Becoming a top-performing real estate agent is not easy. There is a misconception that a real estate agent only drives around and shows houses all day. With over a million agents in the country, standing out and being competitive takes much more than that. This blog will share the key factors that set top-performing real estate agents apart and provide actionable steps to help you transform from a good agent to a top-performing one.
Prefer Client Relationship Over Deals
Top real estate agents prioritise clients and build good relationships because sales depend on it. Remember to ask questions and listen well to understand what clients need most, like a quick sale or a high price for their property. Then, set goals based on these needs. You must always respect the client's time and never cancel meetings at the last minute. Don't let the profits ruin the relationship, and when it's time to close a deal, make sure to represent the client's interests as your own.
After a deal is closed, keep in touch with your clients. Call them occasionally to see if they are happy with their new home. Offer advice on how to take care of their property. This way, you can stay connected with them for the long term and increase the chances that they will refer you to their friends and colleagues.
Thrive for More Information
One cannot become a top performer in real estate until he adapts to changing market trends and regularly updates himself on knowledge about local neighbourhoods. So, keep an eye on the latest happenings in the market, such as price fluctuations, current market conditions, and developments within the industry.
A real estate agent must thoroughly research the real estate projects before meeting with a client. Equip yourself with information about the neighbourhoods that address the client's needs. It helps to determine how much a property is worth and understand specific rules in each neighbourhood. Real estate agents who gather the latest information about the industry from time to time are more successful.
Effective Communication
Real estate agents must be the best communicators to become top performers in the industry. You can achieve that status if you master the art of making cold calls, email marketing, and effective follow-up with the client. In Dubai, most clients may not speak English as their first language. The best practice is to speak naturally and use simple words during the conversation. It is one way to show respect to your clients and demonstrate professionalism.
You can make use of the following communication strategies, too:
Visual Aids
Visual aids are an effective tool for communicating complex information to clients. Graphs, charts, and diagrams help understand data and statistics like property values and market trends. Photos and videos increase the property's appeal and showcase its best features.
Be Empathetic
An agent must be able to put himself in the client's shoes to understand their concerns and expectations. Empathy shows that you care about the client's needs and helps build trust, loyalty, and open communication.
Communication Mode
Understand the mode of communication the client is comfortable with. Some clients prefer calls, while others are happy with a simple text message. It is up to you to understand their preference and communicate accordingly.
Negotiation is the Key
Becoming a top real estate performer is impossible without mastering negotiation skills. Is the customer always right? No. A real estate agent knows best and understands the market. Let's understand with an example: A well-furnished apartment is up for sale in Dubai Marina. Let's assume its price is AED 1,000,000. After researching the market, you conclude that the apartment is overpriced and should be sold at AED 850,000. But the seller thinks the price you are offering is too low. Now, this is where your negotiation skills will come into play. You are responsible for creating a win-win situation for the buyer and seller.
Observe and learn about the seller before addressing him for negotiation to better determine the end result. To do this, arrange separate meetings with both parties before the negotiation meeting. The goal is to understand each person's perspective. The ideal result of this situation should be: After asking about their point of view separately, you can successfully sell the house for AED 900,000, satisfying both parties.
Never Stop Networking
A real estate agent must become so proficient in networking that he no longer realises he is doing it. An agent must practise two types of networking.
Public Networking
Public networking means connecting with people you meet in your everyday life who aren't directly involved in buying or selling real estate. It is a kind of networking that does not involve exchanging favours or benefits and is all about helping out people when you can. For example, if a friend's brother is moving to town, offer to show him around. If a friend is moving away, offer to help sell their house. And if you hear about someone ready to buy a house after renting, that's your chance to get involved.
Professional Networking
Professional networking involves dealing with local professionals who also handle property sales, such as financial advisors, lawyers, notary publics, mortgage brokers, inspectors, movers, and bankers. You scratch their backs, and they scratch yours.
New property buyers may ask to recommend professionals like lawyers or movers, and your suggestions can be helpful to them and you. If you recommend someone good and honest, asking them to send people your way is okay, too. It might take time to build these connections, but once you do, it opens up a new way for you to get business.
Selling homes isn't something anyone can do easily. It takes skill and a ton of effort. But don't worry, you can learn and improve these skills. Take time to see how well your current methods work for you and adapt to the methods mentioned in the blog.
Join Betterhomes as a real estate agent and broaden your skills and connections.
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Making Moves? Tips for a Smooth Transition into Becoming a Real Estate Agent
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