First and foremost, you should know that today’s house market is hot, and the forecasts of economic conditions foster optimism. Despite the coronavirus outbreak, our economy is experiencing a dramatic recovery due to the last stimulus package. It has been predicted that, after all the population is vaccinated, the economy will be spurred. Jobs are being created, unemployment is decreasing, and it all gives investors a better perspective on the future. And if this argument is not good enough, let’s not forget about Oprah’s words of wisdom: “buying a house is a great investment because you can’t live in a stock certificate”.
On the other hand, a hot seller’s market can make it difficult for Americans to buy their dream home, as properties receive multiple offers and are often sold quickly. In such a scenario, it is crucial to find a great Real Estate Agent to represent them. And that’s when you come in. There’s a lot of room for big sales and commissions, but there’s also a lot of competition. Among all agents, you must be the best in order to close the gap between a seven figure listing and your next buyer.
Here are some tips on how to be a top-notch Real Estate Agent.
The Real Estate Agent Website
We’re in 2021, and going digital isn’t really an option. You must be on the internet. More than that, your real estate agent website must be easy to navigate and mobile-friendly.
With a few clicks of the mouse, your leads should be able to find the best house for their needs. This means you should have a complete integration with the MLS database and allow users to filter what is important to them. This process can’t take long. There’s a lot of distraction on the internet, and your website will always be competing with Facebook, Instagram, IMs and dozens of open tabs.
Keep in mind you must have a great website that is easy to browse, with full access to MLS listings, where your leads will find their next house before sending you a message.
CRM and relationship management
Sometimes neglected by real estate agents, the next step can uncover an opportunity for you: customer relationship. Yes, it is common practice to call prospects almost immediately after they land on the website. However, the key secret isn’t a fast call, but nurturing.
Research shows that most leads aren’t ready to buy a house right away, even if they have enough money to invest on a property. Taking this into consideration, it is crucial to your success to master the tools provided by your CRM software. Automated follow-up emails or text messages are a great way to move prospects close to a transaction. One idea is to set up your CRM to send an email or a text message with a link to similar homes in the area after a couple of weeks. Such touchpoint can be decisive for a new sale, as you are cultivating relationships with the prospects in your database. When it comes to customer experience, it is all about being consistent at every touchpoint and being patient. By keeping in touch with prospects, you are compelling them to choose you as their real estate agent someday.
Having a great website and keeping an ongoing communication through a CRM system will provide a unique experience to prospective clients.
Dealing with rejections
At this point, we hope you understand the importance of a great website, a CRM system and a nurturing strategy to keep your leads close. Now it is time to take a look at an enormous part of your job which you can’t ignore: dealing with rejections.
Let’s face it: whether you are an excellent real estate agent with thousands of properties sold or a brand new agent whose career is just starting, at the end of the day, both will be dealing with rejections. It’s just the way it is. As stated before, most leads are not ready to be your client by the time you reach them. So, when leads say they are “just browsing”, it doesn’t mean they are a lost cause and you should give up on them. The trick is to take their rejection as an opportunity to nurture this relationship. In the long run, they may come back asking for your service.
When a prospect is rude, take a deep breath, smile and keep on finding other prospects. It is very important to know the moment you should move on to the next lead, as not everyone qualifies for your contact database. Emotional intelligence will help you as much a great website with a full CRM.
At SIGNA Careers you can have a great website and a SmartCRM with lead nurturing strategies proven to work by our own Real Estate Broker. More than that, we provide training for you to best deal with every type of lead. Click here and schedule a call with our team.