Since the first offer was made on the first ‘Two bedroom cave with stainless steel appliances and views to die for” there has been a perception that you have to be a particular type of person to be a successful real estate agent.
At Agent Dynamics, we believe that any personality type can be successful in our industry provided they are working to their strengths and working in flow. It is true that some people are more suited to sales but remember, the selling is only a small part of the interaction that we have with our clients.
The agent’s roles and functions are wide and various comprising hot and cold prospecting, client nurture, marketing, follow up, negotiation and the list goes on. We invest our hard earned cash attending seminars to learn the “427 Simple Steps to Listing Success”, we listen to audio, watch a video and read books and e-books just like this one in an effort to upskill and get the edge.
Don’t get me wrong we always need to be improving our skills and good training and self-learning is invaluable but…. and there is always a “but”… at Agent Dynamics we think there is a better way.
The facts are that not all agents enjoy door knocking, in fact, most hate it.
At a recent seminar in a room of 71 highly successful agents, only two said that they actually enjoyed it. Most said that they only did it when the boss sent them out to do it and they had experienced little or no success.
However, the two agents that did the door knock said that it was a major part of their prospecting and were getting great results.
Ask some sales people about cold calling and you get a similar response “it doesn’t work for me”. Farming is the same, why do some agents know their farming area backwards? They can quote you days on market, sale prices, market share, withdrawn sales etc. like they’ve swallowed their phablet while others don’t even bother farming.
Why is it that one agent can attend a networking function and get five appraisals while others will fall asleep after 5 minutes?
The reason is because we are in flow when doing the tasks we enjoy and out of flow when doing those that we don’t enjoy.
Early in our careers, we are taught to believe that we must master all the different prospecting methods to be successful. The result is that if we are made to carry out functions that are not in our flow then we can end up so out of flow that we either leave the agency and look elsewhere or exit the industry. In short, we just don’t want to turn up anymore.
I know that the agents who are meeting their expected level of success are all working in their flow. They are leveraging the prospecting elements that they enjoy the most and are obtaining further leverage by employing others to do the tasks that they don’t enjoy. How much sense does that make?
When we talk with some of the top agents around the country we see that they stick to what they enjoy and it’s normally only one or two of the myriad of prospecting methods available to them. Each of them has a different profile to the others and all are working to their strengths to maximize their return on time and effort.
In our coming articles, you will learn about the 8 different profiles and their individual strengths and challenges. Once you know your profile you can learn how to leverage off your strengths and understand how to manage the tasks in real estate where you will be out of flow.
Agent Dynamics is not about putting you in a box. It is about giving you an understanding and insight into yourself and your team to enable you to increase productivity and develop a culture that will make you an attraction agent or agency both now and into the future.
We have successful clients across each of the 8 profiles.
Leaders in their individual markets, all smashing the myth – that you have to be a “Natural” to be successful in Real Estate.
You can grab a full copy of “Smashing the Real Estate Myth” by visiting our website agentdynamics.com.au
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