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Becoming a successful real estate agent is a challenge that requires time, patience, concentration and skills, which have changed in recent years. If until recently an excellent knowledge of the market and the laws that regulate sales was sufficient, today it is It is also necessary to build a digital image, with a well-maintained and continuous web presence.
If you want to improve your professional proposition but don't know where to start, Casavo is here to give you a hand. In this article, we have collected 15 tips for real estate agents who want to transform their career and achieve brilliant results.
From building a good reputation to managing social profiles, to building client loyalty: discover how to become a successful real estate agent.
1. Take care of your professional reputation
Your professional history is the most convincing business card. We know well that the profession of real estate agent is Between appointments, phone calls, and contracts to prepare, it's very demanding. In the chaos of things to do, we recommend finding time to cultivate your reputation.
What does this mean? You'll have to keep up to date with industry news by following the news and taking professional training courses.
Projecting a contemporary image to clients conveys security and reliability. A quick and easy way to communicate your skills is frequently updating your social media pages to talk about your business.
More importantly, however, is to let your work speak for itself. Always check how the ads you post online look. Make sure they are interesting and capture the attention of those who casually browse a listing, and above all, that they contain authentic information. Also make sure you choose a good partner for the real estate valuation: with Casavo, you can get it quickly and free of charge.
2. Don't underestimate the importance of photos and videos
The web is increasingly a world of images. According to Social Media Today, in 94% of cases, articles with visual content such as photos or videos receive a greater number of views than simple pages of text. This is true in every sector, but it takes on particular relevance in real estate, where home photos play a leading role. This is not surprising, after all, the human eye processes images 60,000 times faster than written words.
To understand how to be a good real estate agent and make your listings stand out, therefore, dedicate a lot of attention to photography services. A photograph that catches the user's eye, or even makes them want to share it with other people, works like a magnet and will remain in your portfolio forever.
Work on home staging, take care of the lighting, add design details that attract attention. Make the public feel like they're inside the home, perhaps even offering the possibility of virtual tours that can be conveniently done via smartphone or computer.
3. Gain the trust of potential customers
Trust is the most effective tool of persuasion. To appear familiar and trustworthy to your audience before even meeting them, work on your web presence. Maintaining your social media profiles and perhaps starting a blog allows you to create content aimed even at people who don't know you.
Draw on your experience to prepare a calendar of useful, interesting, and above all, authentic publications. Choose clear and simple language, without technical jargon, to be understandable even to those who don't master the terminology of the sector. Use all the channels at your disposal, from Facebook to your newsletter, without ever being too pushy about sales, but sharing information that can help those looking for a new home.
Try to stay consistent and monitor your results with tools like Google Analytics to adjust your approach if necessary. Also remember to ask your customers to leave a comment or a review: you can then include them in your content. Your goal is to become a guide to the world of real estate for those who don't know you yet.
4. Tell us how to be a good real estate agent
Many people still don't have a clear idea of the true role of real estate agents in a negotiation. Agency commissions are perceived as little more than a tax, a fee to pay to sign the contract for a house viewed online and that could be purchased directly from the owners. We know well that behind an ad there is much more work than what meets the eye.
If you think about how to become a good real estate agent, you will also have to find a way to overcome the resistance of your potential clients with a sincere narrative of your business.
Take advantage of your online presence on social media, blogs, and newsletters not only to gain the trust of users, but also to share the behind-the-scenes stories of your profession. Never forget that your real job is to help other people realize their dreams. You are the one finding the perfect home for a couple who want to build a future together; it is you who finds ... Your commitment to helping a family about to expand with a birth find accommodation with an extra bedroom. The human factor is extremely important; never neglect it.
5. Talk to the person, not the client
The successful real estate agent has understood that the central point of his work is not the product to be sold - that is, the property - but the service to be offered to the client. What does this mean in concrete terms? That the sales strategy must be structured on these principles:
- transparency of information: do not present the property for what it is not, do not exaggerate its merits and do not hide its defects;
- courtesy, always: treat other people as you would like them to treat you;
- reliability and punctuality: do not arrive late for appointments, always answer phone calls and emails, show that you are present, respect times and deadlines;
- accessibility: share all the documents necessary for the sale before they are even asked for them.
Only in this way will it be possible to sell a property. It is possible to lay the foundations for a relationship of trust and collaboration based on respect, obviously mutual.
6. Reach the public wherever they are
We have said that trust and respect are the two foundations on which to build your reputation as a successful real estate agent. Two feelings that are earned over time and with mutual and in-depth knowledge. Often the work of a real estate professional is based on a few, quick appointments and a few emails and phone calls. Too little to build a real relationship.
To ensure that the public knows you even before meeting you, you will have to be the one to reach them. Or rather: it will be up to you to be reachable everywhere, both online and offline.
Today, in fact, your work cannot be limit yourself to guided tours and research, but as we said, it also thrives on storytelling. This is why it is important to structure a content and initiative plan to share on every channel, both digitally and in the real world. Take advantage of every possible platform:
- the web and social media are increasingly crucial. 83.7% of the Italian population is active online, and 67.9% has a social media account. Digital presence is therefore a resource that should never be overlooked;
- newsletters are perfect for keeping the attention of the audience already in target. The 2020 email marketing report by Mailup, one of the giants in the sector, reveals that of the 14 billion emails sent during 2019, 11% more were opened than in the previous period. Emails continue to work because they allow you to personalize the content based on the interests of the recipients, as well as to be sure to share only useful information;
- local initiatives still prove particularly effective for establishing and strengthening acquaintances. Open house events, aperitifs, agency parties, and other moments of aggregation lead to less formal and sales-oriented meetings, but very useful for cultivating relationships.
If you want to know how to become a good real estate agent, therefore, learn to reconcile the virtual dimension with the real one.
7. Work on your content marketing strategy
An effective communications plan needs small, continuous adjustments to achieve objectives. If you want to be a good real estate agent, the advice is: to continue asking yourself these three questions:
- who am I addressing;
- what content should I produce and how often;
- what is the best time to publish it.
Prepare an ideal audience model to speak to, use their language, define their interests and habits, and when you have the best chance of reaching them online. Never stop analyzing the results of your strategy to understand if your editorial calendar is working and, if so, what you can do to improve it.
8. Provide useful, quality information
Use your digital presence to answer some of the most common doubts widespread in real estate matters. The web continues to be the preferred place to look for solutions to any type of problem, even when we're talking about real estate.
You can get an idea of the volume of user searches on Google with free tools like Answer the Public, and prepare content that offers clear, concise, and precise answers to their questions. This is a strategy we also use at Casavo with our guides, such as the one dedicated to vendita della casa inheritata.
Creating useful content is a great way to help you find the best solution for your home. on LinkedIn, Medium, or your blog - it helps you get found more easily online and earn public trust.
9. Don't panic, we're agents
Working in real estate can be very stressful, we know that well. Appointments, unpredictable traffic, people's expectations, rudeness, the phone that never stops ringing, the emails that pile up, the documents to prepare can be sources of tension and worry.
Knowing how to become a good real estate agent also means learning to manage pressure, isolate yourself from the negative and stay focused on what really matters. How? Try these little rules:
- don't forget to take time for yourself. Working is important, but working too much is counterproductive. Learn to carve out time to disconnect from everything. Take a walk without your phone, cook, watch a movie: dedicate yourself every day to something you really enjoy and that makes you forget about work;
- don't focus too much on the risk of making mistakes: free your mind from fear and try to visualize only positive results;
- if you fail, don't think too much about your mistakes: learn from your mistakes, but don't let the past influence you negatively;
- learn to listen only to what is useful: ignore unreliable sources when looking for information, ignore non-constructive criticism and treasure important comments;
- establish a work routine to organize your activity flows; without wasting time;
- leave work at the office (even if you do it from home): don't let anxiety and worries invade your private sphere.
The best advice we can give you is a summary of what has been said so far: stay in control of your professional life and everything will go smoothly.
10. Keep up with market evolution and technological innovations
A successful real estate agent always stays informed about industry innovations to offer the best to their audience with a dynamic proposal that is ready to respond to every need.
At Casavo, we understand the importance of technological innovation. For us, the search for new solutions is a true mission to simplify the market for our customers and partners. With our Realisti.co app, for example, we offer the possibility of organizing virtual property visits. A simple and fun way to find a home without leaving home. It takes just 10 minutes to tour a 100-meter property quadri completely independently.
11. Study your clients and seek dialogue
A good real estate agent knows how to read the people in front of him to understand their needs and anticipate their requests. He can't do this because he reads minds, but because he relies on experience or instinct, depending on the circumstances. Outlining ideal audience profiles helps you imagine their needs and immediately recognize suitable properties to establish a dialogue on a personal level.
Also try to give a personality to your ads: don't settle for cold flyer descriptions, but identify a strong point to stimulate curiosity. Thus, the third-floor apartment on Via Rossi becomes "the house with the fireplace," the ground floor with a large garden "the forest in the city." It doesn't take much to attract attention, evoke sensations, and offer memorable insights.
12. Don't underestimate the importance of discussion
When we talk about how to become a good real estate agent, the best advice often comes from discussion with other people in the sector. Sharing your experiences, even over a coffee or an aperitif at the end of the day, helps you have a broader vision of the market, talk about your difficulties and gather new ideas.
Dialogue with colleagues allows you to more easily recognize your professional identity, that is, that set of characteristics that make you unique in your work. Every professional stands out in terms of method, language and history more than they realize.
When you focus on your pros and cons you gain greater awareness of what you can offer your clients. And, if something is missing, there's your team. Never underestimate the importance of the collective: surround yourself with people with the right skills to complete your professional proposal. As a team, you will be able to offer an unparalleled package of services.
13. How to behave with girls and boys
You've surely already had the experience of showing a house to a whole family, with one or more small children wandering around and asking questions just like their parents. It's a delicate situation, which can, however, be difficult to manage. It can turn into an excellent opportunity.
The opinion of the little ones may not be decisive in the final purchase of a property, but the visiting experience leaves an impression on adults that makes the difference. For example, if the tour is interrupted by the typical requests of childhood and you react nervously, relatives could get distracted and discard the listing from the list because they associate it with a negative experience.
What we suggest is not to see children as a threat, but as a resource. Win over children during the visit, involve them in the tour by answering all their questions and let them visit the property independently, to the extent possible. Here are some tips on how to get them on your side:
- talk to them directly, ask questions, chat, and be kind and informal;
- hire them” to help you: all you need is a piece of paper and a pencil to actively participate in the visit by asking them to take notes, or perhaps draw a picture of their ideal bedroom;
- keep an ace up your sleeve to play at the right time. It could be a tablet with video games, a snack to offer — if the parents agree — or a gadget to give away with your agency's brand. It might be a good idea to think about some small toys to donate, like a yo-yo or some marbles, always branded.
Children are the most likely way to get involved. It's a quick way to reach parents' hearts. Once you've won them over, you'll be able to convince even the older ones.
14. Never stop
There are times when everything seems to stand still. The real estate market slows down, appointments are scarce, and the days seem very long.
These periods of tiredness are the favorite hiding place for opportunities. How many times in hectic periods have you wished for a bit of calm to realign yourself? Here: when it finally arrives, take advantage of it. Don't let it pass without achieving anything good. Resist distractions. These are the moments when you need to dedicate yourself to becoming a good real estate agent.
When we spend so many hours at the desk, the computer is the waiting for us with infinite worlds to explore hidden on web pages. Don't indulge them: focus on what you can do to improve your work.
Reorganize your archive and workstation, take advantage of the time to dedicate to personal growth with a refresher course. Plan your next moves and always focus on optimism: thinking only about the negative aspects drains you of energy, don't do it. Instead, look at new goals. They don't have to be huge and definitive: small steps are enough to get out of a difficult situation. Think short-term, not long-term.
15. Keep asking yourself how to become a good real estate agent
The world of digital communication is constantly changing and evolving. Even when you feel like you've found an effective way to engage and interest your audience, keep looking for new frontiers to expand into.
Once you've consolidated your blog and newsletter, for example, you could focus on a lead generation strategy to acquire new useful contacts. As your customer database grows, consider implementing a CRM system – or Customer Relationship Management – to better organize communication flows.
As for your presence on social media, don't stop following the news and studying the tools of the different channels. Even more popular platforms Long-lasting platforms like Facebook hide lesser-known resources that can prove indispensable in the real estate world.
Keeping up with the needs of the real estate sector is a demanding, tiring but exciting challenge and full of satisfaction. If the path to success scares you and you don't want to face it alone, become a Casavo partner and discover all the benefits that await you.
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