The Secret to Longevity in Real Estate
Real estate’s a tough business. A lasting career requires not only hard work but an ability to weather the ups and downs of this industry.
I’ve been a broker for nearly 20 years, and I’m confident that the secret to my longevity in this business, which is notorious for high turn over—meaning when the market is hot everyone including his plumber and hairdresser is an agent—is a result of practices that I maintain everyday.
When you read stories about successful people in any industry, you’ll discover that they all share a passion for their work while having fun in the process. What does having fun mean? This is different for every profession.
In real estate, one of the most enjoyable aspects is working with interesting people. Your clients could be CEOs, actors, lawyers, or doctors. You’ll constantly meet people with fascinating lives. Having fun in real estate involves making the most out of the relationships you create.
For instance, giving away chocolates to my friends and providing treats for children were simple and fun ways to leave a lasting impression on my clients. Here are three following other suggestions:
1. Get to know your client
2. Always smile
3. Create a work environment that’s positive and will make smiles happen naturally
First, get to know your client. News is an easy way to start conversation. I read the Los Angeles Times every morning. I keep up with current events and always have something to discuss when I’m driving my clients to a listing.
Look through each section of the paper: world news, business, food, health, or entertainment. Then start a conversation with something like, “Hey, did you see the latest Julia Roberts film? It got great reviews in the Times.” Or, “I recently read an article about a sushi restaurant on the Westside. Mori Sushi got three stars in The Times. Have you tried it?” From these conversations, you may learn that your client enjoys films or fell in love with Japanese food during a recent trip to Tokyo.
Secondly, remind yourself to continually smile. It has a powerful effect on you and those around you. The opposite is true as well. Do you know people who consistently have a frown on their face? They appear as if their lives are full of tragedy or that they are unhappy with life. It’s difficult to be around these people because they manage to sap the energy out of you.
On the other hand, there are individuals who seem to always have smiles on their faces, greet you, and treat you warmly. These individuals project confidence and optimism. If you’re lucky enough to be around successful, positive people like these, they are great sources for picking up tips. Watch what they do and emulate them. Remember, you’re fortunate to be in a profession where the sky is the limit to your success.
Finally, create an environment that encourages you to feel happy, where you can’t help but smile. For instance, I have nicknames that I give the homes around my neighborhood. This light-hearted practice always makes me smile.
There is one house that I call Caesar’s Palace. The property is located on a huge lot, and the front yard extends far beyond the main house. The residents have taken advantage of their expansive front yard by placing plaster statues on the lawn. Twelve life-size sculptures of biblical figures such as David and icons like Caesar greet visitors just like they do at the famous casino in Las Vegas.
Homes nearby are tough to sell because buyers balk at the idea of living next to something that could belong on the Vegas Strip. Another home that was a hard sell had a miniature Statue of Liberty on the front lawn. When I asked the owner why he had Lady Liberty greeting guests, he said that it reminded his wife of her New York roots. I told the story to the buyer, and this actually led him to leave the symbol of freedom on the lawn. So much for “Give me your tired, your poor, your huddled masses…”
There is another home that I call Taco Bell. Its architecture is a combination of Mediterranean and Meximelt. Nicknaming houses has two benefits. First, it’s an amusing way to point out a home’s distinct features. Secondly, it makes it easier for your clients to recall the home later. “I really like the house that was close to the Taco Bell one,” is something that I’ll hear my client tell me.
With strong sales skills, hard work, and intense focus your success is inevitable. Add “Making your job the most fun you’ve ever had” and you’ll enjoy many years in your career. ♦Digg it ♦del.icio.us ♦Add to Technorati Faves
I’ve been a broker for nearly 20 years, and I’m confident that the secret to my longevity in this business, which is notorious for high turn over—meaning when the market is hot everyone including his plumber and hairdresser is an agent—is a result of practices that I maintain everyday.
When you read stories about successful people in any industry, you’ll discover that they all share a passion for their work while having fun in the process. What does having fun mean? This is different for every profession.
In real estate, one of the most enjoyable aspects is working with interesting people. Your clients could be CEOs, actors, lawyers, or doctors. You’ll constantly meet people with fascinating lives. Having fun in real estate involves making the most out of the relationships you create.
For instance, giving away chocolates to my friends and providing treats for children were simple and fun ways to leave a lasting impression on my clients. Here are three following other suggestions:
1. Get to know your client
2. Always smile
3. Create a work environment that’s positive and will make smiles happen naturally
First, get to know your client. News is an easy way to start conversation. I read the Los Angeles Times every morning. I keep up with current events and always have something to discuss when I’m driving my clients to a listing.
Look through each section of the paper: world news, business, food, health, or entertainment. Then start a conversation with something like, “Hey, did you see the latest Julia Roberts film? It got great reviews in the Times.” Or, “I recently read an article about a sushi restaurant on the Westside. Mori Sushi got three stars in The Times. Have you tried it?” From these conversations, you may learn that your client enjoys films or fell in love with Japanese food during a recent trip to Tokyo.
Secondly, remind yourself to continually smile. It has a powerful effect on you and those around you. The opposite is true as well. Do you know people who consistently have a frown on their face? They appear as if their lives are full of tragedy or that they are unhappy with life. It’s difficult to be around these people because they manage to sap the energy out of you.
On the other hand, there are individuals who seem to always have smiles on their faces, greet you, and treat you warmly. These individuals project confidence and optimism. If you’re lucky enough to be around successful, positive people like these, they are great sources for picking up tips. Watch what they do and emulate them. Remember, you’re fortunate to be in a profession where the sky is the limit to your success.
Finally, create an environment that encourages you to feel happy, where you can’t help but smile. For instance, I have nicknames that I give the homes around my neighborhood. This light-hearted practice always makes me smile.
There is one house that I call Caesar’s Palace. The property is located on a huge lot, and the front yard extends far beyond the main house. The residents have taken advantage of their expansive front yard by placing plaster statues on the lawn. Twelve life-size sculptures of biblical figures such as David and icons like Caesar greet visitors just like they do at the famous casino in Las Vegas.
Homes nearby are tough to sell because buyers balk at the idea of living next to something that could belong on the Vegas Strip. Another home that was a hard sell had a miniature Statue of Liberty on the front lawn. When I asked the owner why he had Lady Liberty greeting guests, he said that it reminded his wife of her New York roots. I told the story to the buyer, and this actually led him to leave the symbol of freedom on the lawn. So much for “Give me your tired, your poor, your huddled masses…”
There is another home that I call Taco Bell. Its architecture is a combination of Mediterranean and Meximelt. Nicknaming houses has two benefits. First, it’s an amusing way to point out a home’s distinct features. Secondly, it makes it easier for your clients to recall the home later. “I really like the house that was close to the Taco Bell one,” is something that I’ll hear my client tell me.
With strong sales skills, hard work, and intense focus your success is inevitable. Add “Making your job the most fun you’ve ever had” and you’ll enjoy many years in your career. ♦Digg it ♦del.icio.us ♦Add to Technorati Faves
posted by Myra Nourmand at
4:30 PM
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