1 MODEL SUCCESS
If you look at many of the top agents in Australia, the one thing they did was find somebody who was very successful and work for them. This way they learnt from the best and grew their business on the experience of the super-agent. Not always easy to do, but if you are serious there’s no shortage of top agents who would welcome somebody who is keen, hungry and wants to learn.
2 SELECT AN AREA YOU RESONATE WITH
Market knowledge is king in the lounge rooms. Vendors sign with agents who are the area specialist, and that means they try to know every single dwelling and owner, and all the goings-on in every aspect of that area.
If you spread yourself too thin, it dilutes your intensity and impact. Once your business is built it will naturally expand to outside areas as your service becomes more well known.
3 DON’T BUY STUFF YOU DON’T NEED
Invest in your business first, not in things you don’t need at the start of your career. Too many agents get over their heads in debt on things they don’t need when they start. Mat Steinwede says to keep it simple and basic and stay within your means. This way you will not succumb to financial pressure that can debilitate your energy and performance.
4 BUILD NETWORKS AND RELATIONSHIPS FAST
Tom Panos said it best when he said, “It’s not who you know, it’s who knows you”. You cannot build a sustainable business with consistent momentum and traction without having great networks and relationships. Get good with people ASAP. Commit to meeting as many people as you can in your area; join groups, move into the area and immerse yourself in the community. Become the agent of relationships.
5 LOSE THE EGO
Your ego will be the biggest roadblock to your success if you do not manage it. You need a healthy ego in real estate for sure, but the wrong type of ego can become arrogant.
One of Australia’s most successful agents, Jason Boon, talks openly about being sacked by John McGrath numerous times and almost losing everything because of his ego. I asked him in an interview what was the biggest change in his career and his response was, “Understanding that I was delusional about who I thought I was and allowing my ego to get in the way”. Leave your ego at the door, as they say.
6 MAKE SURE IT’S FOR YOU OR GET OUT ASAP!
Talk to most top agents and they will say they love their job, and in many ways are addicted to it in a good way. They could do it all day because they have an intrinsic passion and desire for it. It fits their skill set and personality style, and there is a perfect synergy with the ebb and flow of the job. They can work at high intensity and be energised, not burnt out – because when you’re doing something you’re passionate about time flies; it’s a joy to do, not a slog.
If you find it a slog all the time, it’s the wrong career for you.
7 LOVE BUYERS – THEY BECOME YOUR SELLERS
The biggest mistake in recent years is that buyers have been pushed aside and not taken care of professionally by the agents.
With the real estate landscape changing rapidly, some progressive operators now have specific systems and programs in their businesses that focus only on buyers, understanding that the way a buyer is managed and treated by their organisation now will determine in years to come who they choose to sell with.
Don’t try and become a mini-clone of some super-agent you saw on a video.
8 PLAY TO YOUR STRENGTHS
Don’t try and become a mini-clone of some super-agent you saw on a video. Yes, glean as much of their skill-based knowledge and model their success, but don’t try and be them. You never will, because everybody is unique.
Work out what your strengths are, what your best skills are and what is awesome about you that you do well, and focus on bringing that to the table every day. People who focus on using their strengths experience faster growth and development, are more engaged in their work, are more confident, experience less stress, feel healthier and have more energy.
9 TRAIN LIKE A PRO
If you want to be the best, you need to train like the best daily. Not only when a conference comes around, when you make all these notes that sit in your drawer and nothing happens. I mean a training program that requires you to learn every day. If you don’t you will always be playing in the park and never in the stadiums.
Treat your business like an Olympian would treat their Olympic Games training. Be a corporate athlete. Work on your skill set and work on your mindset. Train your mind, body and soul to be an agent of excellence, not mediocrity. By doing this you will overtake those who do not place daily importance on consistent improvement.