavior typically precedes a decline.
Top-producing agents are constant learners. They never rest on their laurels or fall for the notion that they have it all figured out. They’re perpetually reading, listening, and spending time with people who are more experienced and skilled than they are. If you want to be a top agent, you must do the same.
Top-Producing Agents Are Always On
While the work-life balance and flexibility of being a real estate agent attract many people to the job, the reality is that top-producing agents are always on. They might not work all the time, but they’re ready and available to respond when prospects or clients call. This allows them to seize opportunities that other agents miss.
Putting it All Together
Replicating these habits and techniques doesn’t necessarily guarantee your success. It does, however, increase the likelihood that you’ll be successful. Implement them into your workflow one by one, and good things will happen. It’ll take time, but the results will follow.