By Brian Buffini, Buffini & Company Founder and CEO
Over the last seven years the real estate industry has experienced incredible changes. I believe the market we’re in right now, and the market we’ll see in the future will not resemble where we came from – when listings sold in seven days with 10 offers, and loans came easy.
The biggest issue facing real estate agents today is the significant erosion of fundamental skills and professional practices in our industry. For years, sales associates grew accustomed to having leads contact them instead of having to initiate calls and generate leads on their own.
Has-been agents are stuck in the past and waiting for the market to return to what it was, whereas HAS agents are focused on positioning themselves for success going forward.
Below are the Habits, Attitude and Skills (HAS) you need to be the professional business owner your clients can count on:
The “H” stands for “Habits.” Develop the discipline of establishing a daily routine so you’re in charge of your schedule, rather than just reacting to the fires of each day. A professional agent proactively contacts their existing customers every week, follows up during a transaction and is thorough with the details.
The “A” stands for “Attitude.” Your clients look to you as their trusted advisor. Your job is to be a steady rock throughout each transaction, maintaining a positive attitude and spirit of encouragement. Invest in resources – books, CDs and classes – that will help keep you on the cutting edge.
The “S” stands for “Skills.” “It’s the skills that pay the bills.” In today’s market, the ability to negotiate is one of the most important skills an agent can possess. An expert negotiator always: seeks common ground, remains relationally connected, offers a 360-degree perspective and is willing to walk away. Doing this will demonstrate you have the best interests of your clients at heart.
Examine your habits, reevaluate your attitude, and take stock of the skills you currently possess; work on these areas and you’ll be a person who HAS a great business.
Tracey C. Velt is a writer, blogger and editorial strategist who specializes
in the business of real estate. For the past six years, she's been writing
and editing for REAL Trends, is the editor of the REAL Trends blog and the editor of LORE magazine. Prior to that, she served as an editor for
Florida Realtor magazine and continues to contribute to multiple real estate
publications, both in print and online.One Response to “Are You a True Professional?”
Leave a Reply
Hi Tracy! You’re right! Everything has changed and people must adapt to these changes. As professionals we need to be updated with the latest trends. HAS must be present all the time.