Imagine if you could close one deal after the other because of one trick. Like an irresistible pitch that works every single time or an uttered mantra that brings luck on your side. Wouldn’t that be handy?
A quick Google search on this topic and you’ll be inundated with countless do-this-not-that articles. Trust us. We know because we did exactly that. From ringing 50 contacts a day to top traits to have, there’s a glut of information out there.
Here’s a hard and fast truth: There is no single trick out there. There are, however, habits. Realistic actions you can start today and build on as you go.
As a family of real estate agents, we’re in constant search of ways to improve ourselves, especially when it comes to sales. If there is one habit that could dramatically change the game, we would like to know.
We pushed through countless hours of research to find that one habit that would reap the most results. And here’s one you ought to start right now.
Stay ahead of the curve
If you want to become a real estate agent in Dubai or if you never want to be behind the eight ball in this competitive field, you need to learn how to leverage your sphere of influence (SoI).
Your SoI is a group of people you have influence over or to some degree simply because they know you. It’s a common buzz phrase yet an understated force in real estate. As a realtor, building on this sphere should be an ongoing goal for you.
How exactly do you use SoI to your advantage as an agent? Here’s how.
Start from the inside
How many people do you personally know? People in your inner circle that you have or had real connections with. A hundred? Maybe 10?
Whatever that number may be, start with that. If you need help, think of family and friends. What about colleagues? Ex-colleagues? Classmates? Schoolmates? The list goes and on.
Set some time to create an inventory of these people. The more you know, the larger your starting sphere becomes.
Branch out further
Now that you have a list of people you know, work your way out. They say each person knows around 300 people on a first-name basis. With that in mind, the possibilities are endless.
Guess what? It turns out we’re two introductions away from 90,000 people. And get this? Three introductions away from 27,000,000!
That’s a whole lot of people. Yes, odds are they are indirect contacts. Perhaps, friends of friends. Worst case scenario? They’re total strangers.
But to your advantage, you know someone in common. And a good word from that mutual connection can make all the difference.
Reconnect with the past
One of the best ways to get new customers who are likely to convert? That’s right! Referrals.
Unless this is your first sales gig, chances are you probably won customers in the past. Whether they are from your current job or ones from before, check-in with them.
It’s going to be a win-win for you. Why? For one, the client could be in the market again. If that’s not the case, see if you can ask them to mine their networks.
Make sure you include those who were extremely happy with your service. Once you demonstrated your value to someone, that peron is likely to recommend you to their contacts or at the very least, keep you top of mind.
Building a list from your SoI is the easy part. The next step is to meaningfully engage. Remember that you’re trying to build or strengthen relationships here. Telling them what you are really up to bluntly just won’t cut it. So, take your time and don’t go pitching just yet.
Rekindle relationships and earn their trust by taking each opportunity to catch up over time. Know how they’re doing, what they’re currently up to, and what’s coming up. At the same time, determine if they could benefit from your service or if they know someone who would. Scribble these down if you have to.
Also, tread lightly when it comes to asking clients for referrals. You don’t want to look pushy or desperate. If you provided unparalleled service and established yourself in someone else’s books, your proven value alone will make them want to tell their network about you.
Tap into social media
Connect with your contacts on social media. Nowadays, it is one of the most important, if not the most important, tool you can use as an agent.
Use this opportunity to open up two-way conversations. Build value by becoming a leader and authority in what you do with timely, useful and relevant content. Answer questions, share tips, and create content that allows your audience to get to know you better.
Social media is one of the most effective ways to grow your SoI. It also provides a way for you to further connect with your contacts and find new ones in the process, be it for lead generation, sales or personal branding.
The game of real estate is not easy to master. And sadly, there is no singular trick or shortcut that can make you a hotshot overnight. If there was, we’d know about it by now.
This one habit, on the other hand, can set you up for a massively productive book of business.
The key takeaway here is to leverage your connections and build genuine relationships in the process. One that allows people to see the value you bring to the table.
Once you establish yourself as the one person everyone can count on or the person everyone is eager to recommend, watch the referrals and sales come your way.
Are you a real estate agent who is determined to succeed? Join our team here.