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If you want to be a top agent but don't want to reinvent the wheel, follow this step-by-step guide.
Speaking at AREC 2016, McGrath agent Mat Steinwede said “there is a recipe in real estate”, and agents who want to succeed just have to “see what others are doing and follow it”.
1. Work a core area
Mr Steinwede has spent his entire career working one area, which has allowed the people there to get to know him and made him a recognisable brand. Agents who focus on one area and build their database there will save themselves a lot of time and effort in marketing.
2. Make 30 connections a day
“Just get out there,” said Mr Steinwede. He urged agents to make new connections as often as possible and make sure they are always a visible public figure in their area.
3. See three potential clients a day
Having three face-to-face appointments a day is a must for success, according to Mr Steinwede. Regardless of whether the people are looking to buy or sell, he said agents should have at least three appointments on their books daily.
4. Write thank you cards
Everyone you speak with in the day should receive a thank you card from your office, including those you’ve spoken with on the phone, said Mr Steinwede.
5. Database everything
If he has one regret in his career, Mr Steinwede said it is that he didn't create a better database from the beginning. Automation is key to keeping on top of your targets.
“Every month, just know what you’re going to send to people: what letter, what report, whatever else, and so every month you’re just ahead of the game,” he said.
6. Talk to your owners every day
“The reason for that is it’s like a partnership, you’re running alongside them and you’re there with them,” Mr Steinwede said, adding that owners want to feel like they’re in this with you, not battling against you.
7. Take personal time
Real estate is an “energy game” said Mr Steinwede, and you need personal time to build up your energy levels. He prefers to take his time in the morning to “set the tone for the day”.
“When you don’t have enough to give, people will feel that and you’ll feel disconnected and stressed and anxious and all this sort of stuff, burnt out and you won’t perform,” he said.
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