# 1 - Good Contact Management System
As a seller, you should be able to keep in touch with potential customers and clients easily and efficiently. You should be able to click on names, addresses, phone numbers and email addresses in an instant.
You can track and hold your people and perspectives in an old-fashioned manner (on 3x5 cards), but you will quickly outgrow them. My advice is to always get a CRM software package. There are many available that are specifically designed for merchants such as ACT, Goldmine, Shareware and Salespeople.com. They are all made for everyone who sells.
Another option is to buy something that is typical for the real estate industry. Programs that are specific to real estate agents have many advantages over general sales programs. Usually they are programmed using letter patterns and correspondence that the Agent can use. They also tentatively prepared follow-up follow-up plans and follow-up client plans. Most of them plan to use when selling real estate. They also have plans that you can launch as soon as you provide the buyer with your listing.
I recommend software for a specific property, such as Top Producer or Online Agent. With Top Producer, you can also pay a small monthly fee for a user for a version for Internet access. This saves all initial software costs and you get updates for free. You can also access your database from anywhere in the world if you have a high-speed Internet connection.
A good contact management system is mandatory for any serious agent.
# 2 - Real Estate Calculator
The agent should be able to help his client find out the approximate mortgage payment, the net, made after the sale, and the amount of the advance payment required based on the ratio of loans and cost.
Most importantly, an agent should be able to determine the amount of his commission. When choosing a calculator, select the one that has the necessary functions. Also, make sure you can learn how to use it easily. Some have so many different functions and keys that are not needed to learn how to use it forever.
# 3 - Professional Clothing
Each area of real estate or region has a level of professional clothing. Your first impression of perspective can carry a lot of weight. If you are dressed well, they assume that you have succeeded, even if you have not done so. The public will evaluate you fairly or unfairly, based on how you dress.
For men, in most markets other than resort or tropical markets, I still believe that a suit is the right outfit for a professional real estate agent. It was rare not to wear a suit for work. You feel better and more powerful when you are well dressed in a suit. When buying clothes, buy classics that never go out of style. Stay away from trendy colors and styles. By investing in classics, you can mix and match and expand your wardrobe. Blue shirts, black shirts and white shirts with red and yellow ties are part of a classic look.
For men, your shirts are professionally washed. There is nothing like a crisp, clean and professional like a starched shirt. It smells like success. I would advise women to do the same with their blouses. When you meet clients or publish, make sure you portray the image of success.
# 4 - Personal Website
With more than 85% of buyers using the Internet to search for real estate, your website has become an important tool for creating lead and exposing your sellers. at home.
You do not need the funniest, most expensive website you can find. There are many companies that make reliable templates, massive websites. These types of sites are extremely economical in the initial investment that you have to make, as well as monthly hosting. Many of them create cost-effective sites, so they can receive residual income that they charge your site monthly.
You want to work with a company that creates website templates as well as custom websites. You also need a company that has the ability to place you higher in the search engine rankings. Here you will generate traffic and traffic. I would advise you to check out ChampionRealtorWebsites.com. They create templates and custom sites. They also have a program that generates high search engine placement.
# 5 - Professional business cards with a picture, business cards and letterhead
These are all necessary tools for a successful agent. You need business cards with an image on them to help create a quick connection and recognition. Be careful with the image, make sure it. I saw too many business cards sent to me by agents who made me look at the card and the person three times to find some similarities. Too often, our old photos may look like we just left high school prom.
In addition, it is advisable to have note cards, letterheads and envelopes that identify you. We must ensure that the professional image is carried out at every contact and correspondence with our clients and prospects.
# 6 - Clean, professional, reliable car
If you are a new agent, you will work with more buyers than with sellers at the beginning of your career. With a professional and reliable car, you can increase your likelihood of success.
Ideally, you never want to meet with the prospect of meeting at the house where they called or emailed. You want to meet them in your office. When meeting in your office, you can offer you to drive in one car. With a huge increase in gas prices, you can make it profitable for them. You better model the advisory relationships you need.
Before taking them into your car, it is better to interview with the buyer. It is easier to make them in your office for these kinds of meetings if you do not meet them at home. When they arrive at your office, if they want to go into the house, they are interested without an interview with the buyer, if they show you in the car, at least you can have some interviews on the way to the house where you will show them.
That is why you need a professional and reliable car. You should also have a car that is clean both inside and out. You do not need to drive a BMW, Mercedes or Lexus, but you need a car that demonstrates that you are doing quite well. When you are a listing agent, you can act on different rules. I did not have a buyer in my car, ever again in the third year of my case. The appearance of my six year old BMW 7 Series was perfect. The interior, to be truthful, was a trash can with papers, cups, purses and clothes. It did not matter, because the seller could not see inside my car.
My advice: if you cannot afford a luxury brand new or new car, buy one that is older with a low mileage. Make sure it's classic style and prestige. I sold my original real estate car for more than eight years, and it all looked good when I sold it.
# 7 - headset for your phone
You all know who I am a supporter of searches. Headset makes it easier for you to prospect. This allows you to stand while you search. Your hands are free to use to engage your body in your communication. The headset will improve your position, position, energy and enthusiasm.
It will leave both hands free, so you can enter notes directly into your contact manager while you are talking to potential customers or a customer. This is the only way to do this.
I warn you, do not go on a cheap route. You can get cheap headsets for $ 50, but they sound like cheap headsets. Invest in a couple of hundred dollars and get a good one. I prefer wireless headsets because I’m completely free to walk around the office talking to someone.
No. 8 - business plan based on numbers
Too few sellers have a business plan that follows these sales ratios and the amount of this business. They do not know or do not count the number of contacts needed to create a guide, the number of potential clients needed to create a meeting, the number of meetings needed to create a loyal client, or the number of perfect clients needed to create a commission. Once you find out and spend your average commission, you can calculate how to make any amount of money you want to earn.
# 9 - Sales Scripts
A clear understanding of what to say in each situation really separates high-ranking officials from the low level of income from the sale of real estate. Success leaves keys for those who seek. The ancient script says: “Search, and you will find.”
My best advice is to find some scripts that are proven and work. Invest hours weekly practicing them to perfection. A word of caution, practice does not make perfect, as the old saying goes. Practice makes permanent. Only perfect practice makes perfect. To ensure perfect delivery, make sure that you have the right attitude, expectations or success, pauses and enough repetitions to master each script.
Make sure your role-playing partner is as committed to your success as you are. My best role-playing partner is my wife, Joan. I know there were times when from the inside she thought “not again”, but she never showed it.
# 10 - Support System
This is not a tool in the classical sense of the work, but we can use it as our most effective tool. In fact, it probably should have been first.
I would never have had the success that I had in my career in real estate sales if it were not for my wife, Joan. There were countless days when I went home, dejected, upset, and beaten. There were even a few days that I wanted to quit. She will listen, care and love me. Then she encouraged me that, although it was a bad day, tomorrow would be better. She told me directly that she believed in me and knew that I would succeed. Her support role caused my success. I think you will find that with many successful people in life there is a spouse, child, friend, parent or significant partner who has made a great contribution to their success.
