A new year brings a fresh start and new opportunities. And while many of you have already set lofty goals to succeed in real estate in 2022, it’s the small daily habits we commit to—the things we do day in and day out—that can ultimately determine whether we’ll be successful in business and in life.
Here are some tried-and-tested tips to help you achieve your goals in 2022 and provide superior service to your clients before, during and after a transaction.
12 habits to help you succeed in real estate
#1 – Keep really good records
Digitally-accessible records help you provide first-class service.
Every time you meet someone, put them in your CRM
Enter important dates—property anniversaries, birthdays, etc—so you can reach out on the day of
Whenever you speak with a client, record details by entering notes
#2 – Never skip on critical follow-ups
Spend a minimum of 15 minutes a day on follow-up & use your CRM to prioritize and automate:
Do your daily 5 in the Follow-up Coach
Sign a couple of contacts up to receive a Market Snapshot® report
Set reminders for buckets of contacts & reach out
#3 – Get a Lead Management System
Use your CRM to help you:
Consolidate your leads
Make meaningful connections with social media insights
Consistently follow up
Record details & move them through your pipeline
#4 – Relentless follow-up with new leads
Consistent communication using various methods is critical the first few days with a lead:
#5 – Don’t let your past clients forget you
Let your CRM help automate these touchpoints:
#6 – Remind your sphere what you do for a living
Once a quarter, check in and say hi:
#7 – Segment your database to market effectively
Tag your contacts to keep track of:
Who they are: Buyer, seller, sphere, etc
Their interests: Market your listing on the golf course to the right people & stay in touch with relevant content
Geography: Keep track of the areas they like to make your marketing more relevant
#8 – Use technology to warm up your cold calls
Learn about them before you call: Use social media insights to make meaningful connections. If you think about it, is a cold call really cold if before you call you know they:
Are a pilot
Play golf
Have kids that go to the same school as yours
Viewed your market report 3 times
Connect email marketing to your phone call prospecting: Follow up an email with a call a day or two later
Warm them up with an email: Use the intel to see if they’ve opened it prior to calling
#9 – Categorize your buyers so you know who to focus on
Buyer categorization:
A: Ready to put in an offer within 3 months & have pre-approval
B: Same as ’A’ but not pre-approved
C: Looking to put in an offer in 3-6 months
D: Looking to put in an offer in 6 months or later
#10 – Prioritize sellers to boost your sales
Seller categorization:
A: Referred you 2 or more times in a year
B: Referred you to at least 1 person
C: Would refer if the opportunity came up, but hasn’t yet
D: An indifferent past client
#11 – Send content that shows off your expertise
A quality market report works for all stages of the client lifecycle:
#12 – Remember the 3 ingredients to succeed in real estate for the long-term
Every quarter review & ensure you’re not forgetting the 3-step recipe for success:
Build your database: Make your sales calls, provide value when networking & capture leads online
Impress your current clients: Record everything in your CRM & invest time in post-sale follow-up
Nurture past clients & sphere: Send relevant content, be consistent & schedule your business
Implement some of these habits into your daily routine and you’ll reap the benefits in the future!