Red flags to recognise in yourself
Do you really want to be a great estate agent?
Throughout January, we’ve focused on the changing market and the opportunistic times ahead.
To finish this blog series off, we want to talk about how important it is to realise if you actually want the further success you may think you do.
It’s easy to get caught up in flashy Instagram pictures, or agents talking about their deal numbers in the millions of pounds. We think to ourselves, “that could be me, I want that”.
Most of us never get there. We only think we want it. In reality, we’re not willing to do the work required.
First of all, there’s nothing wrong with not wanting to be the best. If you’re happy where you are, stay happy where you are. But lose the complaints about no time and no money, please.
But if you’re sure you want it, it’s important to be honest with yourself about what you actually want as you grow.
The following signs may suggest you’re not as ready as you might think.
You only want the good stuff.
You want the perks of being a busy estate agent without any of the work.
You want to make money, be loved by your clients, and always have market appraisals to go to.
This is such a common issue in agencies today. It means you don’t understand or want the full estate agent experience at all.
Our job isn’t a hobby. You need to crawl through the trenches and earn every opportunity. The good stuff comes, but it’s always earnt.
Do most needy agents even know they’re needy? We doubt it.
Every time you’re speaking to someone, are you calling them about what you can offer them? Or do you just want to book a viewing or a valuation?
If your needs always come first, your bank account will always come last.
You aren’t willing to work hard on your relationships.
Maybe you’re willing to work a little bit on your relationships with the clients you know might move in three months, but how often are you putting in the calls to your database to really create lasting relationships?
A lot of agents find the everyday demands of real estate agency to be too inconvenient. If that’s you, you’re not ready to consider yourself world class and you’ll always leave instructions and fees on the table.
You don’t really know who you are.
Not so much as a human, but as an agent. Do you sell two bed flats? Maybe you’re more a family home kind of agent. The more you niche down, the more successful you will be.
It’s impossible to be a great agent to everyone.
You haven’t learned what it’s really like to move home.
Sure, moving home when you’re renting is a pain. No one likes packing and unpacking. But when you’re buying or selling something, that’s when the real stress kicks in.
Empathy is something you can learn.
Ask people how they felt when they signed a mortgage deed, or when they had an offer accepted. Better yet, ask a seller how it felt when they were told to reduce their price.
Understanding these feelings (especially if you’re yet to go through them yourself) is the only way to really be a great estate agent.
You don’t know how to really listen.
Scripts and dialogues are a magnificent way for a new agent to get into the groove. But relying on them for your high level conversations means that you always think you know what to say next, so you never really listen.
Think you’re a great listener? Ask the people who decided to use a different agent to you.
A good listener hears what the other person is saying even when they don’t like it. Poor listeners hear whatever they want to hear (and blame losing business on fees).
Listening is an active skill that doesn’t come naturally to most people, but it’s so necessary in our profession.
You don’t know how to handle it when you don’t get what you want.
Do you have rejection issues? Plenty of agents do. Think about the last time you lost business. Did you stay in touch with that person? Did you ask for feedback as to why you didn’t get the gig?
You have to be able to handle losses with grace. You’re not going to get what you want all of the time. Not from life, or from agency.
How you handle the losses, and how you learn from them will be 80% of how successful you’ll be.
Bringing it all together…
Understanding yourself is the first step to understanding why things are or aren’t going as planned.
If anything here resonated with you, know that you’re not alone. It’s all part of the journey and there’s thousands of agents on the same one as you.
Our industry is improving. More agents are moving towards world class. Ask yourself the questions above and you’ll know if you really do want what you think you do.