Are you all in? Or are you just sorta dabbling in real estate, hoping for what you’ve heard is quick, easy money?
Both of these personas exist in our industry.
But only one has longevity… the real “professionals” will always outlast the “hobbyists.”
This begs the question: What real estate skills and traits does it take to become a true “professional” in real estate?
I’ve identified 12 traits of a true real estate professional.
How many of them do you live up to?
When you start with a free real estate coaching consultation, chances are we can help scale yours as well. Schedule yours today!
This one’s simple enough. Obviously to achieve big things requires goal setting and a business plan for how you’ll achieve those goals. Then it takes the discipline to actually execute your plan instead of getting distracted and pulled in a million different directions.
Remember what I’ve been saying and what we see from our coaching members’ experiences: 10% of success is knowing what to do and how to do it. The other 90% is actually doing the work.
If you’re not willing to work, if you tire easily, if you’re not fully committed… you’re not going to rise to the level of a true real estate “professional.”
If you caught my podcast with Summit keynote speaker Seth Godin, you know that being “pretty good” isn’t good enough. You need to be providing the type of service that wows your clients and gets them talking about you.
That’s what professionals do.
And they do the same thing when it comes to making things easier on themselves – by investing in technology to improve efficiencies in their business.
Is your tech really moving the needle for you, your team, and your clients?
Put yourself in the consumer’s shoes. Make an effort to understand what makes them unique. Meet not only their housing desires but also their emotional needs.
Stop talking and listen.
Most agents probably say this one is a no-brainer.
But what about when variables get introduced… how broad is your scope to successfully guide people through a transaction when there are “outside the box” factors involved?
My point here is that you should never become content that you know it all because there’s always a new twist to encounter coming around the bend.
Keep learning, keep growing, and keep improving how you do things. Always.
Professionalism is all about taking a long-term perspective. Hobbyists and hacks set themselves up for failure – or at best, short-term success – by overpromising and under-delivering.
A recent 1000-watt consumer survey found that “Open, honest communication” is the number one thing people are looking for to gain trust in their real estate agents.
Professionals provide honest, straightforward advice to prepare people for the realities of what they’re likely to face… and then they build long-term relationships with those clients in the process.
You’ve heard me talk about your HABU – the highest and best use of your time.
But have you taken it to heart? Have you delegated tasks that someone could be doing for $20/hour to allow you to conduct more “dollar-productive” business? Have you explored hiring a Virtual Assistant to take the heavy workload off your desk? Have you systematized your business to free you up to focus on what matters most?
It’s difficult to be a professional if you’re spending most of your time chasing new business.
That’s why having effective marketing attraction systems is so important.
When your marketing is automatically delivering a steady stream of new and returning clients, you can focus on providing the exceptional experience that keeps them coming back and referring you to their friends.
If your marketing plan isn’t performing well, I invite you to speak with one of our expert business consultants to help overcome the challenges you’re facing.
Have you maximized your Google Business page? If not, here's a guide to optimize your Google Business Profile.
Are you engaging with people on social to grow your accounts?
Are you posting consistently?
Do you have a social media posting schedule or do you just “wing it”?
Professionals have this stuff handled. Do you?
Today’s consumer expects an Amazon-like experience.
Push a button. Easy peasy. Results were delivered overnight.
Is it a fair expectation with something as complex as real estate?
Doesn’t matter. That’s what they want, and it’s your role to respond immediately.
And “I’m too busy for that” isn’t a valid response.
Figure it out, or one of your competitors will figure it out and put you right out of business.
If you’ve been paying attention, I’ve been saying that agents should make studying the MLS part of their morning routine every single day. There’s no better way to make sure you’re dialed in when it comes to what’s selling, what’s not, how long properties are on the market, etc.
Beyond that, I urge you to involve yourself in the community you serve and give back in a variety of ways – whether that means donating time and/or money to local causes or making videos informing people of local happenings and market conditions.
Make yourself the “knowledge broker” in your market and share your expertise with the community.
Professionals aren’t content with the status quo.
They don’t settle for “good enough.”
Instead, they maintain a steadfast commitment to moving forward, growing their business, and expanding their empire.
And it’s not just talk or swagger – they back it up with action!
So… how many of these 12 can you say you demonstrate on a consistent basis? What do you need to work on as a result?
At Tom Ferry, our team has decades of experience helping realtors grow their businesses. Discover invaluable insights, customized strategies, and expert guidance to supercharge your lead generation, marketing, and more!