Making that first sale and receiving your first commission check can be regarded as a momentous life event.
But before reaching this stage, you will be faced with challenges and rejections that will make you doubt if real estate selling is really for you.
As with any profession, ingredients for success include hard work, perseverance and a positive attitude. Here are some pointers that aim to help the real estate newbies out there.
Start selling for a reputable real estate developer
Being accredited with a developer that has an established marketing network is the easiest way to familiarize yourself with the business.
For starters, it would likely have free training programs, a support staff that will help you with the paperwork, and most importantly, it already has a roster of inventories in various locations.
Find a trustworthy mentor
After doing your research on which developer you would like to be affiliated with, it would be of great advantage if you will be under a team leader who will serve as your mentor.
Sometimes, the choice of a mentor comes first before the choice of the developer.
Most likely, this person has been influential to you or was referred by a person whom you trust. If you do not have a professional license, you will definitely need to be affiliated with a licensed broker in order to become a licensed salesperson.
Make a vision board to guide you in your goal setting
The challenges presented by a career in selling is the lack of a regular income.
For beginners, a couple of disappointments might derail you and make you forget the business altogether.
On the upside, sales can potentially give you an income that is more than what a 9-to-5 job can give. The decision to go into real estate selling should be tied with your goals in life. Make a visual of the things you dream for yourself and your family so that it will serve as your inspiration. What drives you will make you succeed.
Know your responsibilities
You should always find ways to create value for your clients. The primary job of an agent is providing service. The product is the responsibility of the real estate developer.
In this regard, the real estate agent should be able to guide his or her clients through the transaction process.
First step will be the presentation of the property through a meeting or an actual tripping.
Buyers nowadays would like to be informed in their investment decisions. It would help if there is a comparison of projects to assess the competitiveness of market prices.
Be ready also to work during weekends or nights to accommodate a client’s needs.
Work within your sphere of influence in a methodical manner
If selling is your business, your contacts are your capital and your most valuable resource. Experts in networking advise to have a list of around 300 to 500 names, in a spreadsheet containing their full name, addresses, contact details and employment background.
In the beginning, it will be the people you already know.
In the Filipino parlance, these are your KKK: kapamilya, kamag-anak, kaibigan.
In the digital age, this network would include your friends in your different social media accounts. If you are part of a real estate marketing organization, this list will eventually grow to include people you will meet during events like trade fairs and mall exhibits.
Develop a professional image
Creating a good impression with your clients is a must. It will start with your appearance, and of course, good grooming.
During meetings, project a positive body language, be engaging and courteous. Be attentive, maintain eye contact and always wear a smile.
Part of your image building is having a business card and quality sales materials.
After a face-to-face meeting with a client, succeeding communications through phone calls and via e-mails should also be well executed and well written. Be wary of grammatical errors and misspellings.
Utilize current tools and technology
Project trippings and transportation are now made easier with traffic apps like Waze and ride sharing apps like Uber and Grab. If tripping is not immediately possible, the property can be viewed via Google Earth.
Establishing an active internet presence is definitely an advantage. Social media apps offer promotions that are not as expensive as advertising.
Hone entrepreneurial spirit
Treat real estate selling as your own business. You are the boss, but in order for the business to succeed, you must have a business plan. This means that you should have a target, a budget and a strategy of how to achieve your goals.
Be productive and avoid procrastinating.
With a positive attitude, another source of strength will be one’s spirituality. Asking for divine guidance in all your endeavors will definitely give you a moral boost.
Christina S. Avendaño is a licensed real estate broker. She is currently the VP for marketing services at Royale Homes Marketing Corp., a marketing network for Sta. Lucia Land.