It’s All in the Prep

It’s easy to believe a successful real estate career is all about the ‘big show’ - that winning will be determined by those moments when you are in the spotlight, making that listing presentation, handling those offers, calling that auction, working that phone.

And it’s true, those centre-stage performances can be the turning point that seals the successful deal. But if we’re honest, success starts long before the curtain rises and the limelight settles on you.

It begins in the quiet moments, in the routine, in the slightly boring and a little mundane.

Like all good performances - whether it be in sport, acting, public speaking, surgery or politics – outstanding real estate performance starts with preparation.

‘Time spent in reconnaissance is seldom wasted’

There’s a well known military saying that ‘time spent in reconnaissance is seldom wasted’. It’s true across almost all areas of life, and definitely in the career of real estate.

The quality of your preparation will influence the quality of your performance. And it will do so in a whole host of ways.

Quality preparation gives you confidence. It gives you insight, agility, and resilience. It ensures you can read the room, that you know what your client is thinking, that you understand the market they’re operating in, and how to help them achieve the result they want.

Preparation gives you power. It can be the differentiating factor between you and your competition.

And the best thing about it – you don’t need years of experience to be prepared. You just need to put in the time and the effort.

So, let’s break it down and look at how preparation can change the game.

A confidence boost

It’s no secret real estate is a game of confidence. Clients want to work with someone who displays a quiet assurance that they can get the job done.

And the best way to increase your level of confidence? Increase your level of preparation.

When you mentally prepare, it strengthens the belief that success is not only possible but also probable.

Mentally rehearsing a successful outcome, such as winning a listing, will also help reduce anxiety. Bottom line: if you want to worry less, prepare more.

Do the legwork

Yes, there are variables in real estate, but often they are predictable and that means you can prepare.

For example, if the Reserve Bank was to make changes to the cash rate, are you prepared with an armoury of dialogue for the ensuing conversations that you will have with both buyers and sellers?

Do you have relevant articles of interest at the ready to circulate to your prospects? If not, why not?

If your local market starts to slow and properties are listed for longer prior to selling, do you have the data at hand. Can you walk potential sellers through why that’s happening, what that means, and reassure them as to why you are best equipped to navigate that landscape on their behalf?

Do you know your market, and I mean really know it. Every sale, every property, every anomaly and every trend? Because that’s reconnaissance. That’s preparation.

Preparation is non-negotiable

How you start the week and how prepared you are when making your very first call of the day will dramatically influence the output and results for the balance of the week.

Preparation is an absolute non-negotiable.

The opportunities in our industry are too important to simply “wing it” and then hope for a good result.

Conversely, the losses are far too great a price to pay if it simply comes down to totally avoidable preparation failure.

When you are fully prepared, you increase your power and unleash your potential for an amazing week, month, quarter, and year ahead.

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.