Chance or Design… It’s Your Choice

If you want to build a bullet-proof real estate business, you need to cement yourself as the absolute go-to person for all things property.

You want to be the first person people think of when it comes to selling, renting, buying, market insight, and indisputable property expertise in your specific area.

But that’s not something that happens by chance. It happens by design. And ultimately it’s your choice if you have the discipline, drive, and commitment to bring that design to life.

Expertise is more than market statistics

Being the go-to person for all things real estate is about far more than property market statistics. Sure, it’s important that you’re across key metrics like days on market, the clearance rate, and interest rate impacts. But you must also elevate yourself to more than that.

When it comes to what’s on the market, what’s sold, the median sales price and demand versus supply, anyone can get that information with a Google search or a little nous when it comes to navigating realestate.com.au.

You need to be better than that.

What’s behind the data?

Owning the real estate expertise space isn’t just about the data. As the go-to local expert, it’s about the local stories behind the sales…

How did the buyer find the property? Why did they buy it and where were they moving from? Why was the vendor selling? What’s the story behind the property and what they’d done to it in their time living there?

What obstacles stood in the path of the property sale? How did you help solve those problems for the vendor?

Case studies are paramount. They’re relatable and real. They allow your target market to envisage themselves in a similar situation and then appreciate exactly how your expertise might assist.

You’re a matchmaker

You don’t just sell property, you match sellers with buyers and houses with people. And to be the expert in this space, you need a ‘hot buyer list’ at the ready.

Every open home allows you to add to this list.

What exactly is each prospective buyer looking for? What’s on their non-negotiable property list? Are they ready to buy now, in three months, six months? Do they need to sell their current property first?

What about the sales side? Who’s considering selling? Would it tip the balance if you matched them with someone who’s actively seeking a property like theirs?

You need to embrace the role of a deal maker. You need to be resourceful and ahead of the curve. You need a hot buyer list and a primed seller list and be seeking out opportunities to match people with what they want.

From A to B

The most important part of your job involves helping people get from where they are now to where they want to be. If they’re selling, you help them move onto the next stage and achieve the next milestone that they’re after. If they’re buying, you need to help them open that new chapter.

You need to help clients before they engage you and without any expectation of return. It’s about removing friction, offering your expertise, and assisting where you can.

It could be recommending tradespeople and finance brokers before they need them. It might be providing them with different property options, and walking them through each scenario.

Occasionally it could even involve recommending a course of action that is in direct contrast to what might benefit you.

The ultimate aim is to embed yourself in the community. It’s about being authentic, acting in the interests of the community (and the individuals within it) who support you, and simply offering genuine care and expertise.

Only then will people see you as the ‘go to person’ – as the one who genuinely has your client’s interests at heart and the person who makes things happen.

That doesn’t happen by chance. It happens by design.

About the Author

Manos Findikakis is the CEO of Agents’Agency, Australia’s first multi-brand real estate network, ‘the only fully integrated solution for you and your people to create an unforgettable experience.’

For all enquiries and more information on how the Agents’Agency can help you take your career to the next level, click here to get in touch.