Certain things have changed with the advent of social media but real estate is still a people business where you need to personally connect and develop relationships.
It’s important to keep in mind that it’s a marathon, not a sprint. If you’re in the real estate business, you have to change your mindset and develop a long-term business strategy.
The late, great Zig Ziglar coined the phrase “Stop Selling – Start Helping”, which is great advice for real estate agents! The internet has changed the game of selling as consumers now have access to all kinds of online information, so being helpful is more important than ever.
The helping model is extremely effective and very easy to implement, but it’s important to first change your mindset from where your next sale is coming from and instead, focus on building long-term loyalty and trust. Here are a few ways to incorporate this strategy into your daily routine:
If You Build It, They Will Come
If you build relationships based on service and trust, you’ll be the trusted expert they immediately turn to when they’re ready to make a move!
Listen & Learn
Stop the sales pitch and start a conversation. People can smell the desperation of a hard sell, and it’s a real turn-off. Listen more than you talk and ask lots of questions.
No Pressure
Shift your focus from selling homes to educating people about the market and the local communities as it’ll naturally take the pressure off and allow you to feel and act more confident.
Walk a Mile
Buying or selling a home can be emotional, so try and put yourself in their shoes. Your empathy will help put them at ease and allow them to communicate more openly.
How Can I Help?
Give practical advice so you can help people come up with solutions to their problems. For example, send them a series of personalized FAQ videos to help build trust!
Local Lowdown
Become the local, trusted expert by adding content such as school zones, social amenities, local charities, park locations, etc. on your Facebook page and in your newsletter.
Informative Info
Constant blasts of “just listed” notifications can be annoying so try to mix it up with locally relevant content such as the latest real estate stats or upcoming community events.
Real estate agents have the ability to help people achieve their dreams! If you focus more on fulfilling the customer’s needs and less on selling them, you’ll be genuinely appreciated as an agent and your business will skyrocket!
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Helping is definitely a huge part of our business philosophy. We’re here to help real estate agents like you enjoy more successful careers with the help of our newsletters and social media posts, so if you ever need anything, please don’t hesitate to reach out – it’d be great to hear from you!
