Most REALTORS\u00ae believe that real estate is a transactional business.<\/p>\n\n\n\n
These agents are members of the struggling majority.<\/p>\n\n\n\n
Real estate is NOT a transactional business.\u00a0<\/p>\n\n\n\n
Real estate is a relationship-based business. <\/strong><\/p>\n\n\n\n If you want more clients, you need to maintain your existing relationships and find ways to interact with more people more often.<\/p>\n\n\n\n Most importantly, you need the right skills to develop trust and rapport with others.<\/p>\n\n\n\n The most successful REALTORS\u00ae project a harmonious balance between these four key attributes:<\/p>\n\n\n\n When you watch the best of the best, this balancing act seems completely natural, as if they were born this way. But these naturals are exceedingly rare. <\/p>\n\n\n\n Most Masters of Relationship Selling have studied human interaction and internalized the techniques they\u2019ve learned until they became habitual and an integral part of their personality.<\/strong> <\/p>\n\n\n\n This isn\u2019t fakey! On the contrary, it\u2019s consciously becoming a better version of yourself. <\/p>\n\n\n\n What about you?\u00a0 Ask a close friend for their honest opinion. If you are not clearly<\/em> projecting ALL FOUR of the key attributes in your human interactions, consider how you could improve. <\/p>\n\n\n\n Most agents are weak in at least one of the four. What about you?<\/p>\n\n\n\n When you are honest with yourself and you work to improve your core competencies, you\u2019ll be surprised how quickly people become drawn to you.<\/strong> <\/p>\n\n\n\n Translation: You\u2019ll have all the business you want without ever chasing it.<\/p>\n\n\n\n Professionalism<\/strong><\/p>\n\n\n\n Professionalism is not about how you dress or what kind of car you drive. I know plenty of snazzy-dressing, shiny-Beemer-driving agents who are otherwise entirely unprofessional.<\/p>\n\n\n\n Yes, your car should be shiny clean, and no, you shouldn\u2019t wear flip-flops to your listing appointment. But these things are superficial.<\/p>\n\n\n\n It\u2019s a thousand times more important to consistently maintain a high level of integrity and the burning desire to deliver outstanding results. <\/p>\n\n\n\n Having high integrity and being true to your values isn\u2019t always easy, but it\u2019s essential if you want to develop a reputation as a Trusted Expert. That\u2019s my <\/em>definition of a true professional. <\/p>\n\n\n\n But how do you achieve this?<\/p>\n\n\n\n Professionals place high importance on improving their knowledge and skills to consistently deliver exceptional results.<\/p>\n\n\n\n Think about it. Isn\u2019t this the reason WHY<\/em> we seek advice from a professional? For their expertise? <\/p>\n\n\n\n If you adopt this mindset, you\u2019ll be paying cash for that new Beemer before you know it, rather than stretching your finances to pay a lease you can\u2019t afford merely to pretend<\/em> you\u2019re a professional.<\/p>\n\n\n\n Confidence<\/strong><\/p>\n\n\n\n The more knowledge you gain and skills you develop, the more confidence you will naturally exude. However, even if you feel<\/em> very confident, you must determine if that confidence is coming through in your voice. Ask a close friend for feedback.<\/p>\n\n\n\n Be careful not to overdo it! People are attracted to quiet but firm confidence\u2014not boastfulness. <\/p>\n\n\n\n Here are a few tips to increase your confidence level:<\/p>\n\n\n\n I\u2019m a proponent of the Deep Practice method:<\/p>\n\n\n\n Friendliness<\/strong><\/p>\n\n\n\n Whenever you are in situations where you\u2019re talking to people, whether on the phone or face-to-face, you want to come across as a friendly person, especially with Amiable and Expressive communication styles (half the population).<\/p>\n\n\n\n\n
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