Top 5 sticking points for estate agents
Imposter syndrome - in a sector which is still largely unregulated, this one is absolutely rife. In fact in my recent group programme every single agent admitted to suffering from this horrid affliction.
Agent life - You’ve got the job, you’ve had a (tiny bit of) training, and you’re ready to go….or are you? Are you actually a real estate agent or just pretending to be one? When, or rather how do you become a real one?? A lack of confidence from a real estate agent can be killer, for they smell weakness!! Just like Beyoncé has Sasha Fierce, have your own Agent Fierce who you employ at key moments when dealing with those pesky clients. It will take away a lot of the fear of rejection too….Agent F, as she’s known, cares not for what mere mortals think. They are but a numbers’ game.
Work life balance
This one can be brutal. Every call, whatsapp or visit can massively alter the balance of the books at the end of the year. How can you possibly NOT speak, respond or pop out? Here’s the thing - if you want a long career, you need to create healthy boundaries right now. Because many an agent burns out and lives with their war wounds for years to come. So yes, I know it all seems urgent but is it REALLY? Remember a real buyer will accommodate the agent - someone who expects a response at 11pm is just an attention seeker. And it shouldn’t need saying but for us agents it does…your kids only grow up once, so just as you schedule in time to work, for the love of God, schedule in time not to.
Prospecting
Just as you can’t sell goods from an empty shop, you can’t sell houses with none on your books. And therein lies the rub. How to get listings full stop (newbie agent), turns into how to get listings that are desirable (more experienced) and here’s the real kicker, at the right price (foreverrr). Fail on any of these three counts and you may find yourself struggling to pay your bills at the end of the month.
How do we do this? Well first, you need to get so far out of your comfort zone you’ll forget where you left it - I’ll teach you my tried and tested methods to give yourself the push that nobody else can.
When you go to list a property, you’ll know how to make the vendor want to work with you, without them even knowing really why.
All this will give you the self belief that you’ve been lacking, knowing that you’re the best person for the job - no more desperately trying to sell yourself. Just easy listings, hand picked by you.
Pitch Perfect
It’s one thing selling a shiny house, but quite another selling yourself. Talk to 10 agents and I'll find you 10 variations of insecurity. From the” Why work with me?” to the “What do I/my company offer that others don’t?”. From fears about a lack of experience to a lack of marketing knowledge, from sheer fear of rejection on the phone to visions of doors slammed in your face, it all comes into play here.
How do we overcome this? Well ladies and gents, it’s all about The Pitch. I will teach you how to create a pitch that is so internalised and so adaptable that you can pull it out at someone’s front door, at the school gate or in a restaurant on a Saturday night. Why does this work? Because the more you say it, the more you believe it.
Managing property cycles - do not despair when the market is in a downturn. Many people fear they won’t survive when the sun stops shining quite so brightly because there are less buyers out there. We have a solution - first we get you listing and selling well so that you have a healthy nest egg. Secondly we adapt our approach according to what is coming so we are in perfect harmony and when only strongest survive, well, that’s gonna be us
Dealing with buyers who won’t close. Are you an estate agent, a tour guide or a therapist ? Well lucky you, you’re all three!! You heard the one about the softly closing stable door and the horse that was already far far away? Well that’s what happens when you try to close a client you’ve been touring around like a lackey for days on end - the power balance is out of whack.
I teach you how to be in control of this client from the very first meeting so you are calling the shots and getting the client into a position that closing him becomes less but if and more about which.
Sellers overvaluing their property
You’re so excited about going to list that very sellable property…..except…..it’s suddenly not so sellable because it turns out that the seller has massively inflated ideas about the value of said home.
So do you take it, do you walk away? Can you phone a friend?
I’m here to help! To get property at the right price requires a special technique - I will teach you to turn overpricing on its head and get the owner thinking about it rather differently….
Negotiating sales prices
You show a home, you get an offer, then you start negotiating it right? WRONG!
The top agents in your area know that the negotiation starts the second you meet the buyer and the seller. So that by the time you get an offer you know exactly where that negotiation is going to land and you are the one to make sure it gets there. No more back and forth trying to pressure either side to agree with the other. Just sit back, do your thing and watch it happen. I’ll show you how.
