Types of Salespeople in Real Estate

When it comes to Real Estate, there are two types of salespeople:

1. Those who are looking for short term success, and

2. Those who are in it to build a long term business

The first group of people may be driven by money or incentives, focusing on quantity rather than quality, and often prioritizing quick transactions over building long-term relationships with buyers and sellers.

Meanwhile, the second group is typically more patient and strategic, choosing instead to take a more holistic approach to their work. They see real estate as a long-term business that requires deep knowledge of the industry and a track record of staying in touch with clients through regular check-ins.

In the career and business of real estate, having the right mindset is essential for all RES, and it's the key to success.

Salespeople Looking For Short Term Success

The mindset which they operate is: "Tell me what to do, I just follow"

People who are in this group are mostly lost. They do not take ownership of their business, do not have the desire to succeed, have not planned out their long term goal and priority in this business.

They also tend to blame the lack of support or insufficient resources. Rather than putting the blame on others, it is important to look inward and examine their own attitudes and behavior. This also showcases the principles they uphold and live by, and how it relates to their actions and results in their real estate career.rather than risk this possibility, they simply choose not to try at all. But this mindset only leads them further down a path of mediocrity and underachievement.

Salespeople In It To Build A Long Term Business

The mindset which they operate is vastly different from the first group: "I take ownership over my own business"

People in this group have carefully thought out their goals, developed effective strategies for reaching those goals, and have total control over their results. They have a clear vision and mission for how they want to do their business and what overall impact they want to make on their customers and communities. Furthermore, they take full advantage of their individual strengths in order to stand out from the crowd with their Unique Selling Point (USP). Whether through unique products or special services offerings, they always have something special that gives them an edge over other RES in the same space.

They are also committed to do whats needed to find resources and the support they need, by leveraging their relationships with their upline leaders or tapping into the extensive wealth of assets that PropNex has to offer.

The people operating with this mindset are the ones who are likely to succeed and achieve long term great results in their business.

Those who are driven by the desire for short-term profit and instant gratification will often fall short when faced with adversity or challenges in their work. But those who operate from a mindset of building a long term business tend to be more resilient, persevering even when things get tough.

Plus, they recognize that achieving goals takes time and hard work, not flashy gimmicks or quick fixes. As a result, these people are likely to achieve great results that stand the test of time, giving them a much higher chance to achieve success in real estate.

Traditional Way Of Real Estate Salespeople Recruitment

The standard way of recruiting people to join the business, is with the "feel good factor". New RES are often enticed with monetary rewards and attractive benefits and by sharing the "social media" lifestyle of a realtor, painting an image of luxury living and happening lifestyles.

They are usually combined with training programmes and systems which although are helpful, but will make promises of guaranteed success to a new RES, and that may not be the case for everyone undergoing the training.

People who join the industry this way, will usually have the mindset of Short Term Success "Tell me what to do, I just follow". They may expect things/resources/information/solutions handed to them directly (like being spoon-fed) - which is how they were originally pitched to join the industry, and is exactly what they are expecting.

While these ways may help to increase team headcount in the short-term, they do not address one of the most critical challenges facing Real Estate teams today: long term retention.

The #BSA Way Of Succeeding In Real Estate

Unlike the standard "traditional" way of recruiting new RES, we take a different approach that has helped countless RES achieve their goals in the business. Our unique system compromises of multiple parts, but in this article, I will focus on the following:

1. Take Ownership

It is essential that the mindset of taking ownership of your business is ingrained in all #BSA members. This means being creative, setting goals and working hard towards achieving them. It also means taking charge and acting as your own boss, making decisions for yourself and managing your own time.

Most importantly, it requires having a clear vision for where you want your business to go and what you want to accomplish in the long run. Whether you are starting out as an agent or have been in the industry for many years, nurturing a sense of ownership will help you to thrive in this highly competitive and rewarding industry.

2. CRM

The number 1 goal of a CRM is to provide the best customer service. A good system facilitates communication between clients and you, helping to build stronger relationships and providing a platform for giving high-quality customer service. It helps when you have an objective and purpose of why you want to maintain a relationship with a client or prospect, and to figure out how best you can do so.

A successful CRM system also needs to be managed by someone who understands the needs of customers and has the skills and expertise necessary to engage and respond effectively to their concerns. By maintaining strong communication with customers, a good CRM can help strengthen customer loyalty and ensure that they remain happy with your services.

RES who take ownership of their business, results and success, is someone who knows their CRM inside out.

3. Branding & Positioning

In my #BSA trainings, there are 4 quadrants of Branding & Positioning.

a) Generalist - someone who can do anything everything in the industry

b) Specialist - someone who has discovered their specialisation, and is more focused on certain segments (like Resale Condos, Luxury Properties, etc)

c) Top Leader - someone who is the top in their area of expertise, such that people will believe whatever you say, and will seek for your advice

d) Celebrity - someone who is a well-known and respected individual in the industry

It's important for all RES to build their branding across these 4 quadrants. With a clear sense of your strengths and opportunities, it can be more effective and productive for you to build sustained success and long term growth in your career.

It also takes self-awareness and knowing ourselves to take a good and clear overview of your current positioning (and how people view you). If one finds that they are not in any of the 4 quadrants, then success is likely short term and "luck based".

4. Having The Proper Mindset

The responsibility of your success is not on anyone but yourself.

90% of your success is achieved by your vision, mission, desires, goals and taking ownership of your actions and results.

10% of your success is by leveraging on the resources provided - including that of the Company, #BSA, and your team.

1% of your success is by sticking to your own principles and not relying on any external factors. Many people do otherwise - they believe that they have to entertain other people's opinions. But this has not proven to be the case of how #BSA members operate.

Success doesn't come to those who sit back and wait for it. It is up to every entrepreneur to take ownership of their business, leverage on the right resources, and stick to their own principles in order to achieve the success they desire.

Ultimately, these key strategies will help you stay on track and make sure you reach the level of success that you are aiming for. So if you want to build a long term sustainable and successful business in the real estate industry from scratch, take hold of these strategies now and implement them in your career.

Is #BSA For You?

If you are a new RES or a seasoned RES who is struggling to achieve the level of success you're looking for, I can help.

Whether you're stuck in a rut and need some guidance to find your way forward, or if you simply want to take your business to the next level, #BSA may be able to provide you with the guidance and support that you need.

If that sounds like you, contact me today and get to know more about what you can expect in #BSA and how you can build a long term sustainable business in real estate.