You have taken all the right courses, studied hard and passed a tough real estate sales person licensee examination on your very first try, but now is no time to rest on your laurels. Instead, you need to hit the ground running and build a strong foundation for a successful future in real estate sales. If you are entering the real estate profession, or hope to in the future, the following information can help you develop a winning strategy.
Your Sphere of Influence
Successful, established agents have learned that the real estate business is much more about people than houses. Therefore, it makes sense to work toward establishing and then nurturing relationships with the local families, friends and businesses you already know and use on a personal level. This is your sphere of influence, one of the most powerful tools you have in building a successful career in real estate. If you think you do not have a sphere of influence, or yours is too small to be effective, this helpful article will fully explain why they are so important and how to maximize yours.
Now that you know how your sphere of influence works, you may discover that many of the people you know already know several other real estate agents, as well. While this may seem like a difficult challenge to overcome, it becomes much easier when you communicate regularly and proactively with the people in your sphere. This type of contact shows them you are capable, dependable and ready to help them with their real estate needs.
Improving Communications With Technology
Computers and other new technology have made it possible for you, the agent, to have constantly updated information at your fingertips, whether you are at your office, on vacation or driving across town. Agents once spent a lot of time in the office, because that is where the client and listing information was kept.
Before the age of cell phones, agents had to return to the office to return client calls, often causing delays that damaged the relationship. Now, however, an agent is free to spend the bulk of their time discussing real estate and building relationships directly with the people in their sphere or market area. In short, they can be out making the phone ring, instead of merely waiting for it to ring.
Taking advantage of this mobility requires the agent to build an extensive database of their current, past and prospective clients, as well as the members of the sphere of influence. A comprehensive database will give the agent instant access via a laptop, tablet or mobile phone, so that communication becomes effortless, instant and very relevant.
Using Tangible Communications Wisely
While the computerized database is essential for the fast exchange of documents and information between the agent and clients, this type of technology fails the tangibility test. Paper marketing materials are tangible items that are memorable because they are held in the hand. While agents need never to return to the old snail mail routine for everyday business, your clients will appreciate and remember your paper communications long after the email is deleted.
Basic paper marketing materials that agents should stock and use on a routine basis include:
- High-quality business cards
- Brochures for both introducing the agent and each of their listings
- Just sold and just listed postcards
- Tasteful cards that remember the client's past home purchases or sales
- Birthday, anniversary, get well and condolence cards
Lastly, do not make the mistake of attempting to print these materials from a desktop publishing program or office printers. These materials must be carefully created, and contain no printing errors, clumsy fold lines, or faded ink splotches. A commercial printing company, like JKG Print, can provide the quality and quantity you need to nurture your real estate business and become top of mind in your sphere of influence, and beyond!