When you work as a real estate agent, you are in a performance based industry. Everything depends on you and what you are doing. It is very easy to blame others when you work in property and things are not going well; a lot of salespeople do that anyway.
So what are your targets? If you are like most real estate salespeople your targets will be:
- More saleable listings
- Better market share
- Better enquiry from buyers and tenants
The reality is that your results in the industry are self-inflicted or self-created. When you really understand that fully and do something about it for the better, then life takes a different road. Your success in listings and commissions becomes more real.
Yes I know things are a bit tough out there at the moment in many locations, but guess what? There are still property owners wanting to sell, and buyers wanting to buy, tenants wanting to move and landlords wanting to rent. You just have to find them. Good agents perform well in any economy because they adjust their actions to suit the pressures of the market.
In any career there is a degree of stress. It’s just that an uncontrolled sales career creates lots of stress. To fix stress you need to take action. When you take action you feel like something is happening and stress falls away.
What are you not doing?
In most cases real estate salespeople know exactly what they are not doing. They know why things are not going too well. They just hate the idea of taking the hard action that is required.
In most cases the results that you seek and your commissions will improve when you do this:
- Research your market for opportunity
- Prospect for new business every day for a minimum of 2 hours with new contacts
- Meet lots of new property owners and tenants every week
The critical thing here is that a full 50% of the people you talk to each day should be new and fresh. In only that way can you expand your market! Stop talking so much to the same old people; they already know who you are and just need the occasional reminder. Talk to them less and find some new players who want to sell, buy, or rent. Let people know that you are the expert and that you are not afraid of talking to them in a productive and ongoing way.
When you are not stressed you are confident and under control. A real estate salesperson should be in that frame of mind as often as possible so you can prospect and negotiate well.
So if things are not good for you right now in the commissions or listings that you have, then work out what you are not doing and start to pressure yourself to do the hard stuff. In a very short period of time you will know that it was not really that hard anyway.