Setting Up for Spring? It Starts with One…

Sometimes we get so caught up in the big numbers of real estate, we forget how simple building a successful career actually is.

We set future metrics, forecast our numbers for the year ahead, and overwhelm ourselves with multiples rather than breaking things down.

But here’s the thing…if you want to sell 50 properties in a year, you need to start by selling the first one.

To attain 50 appraisals, you need to pick up the phone and make the first call.

To get to 100 rentals, you need to engage with your first investment owner and lease your first property.

And to get to 100 five-star google reviews, you need to impress 100 clients, one at a time.

One client at a time

It starts with one – one person, one seller, one buyer, own renter and one owner, one happy client, one referrer, one advertisement, letterbox drop or social media campaign.

But too often we lose sight of how important taking that first step is. When we’re in the thick of the ‘grind’ and ‘hustle’, striving to reach our targets, we become so dazzled by the allure of numbers that we forget every one of those numbers is an individual client.

We add names into our database and then reference the ‘number’ of potential clients we have collected, but every name we add into our database is a person, with a story.

The individual, not the masses

Each of the people we work for deserves to be treated ‘one client at a time’. Regardless of how busy we are or the target we want to hit, our full attention must be on the individual, not the masses.

After all, we are in the business of solving people’s problems, of helping them get from A-B, of taking away the hurdles between where they are now and where they want to be – whether that goal is selling their house, leasing out their investment, or buying their first property.

Each of those needs is highly personal. It’s about the things that really matter to people, such as family, safety, security, financial wellbeing and more.

The people business

We are in the people business, and when it’s about people it’s personal and it’s about the individual. So how do you get back to truly individual, personalised service?

• We do that by great communication.

• We do that by listening intently.

• We do that by asking great questions.

Each client is not just one step closer to the next, it is an opportunity to leverage and amplify your exceptional customer service to bring you multiple clients.

Market share is captured because of great client care, not by impressive ‘self-promotion’ or a litany of likes on social media.

That may get you in the door, but it’s what clients say about you ‘after the fact’ that elevates your status.

Double down and focus on ‘one client at a time.’ That’s how you reach the momentum point. That’s how you set up for a massive Spring.

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.