The Indispensable Agent: “A dose of strategy, a dash of inspo, & a few tall tales.”
Pillar One – Personal Development
Last week I introduced this topic of the service-based foundation of real estate success as well as the four pillars of success that all top performers follow. Let’s start off with pillar number one. Pillar number one to be successful in real estate is Personal Development.
The Four Pillars of Success in Real Estate:
I. Personal Development
II. Strategic Planning
III. Lead Generation
IV. Lead Conversion
Successful agents never stop learning and the best of the best have an unquenchable thirst for knowledge. They understand that every single day is an opportunity to learn, develop and get better. The quest for new insights and understanding pushes and motivates them to research new markets, study the practices of other top performers, seek out new insights from books and podcasts, travel to far away places for conferences and mastermind groups, and surround themselves with peers, mentors, and clients who lift them to new heights.
Successful agents learn how to read a room. They learn how to read people. They learn how to articulate their value proposition. They learn how to market real estate. They learn their market itself along with the underlying economic and social forces driving it. They improve their communication skills and industry expertise to the point where they can completely relax in conversations with prospects (which of course improves their conversion rates). They’re constantly steeped in development and education, developing their skills personally so that they can achieve and succeed at the highest levels of real estate. Personal development is the pillar that makes all the other ones possible. A continuous focus on improving yourself will make you more impactful with your planning, your lead generation, and your lead conversion.
Sales is a business about influencing people. You cannot influence through negativity and negative energy. Negative energy repels positive people away from you and draws negative people closer to you. You can only influence people to make decisions (i.e. sales) through positive energy. At the core of personal development is the capacity and skill, based on your habits and mindset, to bring enormous reserves of positive energy to your work. Day in, day out, meeting after meeting, and year after year.
I’m a firm believer that nothing changes if nothing changes. If you want things to change, you have to change personally. As my hero and mentor, Jim Rohn, always said, “If you will change, everything will change for you.” Pillar number one for success in real estate, and in my opinion, success in anything in life, is personal development.
Lead Generation – Conferences
The next time you go to a conference, please don’t leave without at least 10 business cards and an equal number of conversations with professionals about setting up a referral relationship. It blows my mind the number of agents who go to these conferences and spend zero time building referral relationships while they are there. What else do you have to do? Drink and gamble? Do yourself a huge favor and cement a few of these contacts every time you go to a conference. Of course the most critical thing after the fact is that you plug these folks into your CRM and you stay in touch with them so they remember who you are/were. If you want more business, start getting more intentional with your time and building those out of state referral relationships at conferences.
A Quote to Ponder
“Personal development is the belief that you are worth the effort, time and energy needed to develop yourself.” – Denis Waitley