Can I Be a Part Time Real Estate Agent?

Yasser Khan — Sun, 22 Jan 2023 22:00:00 +0000

If you’re reading this, you’re probably considering a career move into the real estate field but also asking yourself, “Can I be a part-time real estate agent?” Yes. You can be a part-time real estate agent. Licensed real estate agents can work as many or as few hours as they want, making this career a near-perfect choice for someone looking for flexible, part-time work with excellent earning potential.

Is a Part-time Real Estate Career Right for You?

Having a flexible, virtually limitless side hustle is very appealing, but it’s not right for everyone. When we talk to potential agents about getting into real estate part time, they often base their decision on the following four questions:

What Is a Part-time Real Estate Agent Salary?

How much money can a part-time real estate agent make? There is no salary for a real estate agent. Whether you’re part time or full time, all your income is based on earned commissions. Typical commission rates for real estate agents are 6% of a home’s selling price, split evenly between the listing agent and the selling agent.

A recent survey by Colibri Real Estate pegged the average annual income for real estate agents working less than 20 hours a week at $24,556.

You’ll work as an independent contractor rather than as an employee. Ultimately, your income depends on your operating expenses and the number of sales you close. Your potential income is virtually unlimited, but there’s also a real chance that you may make no money in a given month (or actually be in the hole when you account for expenses).

What Is a Part-time Real Estate Agent's Schedule?

There’s no set schedule for a real estate agent, regardless of whether you’re full or part time. Business happens around your clients’ needs, which typically means you’re working in the evenings or on weekends. Most part-time real estate agents log anywhere from 15 to 30 hours a week working with or on behalf of their clients.

Will Clients Work With a Part-time Real Estate Agent?

Yes, clients will work with a part-time agent. Real estate clients care about the value you provide, the insight into the market you can offer, and the help you can give them in achieving their financial goals. There’s no index anywhere logging the number of hours devoted to it. Your status as a part-time real estate agent is nobody’s business but your own.

Will Brokers Hire Part-time Real Estate Agents?

To operate as a real estate agent, you must have a brokerage that sponsors you. A broker (someone who has met their state’s requirements in terms of experience, education, and an additional license) is someone who manages real estate agents.

While some brokers are only looking for career-oriented, full-time realtors, others are happy to take on anyone with a license. Your options in terms of real estate companies to work for might be limited compared to your full-time colleagues, but there are indeed brokerages that will hire part-time real estate agents

Getting Started as a Part-time Real Estate Agent

If the answers to the above questions have you fired up to begin your new side hustle, this section is for you. Here are the three steps you’ll need to take to get started as a part-time realtor.

1. Get Your Real Estate License

To legally offer real estate services in the U.S., you need a real estate license. The length of time and cost required for obtaining a license will vary slightly depending on which state you live in, but the overall process is pretty much the same. Here’s a breakdown of exactly what you’ll need to do:

Take a prelicensing course that satisfies your state’s requirements
Take some real estate practice exams
Pass your state test
Register your license with your state
Find a brokerage to work with

If you’re ready to dive right in, we suggest checking out Colibri Real Estate for your prelicensing courses. They offer options in just about every state.

2. Carve Out Time in Your Schedule

Since real estate is a part-time gig, it will be essential to set some schedule boundaries right out of the gate to ensure that your real estate obligations don’t intrude on your other professional, familial, and personal commitments. Here’s a couple of pointers on how to do this:

Tell your full-time boss you’re licensed: If you’re working a full-time job and picking up real estate on the side, let your boss know that you’ve got a new venture. Assure them that it won’t interfere with your other responsibilities, and let them know you’re ready to help with any real estate needs!
Make a real estate schedule: Carve out some time and put it on your calendar as real estate time every single week. Make sure to share this time with your clients, so they know when you’re available to help them. You may have to be flexible on this, especially if a client is only available at certain times to meet with you, but setting expectations early is a great way to avoid scheduling mishaps.
Set aside some non-work time: If this is your first time attempting a side hustle, you need to know that time becomes your most precious commodity. You’re going to be excited about the progress and success you’re making in real estate, but if you don’t take at least a little downtime each week, eventually, your real estate pursuits will suffer due to burnout.

3. Set Up Systems for Part-time Business Success

Even though a part-time realtor may be devoting less time to their business than their full-time counterparts, the tools they’ll need to be successful are still the same. Here are the systems you’ll need to have in place if you want to start your business off on the right foot.

Create a real estate business plan: Whether a part-time real estate agent makes money or not depends on their ability to manage their operating costs and project their income. The best way to do this is with a real estate business plan. Here, you’ll make a plan for what you’ll spend, how much you expect to make, and be able to track your expenses along the way.
[LEARN MORE: How to Write a Real Estate Business Plan + Templates]
Choose a customer relationship management (CRM) system: A real estate CRM is a critical tool to help manage all your interactions with your clients, leads, and prospects. We named LionDesk our best real estate CRM of 2022.
[LEARN MORE: The Best Real Estate CRMs of 2023]
Build a lead generation plan: To be a successful part-time real estate agent, you’ll need leads you can turn into clients. Whether you plan to work from your sphere of influence, from paid lead sources like Market Leader or Zillow, or some other source, you’ll need a plan to generate enough leads to make your business sustainable.
[LEARN MORE: How to Create a Custom Real Estate Lead Generation Plan + Template]

Want more resources for successfully launching your part-time real estate business? Download our Part-time Real Estate Agent Launch Guide for detailed instructions on making your first four weeks in the industry the best they can be.

Part-time Real Estate Agent Resources

Getting started in the real estate business can be challenging, especially if you don’t have experience as a business owner or entrepreneur. To help with your transition, we put together some handy resources to help you turn your business dreams into reality.

We invite you to join our Facebook Mastermind Group for some ongoing mentorship from experienced real estate pros. Subscribe to YKC to get our exclusive marketing and lead generation boot camps, on-demand video training, and must-have downloads.

Real Estate 101: How You Make Money

Real estate can be an extremely rewarding career, and the life of a part-time real estate agent is exciting and varied with lots of opportunities for success. If you aren’t completely clear on how the real estate business works, not to worry. Check out this graphic that walks through exactly how your flow as a real estate agent will go from start to finish.

Understanding Operating Expenses of a Part-time Real Estate Agent

If you don’t know what kind of expenses a real estate agent is going to incur on a monthly or yearly basis, it’s tough to make a business plan to account for them. Below are some typical costs of doing business as a part-time real estate agent.

State and local licensure and memberships: Just like your driver’s license, your state will require you to periodically renew your real estate license. Just how often and how much it will cost will depend on your state, but plan on spending up to $250 a year. Also, membership in your local Realtors association will be critical for access to tools like the Multiple Listing Service (where you’ll list property for sale). Each local association is unique, but plan on spending upwards of $600 per year for this.
Broker-related costs: Some brokers will require you to pay a monthly fee for being a part of their organization—often referred to as a “desk fee.” Not every broker demands a desk fee from their agents, but many will expect one from part-timers. Plan on $600 a year for this.
Operating expenses: To run a real estate business, you’ll need to pay for things like lead generation, tech tools like a CRM or email marketing platform, business cards, postcards, yard signs, and more. You’ll also need to fuel up your car to run your clients to and from showings, and have a cell phone plan you can use to communicate with your buyers and sellers. Every business is different, so you’ll want to do your own analysis here. A good starting point is to budget $2,500 a year for this.
Broker split: Every commission you earn will be split with your broker until you hit your “cap,” or the maximum amount you’re required to pay to your broker each year. Though split and cap amounts vary from broker to broker, part-time agents should expect to pay as much as 50% of their commission to their broker.

To make your part-time real estate business profitable, you’ll need to earn more in net commission income (NCI) than your expenses.

3 Tips for Balancing Your Part-time Real Estate Career With Your Full-time Job

Finding the balance between your part-time real estate business and your full-time job can be tricky, but it’s very doable. Here are three tips for finding that balance early in your new career.

Set expectations with clients: If you’ve never experienced a needy or nervous seller or an overly-motivated buyer, let us tell you—they’re relentless. Demanding clients can be a challenge when your schedule doesn’t allow for total flexibility, but you can nip any stress in the bud by letting them know the best ways to communicate with you, when they can expect to hear back from you, and when you’re available for in-person conversations. Setting expectations early helps to quell frustration later on.
Automate your marketing: It would be easy to suck up your entire part-time real estate schedule with marketing tasks alone. This is why you absolutely need to take advantage of the automated email, text messaging, and snail-mail marketing tools that your CRM provides. It’s a great day when your clients receive your personalized messages and don’t spend a single second on the phone or behind a keyboard.
Stack your in-person real estate duties on as few days as possible: It is easy for your part-time real estate career to turn into a full-time role if you’re spreading out your in-person interactions across too many days. Let’s face it: Face-to-face client interactions are time-consuming and the more days you have them scheduled, the harder it will be to stick to a part-time schedule. Pick one day in the week when you plan to conduct all your showings, listing appointments, and consultations so you can spend the balance of the week working your leads.

Competing for Business With Full-time Agents: The Secret to Success

You might feel intimidated by the idea of having to compete with 20- or 30-year full-time real estate veterans for business, but here’s the secret to marketing yourself that will set you up for success: Make your personal brand messaging about the value of your skills and market knowledge, not about your length of experience.

It’s true that you won’t be able to compete if the decision is made based on the number of closed transactions, but that’s rarely the most important factor on a client’s mind.

Real estate clients choose their agents based on the skills they bring to the table; skills that will help them get to their desired outcome. Are you a fantastic negotiator? Are you ultra-connected in your community? Do you have a savvy marketing background? Are you skilled with video and social media? Are you someone your clients are actually going to want to spend time with?

At the end of the day, real estate is a relationship business. Your interpersonal skills and responsiveness matter more than your time on the job.

All of these things matter more to most buyers and sellers than the number of houses you’ve sold or how many hours you have to devote per week.

Part-time Real Estate Agent Launch Guide

When you’re ready to get your real estate business off the ground, you want to make sure your first four weeks are all moving you in the right direction. We’ve put together the Part-time Real Estate Agent Launch Guide with a week-by-week breakdown of how you should be spending your time to get your business off the ground.

Download Your Part-time Real Estate Agent Launch Guide

Your Turn

We’d love to hear from you on what is drawing you to the real estate field, and where you are coming from. Are you currently a part-time real estate agent? What has your experience been like so far?

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

YASSER KHAN

Author, Coach & Trainer

Yasser Khan earned less than $1,000 in his first year as a full time property agent. With no money for the $2 train fare to his Broker's office, he was forced to walk 25 kilometers on foot. Worse, he got evicted at midnight with his wife and baby son by the roadside. Desperate, he bought a $16 Sales book and took massive action. That single investment in himself gave him an OBSCENE ROI of $160,000 in just 11 months. Today, Yasser is on a mission to make the real estate great career again and helps ambitious agents quadruple their commission income within 90 days.

Yasser Khan is a real estate coach at YasserKhan.SG, trainer at PropertyAgentUniversity.com and the author of Property Agent Secrets Book who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S. plaguing the industry today.

Yasser Khan’s approach to coaching is highly personalised, holistic, no B.S., and for “PROS ONLY… amateurs not allowed.” He believes that true success means winning in every single area of your life (like Financial, Family, Social, Physical, Mental, Spiritual and Fun).

When Yasser isn’t coaching, he loves playing GOTY PC Games with top-of-the-line Razer products and being a kid again with his 3 naughty children (actually, boss babies...), traveling to and across scenic Pakistan, enjoying hot & spicy food, taking pictures of the Milky Way with his favourite Canon DSLR and reading up all about Dinosaurs (especially T. Rex)

LEARN MORE

The post Can I Be a Part Time Real Estate Agent? appeared first on Yasser Khan's Real Estate Agent Success Coaching.

The Complete Guide to Recruiting Real Estate Agents

Yasser Khan — Sun, 01 May 2022 22:00:00 +0000

Real Estate Agent Recruitment Explained

In any industry, finding the right people is one of the most important keys to success. People always quit and attrition is a fact of life. In real estate, signing top-producers to your real estate brokerage or team is one of the most important factors to sustained long-term growth.

Why? Because only the best agents are committed to building a healthy pipeline, closing transactions, and maintaining a robust network of happy clients.

That level of commitment is likely why top-producing agents earn more than four times what their more novice peers bring in. Even more, top-performing agents offer specialized knowledge and extensive experience that enables them to create the conditions necessary for hassle-free closings, valuable referrals, and repeat clients.

Without these top-producers and their extensive professional experience, companies may find themselves struggling to keep production high and their clients satisfied.

This guide will help you understand why recruiting real estate agents should be a long-term top priority and how you can recruit (and retain) the very best agents.

Recruiting Real Estate Agents is an Ongoing Process

But just like winning clients or closing a deal, attracting the best real estate agents requires thoughtful strategic planning. Commission splits, tiers, and plans aren’t everything. Top-performing agents are increasingly motivated by flexibility, mobility, prestige and opportunities for professional development.

In response, any successful recruiting strategy must be able to fulfill these expectations to attract and retain the best talent in the real estate industry.

Recruit real estate agents even before they start looking.

The best agents are always employable because they bring success with them wherever they go. In response, the best real estate agents are rarely in between jobs.

Unfortunately, many agencies keep recruitment on the back-burner when instead, they should make it a priority to ensure they maintain the funnel filled with desirable leads.

In other words, the right time to start recruiting is now, and the right time to stop recruiting is never. That means you’ll be actively recruiting agents working for a competitor, but it also means you’ll be top-of-mind when they make the switch elsewhere.

Keep an eye out as well for new real estate agents at competing brokerages and agencies who are making a quick name for themselves. Often, you can cultivate that relationship and offer even more in terms of support, coaching, and opportunity—especially if they’ve signed up under less than favorable commission terms.

Continually invest in your company's brand.

It’s much easier to recruit real estate agents when you’re a market leader and not a market-challenger. Sure, there are benefits to both, but being the market leader with brand recognition comes with some great perks. Prospects recognize your company name, logo, brand—and with it, they quickly understand a strong value proposition.

Consider investing in paid ad campaigns, social media marketing, and search engine optimization (SEO) tactics that will help evaluate your company name. The results of these efforts extend beyond gaining new clients—it garners the attention of the area’s top producing agents and agent teams.

Know what other team leaders and agencies offer.

The most successful agencies will be actively recruit real estate agents before they’re even looking. These agents are one of two types of job-seekers: Active and Passive job-seekers. Knowing what to pitch and how to negotiate with an agent is critical to nurture ideal prospects.

The primary reason that passive job-seekers switch companies is for more money. In other words, for those agents who aren’t looking for a new agency, they’re likely happy and content, but making more money under the same conditions is certainly favourable. However, for agents actively looking for a new agency, they often want better opportunities or a healthy work-life balance. For these career seekers, consider offering a different way of working (the remote culture), or better ways for them to improve their skills and grow their income.

Diversify your recruitment pipeline.

Use social media to extend your company’s reach beyond a website or word of mouth. While these are often critical, there are other great ways to promote your real estate business and offer.

Use your brand channels, including ads, SEO, and video-based marketing efforts, or consider bonuses for agents who refer a new agent that signs up with the agency.

Whether it’s within real estate or most other industries, people get excited about working for a company that they’re familiar with. Consider hosting events that seek to build these types of relationships.

Opportunities to hear from veteran agents about their journey to success or talks from accountants about how to maximize income and lower taxes are great topics that generate new real estate agent leads.

The more an agent enjoys these types of events, the more often they may attend—giving you a chance to build long-term relationships and consistently demonstrate the value of your company.

Find new ways to retain top producers.

Business owners know that it’s cheaper to maintain customers than it is to acquire new ones.

The same rule holds true for recruitment as well. In fact, not only is keeping your real estate agents more cost effective than investing in finding more, but they can also help you find new agents at a cheaper cost.

Empower your current agents to help recruit. Invite them into the process as a decision-maker, and you’ll often find that they will find new ways to improve the process and close the deal on the best new talent.

Additionally, keeping your top producers with your company enables you to highlight more stories of success, growth, and accomplishment—almost free social proof initiatives for marketing and brand awareness.

12 General Principles to Recruit Real Estate Agents

1. Offer a simple transaction process.

Top-producing agents love tools that are simple because they don’t require hours to learn, use, or maintain. Whether it’s your agency transaction management software, intranet system, CRM, form tools, or anything else—top real estate agents want to get in and get out in as little time as possible.

Your agents likely don’t want to spend time entering data into a system. Instead, they want to use a system that quickly helps them stay on track. Top agents love simple tools because they are easy to learn and easy to use, and fewer “moving parts” make simple tools more reliable than complicated ones.

Imagine meeting with one of the top agents in your area and telling them that, if they come to work with your agency, they have to learn an entirely new process and give up the tools and workflows that have made them successful.

Worse, tools that need 24/7 technical support force agents to stop and delay work until issues are resolved or force them to stay sitting and waiting for a support member to help them. For many team leaders, those types of issues are not going to help close the deal.

2. Offer adaptable technology.

When you recruit a new real estate agent, especially one that’s a top producer, it means that you’re bringing on more than a person.

Top real estate agents come with a set of tools, processes, and systems that they’ve used and that have directly contributed to their success.

Unfortunately, many brokerages and agencies require real estate agents to use their own tools or software because they pay for all-in-one solutions or because they want all leads collected by the company.

Instead, offer technology solutions that allow realtors to continue working in their specific way.

Some top producers work exclusively with clientele who prefer pen and paper—it’s essential to enable them to continue supporting their clients in the best way.

Other agents come with an extensive list of leads and clients that they don’t want to share out, so ensuring they can continue using their tools is imperative.

Additionally, top agencies know that recruiting and supporting brand new agents is an entirely different task than recruiting top talent.

The difference requires a versatile system that can adapt to each agent type and need.

New real estate agents require hand-holding, more intense coaching, and greater oversight. The workflow required of them should not impact your top agents.

Those top agents don’t want to spend time learning an over-engineered process when they’ve been using a system that works well for them.

3. Offer tools that help agents become even more productive.

While many real estate agents have a workflow that works well for them, others may need technology tools in place that can help them increase their productivity.

For these agents, it’s important to offer tools that are simple and can help keep them on track.

Consider implementing transaction management systems that are easy to learn and just as easy to use.

A versatile system that allows real estate agents to submit paperwork by email, upload, or scan ensures that no matter who you recruit, they will have a seamless way to submit documents to the agency.

Additionally, you can utilize tools that offer automated task reminders based on the most critical transaction milestones—such as acceptance, close date, loan approval date, or the option period.

Even better, make sure your systems can automatically sync with your new agents’ calendars.

4. Offer technology that works with other tools.

In addition to providing software tools that are adaptable to different workflows and enable agents to become even more productive, it’s important to offer options.

For many agencies, agents are still independent contractors, and as such they often cannot be required to use your tools.

Make sure that your transaction management system allows agents to use their favourite other apps.

Some real estate agents prefer the tools provided with their association membership or by the state, while others prefer their systems for collecting signatures and processing forms.
Forcing them to navigate yet another tool that they don’t need or want is the quickest way to frustrate current and new real estate agents and over-complicate the process.

5. Provide insightful production reports on-demand.

Every top real estate agent has their style, but one thing is often similar: the need for consistent and insightful production data.

Offer agents the ability to quickly view their production and hone in on deals that are missing critical documents or that require attention.

Allow agents to quickly find client contact or transaction information from any of their previous deals.

Ensure that they can view these reports, filter and sort results, and see precisely what they need as they need it.
Doing so will ensure that new real estate agents are confident they won’t have to waste time driving into the office or spending time with a third-party support team.

6. Give access to income statements in real-time.

When it comes to the end of the year, team leaders aren’t the only ones rushing to get ready for tax season. Agents feel the same pressure and want their financial information quickly and on time.

Consider providing automated monthly financial reports with the previous month and year-to-date information on gross and net income from the commissions they’ve generated.

Take it a step further and make it clear to new prospects that they can also view all of their financial information in real-time.

This will save time for everyone, and for new agents looking to work with your agency it’s a great way to provide a clear and consistent picture of their earnings.

7. Offer commission structures that motivate.

Agencies generally offer some pretty standard commission structures to agents: splits or a flat fee.

It’s essential to consider your commission structure and evaluate whether it motivates agents to perform.

For example, higher than typical traditional commission splits can encourage agents to continue investing in finding new clients as every sale will grow their income.

For top agents with deep client bases and long rosters of experience, flat fees can be even more motivating because your agents will keep nearly the full commission earned on every transaction.
Keep in mind that when recruiting new real estate agents, the flat fee is less appealing because the fixed cost is a certainty, while production is not.

8. Offer attainable commission plan incentives.

A great way to help recruit top agents who are seeking ways to increase their earnings is to offer commission plans with more incentive. For example, some Agencies will offer different splits based on the lead source—something that top agents love.

Another tactic, whether you offer splits or a flat fee, is to provide a commission cap where the agent will earn 100% of the total commission or where the fee is waived.

This also works well for high-producing teams because you can offer the team lead 100%, while other agents remain on a commission plan that splits the commission with your company.

9. Highlight and recognize your real estate agents’ success

Consistent recognition of great work is another way to build an influential company culture that new agents and top talent want to work for.

Consider shout-outs on social media, annual events to highlight the top producers, and rewards for productivity.

Do the same for the new real estate agents who are quickly making a name for themselves or who have shown meaningful initiatives to get better.

You may also consider changing the relationship with agents deserving of recognition. Give them a leadership role in the office, ask them to help direct and coach new agents, or pay for learning opportunities outside the agency.

10. Support Your Agents

Becoming a successful real estate agent, team leader, or team is a challenging process. There’s a ton of competition, and many of those competing agents have years of experience or a strong brand behind them.

One of the best ways to improve your company culture is to establish a process to support all of your agents—no matter how experienced or new they are.

Meet with them to discuss their needs, what’s working, and what’s challenging. Help them improve what they do well and overcome the challenges they encounter.

Genuine and authentic help says a lot about your company, and it’s one of the most powerful ways to increase word-of-mouth referrals.

In addition to personal support, consider offering tools, software, and reports that can further enable and support agents’ success.

11. Coach Agents to Where They Want to Go

Coaching isn’t always effective, and good coaching is rarely cheap. Offer new agents access to high-quality coaching and consistent mentorship.

These types of opportunities are rare—many agencies believe that coaching should come from real estate veterans, rather than from professional coaching.

Great coaches are often companies, not individuals, and not someone in the office that takes the role of the “part-time coach.”

These types of companies provide effective services and proven results because they develop accountability and motivation for agents, as well as the team leaders and teams, too.

12. Support Team Opportunities

Top agents are often ambitious and are continually looking to the future. Many don’t believe they’ll remain an agent throughout their entire career and instead have their sights set on building their own agencies or team.

Unfortunately for agencies with owner-producers, this can feel like an unhealthy relationship. Leads are held close and not shared, and top agents will passively be looking for the next opportunity.

Make a point to support your agents and their goals. Help them develop top-producing teams that can take your agency to the next level.

As with any employee, they may eventually leave, but a genuine interest in helping them succeed will ensure that your pipeline of prospects never runs dry.

Often, new and talented agents alike will be eager to work with a agencies that can support them.

How to Identify the Ideal Real Estate Agents to Recruit

Before you make a recruiting call or send an email, identify what type of agents you are prepared to support in your organization. Agents in different phases of their careers have different needs. If you can’t support them, you can’t recruit them, and you certainly can’t retain them.

Finding & Recruiting New (or Newer) Real Estate Agents

There are two types of new agents: prelicensed candidates interested in getting their real estate license and current students or recent graduates of real estate school who are interviewing agencies.

You can collect prelicensed and in-school leads by placing ads on employment websites like ZipRecruiter, Indeed, Career Builder, and My Careers Future. You can direct high-funnel candidates to a real estate licensing school (like Real Estate Express or Kaplan in North America or Hastors in Singapore) when they reach out. Keep in touch, so they are sure to interview with you once they receive their license.

You can find lower-funnel leads by contacting local real estate schools and asking them if you can present your team or agency to their classes. They may ask you to bring lunch or snacks for the students in exchange for a 15-minute presentation.

How to Support New Agents

If you plan to recruit brand new agents or ones who have only sold a few homes in the past year, be prepared to spend a lot of time training them in marketing, buyer and seller presentations, managing a database, and writing and negotiating contracts.

If you choose to hire more than a few new agents at a time, you’ll need a designated mentor or trainer and a detailed educational program at your brokerage. Otherwise, their needs will impact your personal real estate production. In short, if you don’t have the resources to train new agents, don’t recruit them.

Fortunately, we provide plenty of training resources for new agents at YKC.

Visit YKC

Finding & Recruiting Producing Real Estate Agents

If you’re recruiting producing agents, you need an idea of their production and contact information. You can find it manually through CEA's Public Register in Singapore or your Multiple Listing Service (MLS) in North America. Most MLS offer the ability to search closed transactions.

Begin with a search of recently sold homes in your target territory. Download the list and sort by the listing agent’s name, which shows how many closings each agent has had in your area.

In a sample search of 1,500 closed transactions, I identified more than 100 producing agents—great potential leads who sold two or more properties in my territory in the past six months.

How to Support Producing Agents

Producing agents have basic needs that include a good website, an excellent customer relationship management (CRM) tool, lead generation support, and a sense of community. They are the easiest agents to manage but also the easiest to overlook—which makes them susceptible to getting poached by other agencies.

Creating a strong sense of community in your team or brokerage is key. Conduct regular team meetings, group lead generation activities, and mobilize around a common vision or cause to ensure everyone feels seen, appreciated, and supported.

The Secret to Attracting, Recruiting & Retaining Top-producing Real Estate Agents

Recruiting top-producing real estate agents (typically, those who sell more than 30 homes a year) is all about knowing what they’re looking for: opportunities, recognition for their efforts, and/or a better compensation plan.

Opportunities

For top producers, opportunity could mean a leadership role, impressive title, learning something new, or accessing better training or mentors.

Recognition

Some top producers thrive on the approval of others (like me!). And believe it or not, many companies aren’t good at giving credit or recognition. Top producers typically invest more time and money into their businesses than other agents, helping to grow your brokerage brand.

For this reason, I believe they deserve special treatment. You don’t need to kiss their butt; they just need to feel appreciated. Create unique, exclusive experiences like inviting them to special events.

Compensation

Many top producers negotiated their compensation plan long before becoming top producers. They’re now paying an unfair share of their commissions to their brokerage and are looking for a better compensation plan. Nonetheless, changing your compensation model to accommodate a top producer could lead to resentment among other agents on your team and divide your brokerage.

Instead, build your team or brokerage compensation plan to attract financially conscious top producers. If you already have an established compensation model, consider offering an upfront signing bonus.

The Best Scripts for Recruiting Real Estate Agents

If you only learn one thing about recruiting scripts from this article, it should be this: The best script is the truth. So get very clear about who you are and are not.

If you are a top-producing team that wants to build your brokerage brand, make that clear in your script. You might not appeal to a top producer who wants to grow their own personal brand, but you will attract mid-level agents who want to be part of something exciting and who aren’t concerned about being the “Top Dog.”

The key to recruiting success is to find the right candidates to join your organization, and not to get appointments with everyone with a real estate license. Think of your scripts as a means of weeding out the agents who don’t fit with your goals and culture. With this in mind, here are the four most effective scripts I have used to recruit producing agents for my coaching clients.

The Best ‘New to the Area’ Recruiting Script

This is a great script if you or your brokerage are new to the area. Once you’ve gathered a list of recruiting leads using the MLS or CEA's Public Register, use the following script to contact them. The secret to success with this script is to start with a tone of curiosity in your voice.

Hello [Name],

This is [Your Name] with [Team, Brokerage or Agency].

I see that you have recently sold [#] homes in the [specific location] area.

Do you specialize in [that specific location]?

Are you looking to do more business in [that specific location]?

[If they say YES … shift your voice to excitement!]

Great! The reason for my call today is because we recently opened a new office in [location], and we are looking to invest in a few agents to help them grow their business in [specific location].

Would you like to have a conversation about that?

Are you available ______ at [time/day]?

Many recruiters would scoff and say that this script is too direct because many companies reward recruiters for the number of appointments they set and not the quality of the lead or appointment.

Another concern I hear with this script is with the word invest. Recruiters say things like “I don’t have money to give them” or “We don’t BUY agents.” However, you can devote your time to mentoring them, provide extra leads, or invest financially. However you choose to invest is up to you.

But remember, if you don’t plan on investing in agents in some way, you are going to have a hard time recruiting talented agents and retaining the ones you already have right now.

The Most Effective Mid-level Agent Recruiting Script

Use this script with agents working in a specific community, neighbourhood, or town. Begin by paying attention to their advertising on Facebook, newspapers, and listing signs. When you see an agent who is marketing a unique message or new listing, contact them with the following script.

Hello [Name],

This is [Your Name] with [Team, Brokerage or Agency].

The reason I am calling is I saw your [advertisement or marketing campaign] and I was impressed by [the message, quality, or professionalism].

I see you have a listing in [specific location]. Do you sell most of your homes in [specific location]?

Are you interested in getting more listings in [specific location]?

We are also looking to grow in [specific location], and we are looking to invest in a few agents to help them grow their business there.

Would you like to have a conversation about that?

Are you available ______ at [time/day]?

This is one of my favourite recruiting scripts because it works on Facebook Messenger, text, and even on WhatsApp, as long as you are honest and transparent.

The Best Events & Seminar Agent Recruiting Scripts

Holding events and seminars is an outstanding way to attract learning-based agents. These agents are likely newer to the business or mid-level seasoned agents looking for new ideas.

Keep it a small event, and don’t hold it in your office. Agents will be too intimidated to come into the lion’s den.

It’s a best practice if you present the information or host the panel, which positions you as the expert … everyone wants to know the expert.

Trendy topics work best, like social media (especially TikTok) strategies, paid Facebook Ads, business planning, and cryptocurrency.

Here is the exact script I use to get real estate agents to my events:

Hello [Name],

This is [Your Name] with [Team, Brokerage or Agency].

The reason for my call is [vendor] and [team or brokerage] are holding an event for real estate agents called [event name], where we will go into detail about how to [specific goal].

Are you interested in attending?

[If they are interested, they will ask what day and time the event is.]

The event is on June 13, 2025 at [location]. It is limited to [five to 25] agents. Can I mark you down to hold your seat?

The secret to successfully recruiting at events is conversion. Think of your event like a lead magnet on your website. You need to offer something attendees want, but your end goal should be to convert them into recruitment leads.

The event is mainly for you to build trust through familiarity. They see you at an event, then later see you at an association meeting, and when you later call them to have coffee, they are more likely to listen to your recruitment pitch.

Try the Columbo Script

You may remember the TV detective series “Columbo,” where the main character would say, “Just one more thing” before revealing the secret that solves the mystery. At some point during an event, make the big reveal:

Hello [Name],

I am hosting this event because I am looking to grow my real estate agency / brokerage in [location] and want to [result you want to achieve]. I am looking for agents who are looking to [result you want to achieve] too.

Just one more thing … If you want to be more effective with [the event topic], then approach me after for [something of value, like a script, an example, or a worksheet]. This will help you achieve [the result you want to achieve] faster.

The Best Script for Recruiting Top-producing Agents

A recruiter’s greatest challenge is signing top-producing agents because their usual techniques often don’t resonate with successful agents who already have their own processes, systems and teams, a great personal brand, and tons of business.

Top producers are attracted to three things: opportunities, recognition, and compensation. As such, the secret to recruiting them is providing the special treatment they’ve earned. Be direct, clear, and concise. Either pick up the phone or walk into their office. An email, SMS or WhatsApp doesn’t work for this script.

Hello [Name],

This is [Your Name] with [Team, Brokerage or Agency]. You may not have heard of me, but I sure have heard of you.

The reason I am calling you today is to invite you to an opportunity that is only available to a select few top-producing agents like yourself. Are you available June 13, 2025?

[Pause. They will ask what the opportunity is.]

This is an exclusive opportunity, and due to privacy, I can’t share with you specifically what it is. But I can tell you that it’s limited, it’s real estate-related, and it’s a once-in-a-lifetime opportunity. Can you make it on June 13, 2025?

[At this point, they will reluctantly agree to meet or politely reject your offer.]

I am sure you are wondering what the opportunity is, right? That’s completely up to you to decide. Offer the opportunity to meet someone influential in the industry or join your organization on the ground floor before it reaches the next level. Whatever you decide, this script will help get them in the door.

Recruiting Real Estate Agents: How to Handle Common Objections

No ultimate guide to recruiting housing agents would be complete without addressing the common objections that real estate agents present, and how to counter them. Remember, you’re playing the long game. It’s important not to burn relationships by being too pushy. If you overuse objection handlers, you can come across as insensitive.

The Most Common Objections You’ll Hear & How to Respond to Them

"I don’t want to move at this time. (Too busy.)"

Honestly, as a successful, busy agent, there is never a good time to make a move. The good news is we can help make the transition easier. The sooner you can make the move, the sooner we can implement your new plan.

"I am loyal to my Leader/Agency. (I’m happy where I am.)"

I respect the fact that you are loyal. In fact, that is exactly why I am interested in working with you. Let’s be honest, if you were getting the support you needed, would you even be talking with me right now?

"I don’t want to leave my friends."

If I could demonstrate that we are not only a good fit for you, but it would also be good for them, how would you feel about bringing them by to meet me?

"I don’t want to deal with the hassle of changing companies."

I understand completely. Many busy agents who have already joined us had the same concern. That is why we help you with the transition. Let’s go over a transition plan.

"I don’t know how I can support myself without leads. (My broker gives me leads.)"

What percentage of your leads are coming from your company? What is your split on those leads? If I can show you how to generate more income without having to be handed leads, would you look at joining my team?

"Your company costs more than I pay now. (I don’t want to pay ______.)"

To make more money, you must increase revenue, not simply cut your expenses. It doesn’t matter if your expenses are $0 if you’re not generating enough income. I will show you how to make enough money that the additional expense won’t matter.

"I think I could sell more homes if I were with a better-known company."

NAR/CEA statistics show that consumers choose an agent by the company only 5% of the time. So if we can show you how to increase your business by 20%, would you be OK with a lesser-known company?

Key Takeaways: Recruiting Real Estate Agents to Your Team or Brokerage

All teams, brokerages and agencies face attrition. Losing agents over time means you’ll need a plan for recruiting real estate agents to maintain market share. Ultimately, your success lies in your ability to clearly communicate the services your team or brokerage provides to the right type of agents.

Your script is the first step in narrowing the field of agents in your territory. A good script is direct and to the point. It attracts or repels, allowing you to quickly sort the agents who are a good fit from the agents who are not.

How AgentLEADS Can Help You Recruit Top Real Estate Agents

For more than 1k real estate professionals, AgentLEADS is the software of choice for real estate transaction management because it’s purpose-built software with one goal in mind: To help the top real estate companies close more deals and grow.

AgentLEADS is simple. It doesn’t require a technical support team that needs to be available 24/7 to use it.
AgentLEADS is versatile. It doesn’t force admins and agents to learn an entirely new process from the ground up.
AgentLEADS is adaptable. It doesn’t compromise the closing of any of your active transactions.

With a proven blend of mobility, simplicity, and sophisticated technology, AgentLEADS is perfect for drawing top-producing agents to your company and keeping them there! Try it today, without a credit card or commitment, and see for yourself why the country’s top agencies trust AgentLEADS to help them recruit and retain the best real estate agents.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

Yasser Khan is a real estate coach and trainer at YasserKhan.SG and the author of Property Agent Secrets Book who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

The post The Complete Guide to Recruiting Real Estate Agents appeared first on Yasser Khan's Real Estate Agent Success Coaching.

Beginner’s Guide to Being a Real Estate Agent

Yasser Khan — Sun, 24 Apr 2022 22:00:00 +0000

The World of Selling Real Estate

There are many different players in the residential real estate industry—property managers, publishers, builders, banks, and government agencies, to say nothing of buyers, sellers, and renters. Nevertheless, the real movers and shakers are the intermediaries, the people constantly moving between and communicating with all of these players: agents and brokerages/agencies.

The real estate agent is the workhorse of the industry. He’s a salesman one moment, a buyer’s advocate the next; he’s an analyst, an auctioneer, a consultant, a negotiator, and a marketer; he occasionally performs the services of an appraiser, a clerk, and a loan officer; he accommodates and ferries around his clients on nights and weekends, and often works well beyond forty hours a week.

Basically, a real estate agent does a little bit of everything. For that, a modest real estate commission is paid (provided, of course, that the deal is closed). It’s no wonder, then, that so many agents cycle in and out of the industry. It’s also no wonder that demand for their services remains high even in a slow market.

Overwhelmed? Don’t be: this guide will tell you everything you need to know about the challenges and essentials of being real estate agent, as well as important tips to help you get off to a strong start.

In recent years we’ve seen some new trends when it comes to the consumer’s relationship with the real estate industry. More than ever before, the average person has access to the kinds of statistics, market analyses, technology, and expert opinions that were previously reserved for people who actively made their living as a real estate agent.

Consider, for instance, the guide you’re reading. Before the Internet, much of this information would only exist in the mouths of working agents or in agent licensure textbooks. Consumers had little need for this information because they trusted their real estate professional to know it.

So let's get some basic definitions out of the way first...

The Four Types of Real Estate

As a physical entity, real estate includes four different categories of property: residential, commercial, industrial, and land.

1. Residential

Residential includes new construction and resale homes. You probably know residential real estate as single-family homes. This category also includes high rise flats, condominiums, landed, townhouses, duplexes, and vacation homes.

2. Commercial

Commercial real estate primarily includes places of business. This category includes shopping centres, malls, hospitals, colleges, hotels, and offices.

3. Industrial

Industrial includes manufacturing buildings and warehouses used for research, production, storage, and product distribution.

4. Land

Land refers to vacant land, such as undeveloped land and land on which homes or buildings are being assembled.

It’s important to understand the different types of real estate because the sale and purchase of property differ depending on its type. Other processes such as zoning, construction, and appraisal are handled independently, too.

Because these categories and their rules and regulations are so different, real estate agents typically specialize in one specific type. Next, I'll talk more about real estate agencies below.

Who's Who in Real Estate

The real estate industry is complicated, and a lot goes into each transaction. For this reason, there’s a multitude of people involved in the process. If you’ve ever bought or sold property, you’ve likely worked with some or all of these specialists.

Different Types of Real Estate Agents

There are several different types of real estate agents that are involved in the purchase or sale of residential real estate. I'll break each one down below.

The Real Estate Agent

The real estate agent acts as a liaison between buyers or sellers and the industry itself. They’re responsible for finding potential property, listing property, negotiating prices, and much more. While some agents work with both buyers and sellers, most specialize in one or the other. This is because the responsibilities of each are very distinct.

The Seller’s (Listing) Agent

The seller’s agent works exclusively with people selling real estate, such as a home or office building. They’re also called a “listing” agent because they list property under their name and brokerage/agency for others to find. (I'll talk about the listing process below.)

Listing agents are responsible for a variety of things:

Helping determine the selling price of the property
Listing and marketing the property
Managing open houses and showings
Answering questions of potential buyers
Guiding the negotiating of the sale price
Coordinating the sale and closing process

For residential sales, listing agents typically make 2% of the gross sale price (more outside Singapore), paid by the seller(s) — who pay another percentage to the buyer's agent. For example, listing contracts written are for X% with X% offered to the cooperating agent.

The Buyer’s Agent

On the other hand, the buyer’s agent works with people looking to buy real estate. They’re responsible for finding potential property, organizing showings and walkthroughs, negotiating on behalf of their clients, and assisting during the purchase and closing process.

Buyer clients typically don’t pay for working with a buyer’s agent. If they successfully organize a real estate transaction, buyer’s agents make 1% of the gross sale price, also paid by the seller.

Real Estate License

In order for a member of the public to assist individuals with the lease, purchase, or sale of real estate, they must have a real estate license issued by the state or jurisdiction in which the property exists. Each state has individual requirements for obtaining a real estate license including the number of hours of education, testing prerequisites, and licensing fees.

The Broker

Outside of Singapore, the real estate broker is considered one step above the agent. (The broker's equivalent in Singapore is the Key Executive Officer.) Although the rules vary across countries, brokers & KEOs typically have more education and licensing than agents. Because of this, brokers can form their own real estate brokerage and hire agents as salespeople.

The Mortgage Lender

The mortgage lender is a financial institution that gives you money to fund your mortgage loan. Usually it's a bank, but not always. When purchasing real estate, it’s encouraged to get pre-approved for a loan before touring and bidding on real estate. Real estate buyers will likely work closely with a mortgage lender before looking at homes or property.

The Appraiser

The appraiser works independently of the buying and selling party to determine the value of property. The appraiser is typically chosen by the mortgage lender as it’s in their best interest to get the fair and accurate value of a home or building. The property must appraise for the agreed-upon contracted sales price in order for the lender to grant the loan.

From conducting a room-by-room walk-through to reviewing exterior and interior conditions, the appraiser does most of their job on-site and reports back to the lender.

The Inspector

Whereas appraisers are hired by lenders to determine the monetary value of a property, inspectors are hired by potential buyers to determine the structure, safety, and possible defects or damage in a home. It’s a lengthy process; inspectors are responsible for reviewing hundreds of items when looking over a building.

The Conveyancing Lawyer

The closing, or transactional, real estate lawyer is simply an attorney that specializes in real estate law or conveyancing. He or she is sometimes referred to as a “closing” lawyer because that’s when most buyers or sellers encounter them — at closing. (We cover the closing process in the next section below.)

Real estate lawyers help buyers or sellers understand the legal documents with which they’re presented throughout the real estate process.

Each of these individuals is a vital part of the real estate process. Next, we'll see that process in action step-by-step.

The Real Estate Process

Depending on the type of property and people involved, the specific steps within each real estate transaction might fluctuate a bit. But for the most part, the majority of transactions look the same.

For the sake of continuity and simplicity, we’re going to use a residential transaction to outline the real estate process. Commercial and industrial transactions follow a comparable process, but the residential process is likely the most relatable among consumers.

I’ll cover both the seller’s and buyer’s perspectives below.

1. Hire an agent

When someone decides to sell their home, the first thing he or she might do is hire a listing agent (unless they decide to sell it themselves as a For Sale By Owner — which I'll explain later).

Historically, clients have found their listing agents through personal recommendations or a local advertisement in a newspaper or flyer. Nowadays, some sellers find their agents through online means, like social media, online advertisements, or property portals like Zillow or PropertyGuru. We talk more about some of these methods in the next section.

Listing agents typically give a listing presentation. This pitch will also highlight how they’d price and market your home, what their commission structure is, and other competitive advantages. This helps clients decide which agent is the best fit.

When someone decides to buy a home, he or she might do one of two things: secure a buyer’s agent who can help them discover and shop for property, or start shopping for property themselves, choosing to hire an agent after they’ve found a property they like.

There’s no right or wrong way to go about hiring a buyer’s agent, although an agent might introduce you to potential properties you might’ve not otherwise found on your own. Interviewing and securing a buyer's agent at the beginning of the real estate process can be much more rewarding than simply letting the listing agent take care of both sides. Buyers can benefit from representation, too.

2. List/View the property

As a seller, the next step would be listing your property so potential buyers can find it. Here are the steps for listing and viewing property.

Determine the price of your home. Your real estate agent can help you calculate this using your home’s location, condition, amenities and upgrades, and the price of similar properties. Agents will compile a comparative market analysis (CMA) to help you understand how and why your home is priced the way it is.
If outside Singapore, enter your home into the Internet Data Exchange (IDX). The IDX is a platform that your real estate agent has access to. It brings together real estate listings from all over North America. It enables members of the multiple listing service (MLS) to share and market their properties to other agents and potential buyers.
In Singapore, enter your home into Agency's database and online property portals like PropertyGuru, 99co, SRX, thereby making listings publicly accessible.
Market your home. Whether they invest in traditional methods or list your home on other real estate websites, these marketing tactics will increase the exposure of your property to other agents and buyers.

Hosting open houses and showings with buyers. Open houses and showings give potential buyers a first-hand look at your home. These in-person experiences also allow buyers to ask questions and express concerns — saving both parties time and energy in the long run. Some agents may opt to create real estate videos and virtual staging opportunities for your home, too.

Some sellers opt to sell their homes themselves, which is referred to as For Sale By Owner (FSBO). FSBOs theoretically save sellers commission money (since seller clients pay both the listing and buyer’s agents), but in turn, they don’t get access to CMAs, the IDX, or any agent knowledge or marketing. In some cases, FSBO sellers may pay a cooperating commission to the buyer’s agent working with whoever buys their home.

As a buyer, this step would involve researching and viewing properties. Some people use sites like Zillow or PropertyGuru to find potential homes within their price range while others rely on their agent to discover property and schedule showings.

Typically, buyers will attend open houses to get a feel for a property and its location, condition, and amenities. Then, they’ll schedule dedicated showings with their agent (or the listing agent) at which they’ll walk through the property and ask more specific questions.

Recall how we mentioned that buyers should be pre-approved for a loan before searching for homes. Why? Because if a buyer views a home they want to buy, they should be prepared to place an offer on the spot, especially in a highly competitive housing market.

If someone were to view a property they liked then seek out a loan pre-approval, the process could take weeks. No seller would wait that long if they have other offers.

3. Close on the property

Let’s say you’re selling your home, and someone wants to buy it. What happens then?

Well, first, the potential buyer would place an offer on your home. This offer could be exactly at asking price, below or above, depending on how competitive the market is and how quickly you and/or the seller want to close. Then, you’d consider the offer, consult with your agent (if you have one), and accept or deny. There could be a little back-and-forth, or both parties could immediately agree and immediately sign a sales contract.

(If you, the seller, had entered into an agreement in North America with a right-of-first-refusal clause, you’d have to let that potentially interested party view and make an offer on your property before any other parties. Right-of-first-refusal clauses are typically written into contracts between family members, tenants, landlords, and in the case of a homeowners association.)

As the seller, the next few steps don’t directly involve you. At this point, the buyer would submit his or her earnest money, order an inspection of your home, and work with their mortgage lender to secure an appraisal and set up their mortgage. You might have to address any concerns or questions during this period, but for the most part, you sit back and wait.

The next time you see the buyers will be at closing. A home closing is basically a fancy term for when the property title is transferred, the down payment is made, and the seller and buyer’s names are signed a bunch of times. After closing, you’d hand over the keys and be on your merry way … albeit thousands of dollars richer.

Let’s flip the script and say you’re buying a home. (Congratulations!)

We already know you’ve made an offer that’s been accepted, and you’ve signed a sales contract. What happens now? Well, the bulk of this process involves you making sure the house is exactly what you want to purchase — and you have to do all of this within the timeline spelled out in your contract.

First, you’d submit your earnest money (or Option Fee in the Singapore context, which is payable for an Option to Purchase). This tells the seller, “Hey, we’re serious about this purchase.” FYI, earnest money or Option Fee is not your down payment — that goes to your mortgage lender. It’s held until closing and is credited to the buyer. Next, you’d order an inspection to see if there are any repairs that should be done before closing. (The party responsible for the repairs is to be negotiated between the sellers and buyers.) At the same time, you’d alert your lender that you’re under contract and begin the paperwork to secure your loan.

After the inspection is complete, you and your lender will order an appraisal to ensure the value of the home matches your offer and mortgage. You’d research and order home insurance (often required by lenders), and schedule your utilities and closing. At closing, you’d bring proof of your mortgage, home insurance, and any required documentation to assume the home title and sign all required documents.

Voila! The home is yours!

Real Estate Marketing Strategies

So, we’ve covered the real estate process from the perspective of both buyer and seller. What about the real estate agent? Agents and agents-to-be, I haven’t forgotten you. This section is dedicated to one of the most important parts of your job — marketing your homes and yourself (and your real estate business).

Pause. What do you mean by “myself”?

Well, being a real estate agent is sort of like being your own entity. You may represent a brokerage or an agency, but for the most part, you have to sell yourself as an agent, knowledge base, negotiator, marketer, financing guru, and industry know-it-all. Your clients will rely on you for one of the biggest transactions (both financially and emotionally) of their lifetime. You have to be, in their eyes, the best.

Better yet, the more you market yourself, the more you inherently market the homes and properties you represent. It’s a win-win!

Real estate is a unique industry when it comes to building a marketing strategy. Some industries and businesses focus solely on digital marketing methods, while others invest in traditional tactics like postcards and billboards.

In real estate, you’ll likely do all the above. For the most part, the majority of agents don’t define a target audience for their marketing strategy — they simply want clients and buyers. The wider the net, the more people they’ll attract, and the more revenue they’ll bring in and homes they’ll sell.

(Note: This target audience strategy is not typical of most businesses. In most cases, defining a targeted buyer persona for marketing is the way to go.)

So, let’s talk about the different ways you can market as a real estate agent. I'll break it up by type of marketing and discuss both inbound and outbound methods.

1. Digital Marketing

The world of digital marketing is seemingly endless. Does this mean you should invest in each and every marketing opportunity? Not quite, especially if you’re a new agent. Start out with a few of these strategies and then expand as your commission allows.

Website

A website builds awareness around your personal brand as an agent and markets the homes you have for sale. More buyers and sellers are online than ever before, so if you’re not online, you’re missing out on revenue and clients.

Having an online presence as a real estate agent also speaks volumes about your legitimacy and how seriously you take your job. At the minimum, it should have information about yourself (including a stellar bio), how to contact you, and any homes you’re currently selling.

Blog

Running a blog is another way to attract clients, build trust with visitors, and prove your real estate expertise. Also, the mystery and complexity of the industry can play to your advantage. Your visitors and clients will inevitably have questions and your real estate blog can hold the answers.

Consider making your blog part of your website. This will keep visitors on-site and further market yourself as an agent. When you start your blog, post as often as you want, but however often you choose, be sure you can keep a consistent cadence. Need ideas? Pay attention to the questions your clients are asking or perhaps blog about a home that you’re selling.

Social Media

Did you know that over 74% of agents use Facebook and LinkedIn to market their businesses? Social media is pretty much a non-negotiable in the real estate world, and there are plenty of ways to leverage social media for your marketing. A dedicated page on Facebook can help you connect with potential clients, market your homes, and share your blog content, and an Instagram account gives you a place to share those high-quality real estate photos.

Social media is also a great way to connect with clients personally. As an individual marketing him- or herself, it’s important to create personal, emotional connections in an effort to get business. When it comes to buying or selling a home, clients don’t just need to know that you can do your job, they need to know that they can trust you, too.

Email

Email is another great way to market to clients, regardless of their demographic or stage in the buyer’s (or seller’s) journey. Whether they’re actively looking for a new home or you simply have their email address from an online form, email can help you stay connected and top-of-mind.

One great way to do this is through an email real estate newsletter. Newsletters are easy, templated tactics that also allow you to get creative with your content. In your newsletter, you can include current homes for sale, client testimonials, fun personal facts, and local events.

Paid Advertisements

There are pros and cons to paying for advertisements, whether about your real estate business or your current properties. If you do choose to pay for advertisements, such as social media ads, banner ads, or even native ads, be sure you’re targeting the correct geographical locations (since you’d likely not work with clients hundreds of miles away). Consider paying for ads on local interior design sites or family-oriented blogs, or even on your own personal real estate blog. That way, you can know your advertisements are being seen by valuable audiences.

2. Traditional Marketing

In the real estate world, traditional marketing methods are hardly outdated. This is for a few reasons.

Firstly, real estate is a heavily location-based industry. While it might not make sense for an e-commerce business to market in local magazines or on bus benches, it would for local real estate agents looking to work with people in the area. Secondly, traditional marketing methods can be more cost-effective and produce a greater ROI, especially when marketing locally.

Test out a few of these strategies and see what works best for you.

Business Cards and Postcards

Business cards are another non-negotiable for real estate agents. Between open houses, local events, and simply running into people on the street, you’ll likely always be in need of a business card that has your phone number and email address. Real estate business cards also give you a chance to show your personality and stay top-of-mind with potential clients.

Postcards, on the other hand, are super effective for marketing homes for sale. Not only is there ample space for photos and text, but real estate postcards are also easy to pass out, cheap to mail, and quick to read.

Direct Mail

Direct mailers may seem old-school, but they’re actually quite effective in the real estate industry. In fact, direct mail open rates were up to 90% in 2021 last year.

Whether you mail postcards, personal flyers, newsletters, or other content, direct mailers are a great way to target a specific neighborhood or area in your city. It’s a tried-and-true method that can work alone or in tandem with other strategies.

Local Advertising

You can advertise locally in a few different ways. For one, you can pay for local advertisements in magazines, newsletters, bus benches, and billboards. Secondly, you can leave your postcards and business cards throughout your target area, or partner with businesses that will advertise for you for free.

On the other (more creative) hand, consider contributing to local magazines or running a column of your own. This follows the same inbound methodology that blogging and guest posting does, except it targets your neighbors and local clients. It also gives you a chance to build trust with readers and potential clients.

3. Word-of-Mouth Marketing

Word-of-Mouth (WOM) marketing is the most effective tactic for real estate agents. That’s why I’ve made this its own section. Collecting testimonials from past clients is crucial to your business and marketing strategy.

Reviews and Recommendations

Whether you’ve worked with one client or 100 clients, always ask for referrals and recommendations. As you finish with each client, ask for a few sentences about your service and performance as an agent, and request that they submit their testimonials to sites like Yelp, Zillow, and Realtor.com. You can publish these testimonials on your website, too.

How can you ensure solid reviews? Be a great real estate agent. It’s as simple as that. Provide amazing service, do your best work, and make a great impression on clients. Consider going above and beyond with a gift at closing, so your clients will remember you.

Real estate is a prime example of how current and past customers are your very best marketers. By treating each client with exceptional service, you can ensure referrals for years to come.

Get Real with Real Estate

Real estate is a tricky, complex industry, but it’s nonetheless vital to our economy and lifestyle. Whether you’re someone interested in buying their first house or you’re curious about real estate as a career, it’s important to understand the real estate process and the roles both consumers and agents play in each transaction.

Real estate is an industry that plays by its own rules. As technology, incomes, buying habits, and lifestyles change, real estate will only become more complex and exciting. It’s your job to stay on top of it.

See this: Yasser Khan’s Shocking Untold Story

It's a Business, Not a Hobby

Today, Realtors are active all over the blogosphere, even making a buck by telling consumers how to do their jobs. “How to Make Money in Real Estate: Five Easy Steps.” Consequently, some seem to think of becoming a real estate agent like taking up a hobby, something to occupy your down time and earn you quick cash at the same time.

But most hobbies are cheap, and even the expensive ones are about the sheer enjoyment of the activity. With a hobby, you’re allowed to be careless because you don’t have anything to lose. Neglect your herb garden for a few days? No big deal. Don’t play your guitar for a month? It’ll still be there when your fingers get the itch.

Real estate, on the other hand, is a business. It’s about money, and as the market has shown in the last few years, when you get careless in real estate, you stand to lose a lot of it. As an agent, you’re an independent contractor, which means it’s up to you to manage your own business. Any agent who picks up your slack isn’t handing it back to you.

Finally, hobbies are personal, while real estate is professional. Typically, only the people with whom you choose to share your hobbies know about them, which means they don’t have a huge impact on your public image. (Unless, of course, you’re still collecting watches).

But since your conduct as a real estate agent takes place in the professional world, it has much a longer paper trail. Pretty much anyone can find out about it. Fail to satisfy a client, and you’re telling her and everyone she knows that you’re unreliable—which can have serious consequences for other areas of your life.

None of this means you shouldn’t enjoy working as a Realtor. On the contrary, you’re not likely to be successful if you don’t. But the best agents are those who marry the pleasure they get from their work to an understanding that it’s work.

No matter what business you’re in, selling is hard. As a real estate agent, however, the challenge is even greater because repeat customers are few and far in between.

Homes, after all, are not electronics or fashion items. They’re not designed to be replaced after a year, nor do they become obsolete. People buy homes with the intention of staying put. In a perfect world, your clients won’t need you again for a long time.

Check also: How to Make More Money & Live Your Dream Lifestyle

The Sales Machine: Leads & Listings

True, unforeseen circumstances require people to move, and according to the latest North America census, around 61 percent of all movers stayed within the same county, which means more than two-thirds of movers could be returning to the same Realtor. Nevertheless, altogether only 9 percent of the U.S. population changed residences between 2019-2020. That’s a slight decrease since 2018.

Furthermore, these statistics vary widely depending on where you live. So how do you grow your business when demand for your services is limited? By working both sides of the real estate equation. In the old days, agents worked exclusively with sellers, listing their properties for sale and rent. Back then, your job was to get the word out about a seller’s property and attract buyers. The more listings you had, the better off you were.

Today, however, it’s also common to work with the buyer. In this scenario, success is all about leads, people who are interested in buying a home. Once you’ve found a lead, your job is to turn him from a prospect to a customer by helping him secure the home he’d like to rent or purchase.

This usually means you’re a matchmaker, connecting buyers with listings your agency already has. You could also be an advocate, helping them browse someone else’s listings. In either case, the arrangement is basically the same: agents use their experience to ensure that buyers don’t get screwed. Instead of selling a property, you’re selling your expertise.

So which is more important, leads or listings? That depends on your location. But regardless of the figures, it’s crucial to keep a close eye on both. In a difficult market and a changing industry, the best path to success for an agent is to be adaptable and willing to work with sellers and buyers. Concentrate solely on one, and you’ll find yourself struggling to keep your business afloat.

Every agent is glued to his iPhone or laptop screen these days. However, it’s important to remember on the other side of all those zeroes and ones are real people, and they’re the ones who keep your business going.

Read this: How to Get Real Estate Seller Leads for Less Than $20 a Day?

Check also: Evergreen Guide to Real Estate Lead Generation in 2022

Relationships are Everything

Relationships are your bread and butter—and when I say that, I'm not talking the little appetizers you eat before your main meal arrives.

To understand how to maximize your relationships as a real estate agent, start by asking the basic questions: who do you know, and who knows you? The answers will go far in revealing the extent of your sphere of influence, the collection of people for whom you and your business have weight. The greater your sphere of influence, the more of a magnet you become for prospects—and the better your chances of turning them into customers.

The cliché goes that real estate is all about location, location, location. This isn’t just about inventory: it’s about involvement. To maximize your business, you need to participate in your community. Join your local Realtor’s association. Coach a little league team. Attend town government meetings. Get exposure in the flesh, and make sure people know what you do.

By showing you’re interested in the life of your community, you demonstrate that you have a personal stake in all the business you do as a real estate agent. You should also treat everyone you meet with the same courtesy and attention, no matter who they are or what they can do for you—after all, you never know who may become a customer. But that doesn't mean you should shove your services down anybody who even looks like a human!

Knowing and being known by as many people as possible is crucial, especially when there aren’t a lot of prospects to go around. But while quantity is good, quality is even better. Visibility is great, but if your only goal is to get everyone and anyone on the hook, knowing everybody in town will actually work against you. Your reputation in your community greatly influences your trade. People obviously want to work with agents they trust.

The most sustainable business model is one in which your transactions with others are always mutually beneficial. Real estate is about making money; but focus too much on your profit margins, and you’ll find you have fewer and fewer customers looking to hand theirs over. Nobody wants to work with overly greedy people.

Finally, once you’ve established your relationships, it’s vital to keep them up, whether or not they’re making you money right now. Follow up with recent customers to see how they’re settling in. Distribute an email newsletter to all your clients. Send personalized notes and birthday cards. Use social media and maintain a presence online. If you feel like you haven’t spoken to an old customer in a while, send them an email to ask how they’re doing. The gesture only takes a minute or two, and it can pay huge dividends in the long run.

Each contact you make has a value, and each customer has a lifetime value. Lose contact with your prospects, leads and customers, and you’ll be squandering your greatest asset.

Read: How Shy Realtors Are Finding Success

Check also: How Can Introverts Make EXCELLENT Real Estate Agents?

You are a Brand

It’s often said that as a salesman, you’re not just selling your product: you’re selling yourself. That’s why as a real estate agent, it’s important to develop a personality.

I'm not saying you don’t have one: I'm just suggesting that you lean into it. Whether you’re a pet lover, a motorcycle enthusiast, a foodie or an online gamer, don’t hide your personality: embrace it. You’re in real estate—so, for God’s sake, be real. Your personality fosters relationships, which builds your reputation, which generates leads. You get the picture.

Getting involved in the life of a community helps build your relationships, but it’s important that your involvement be consistent with who you are as a person. Enthusiasm is difficult to fake, so if something you say or do doesn’t ring true to you, people will pick up on it.

If you’re an avid meat lover, for instance, looking for leads at a vegan meeting probably isn’t a good idea—and in fact, it may cause both the people you meet and the people you already know to think of you as a hypocrite.

Instead, you’re better off finding opportunities to broadcast yourself to people with whom you have common ground. As far as those opportunities go, some say it’s better to keep politics and religion out of business, and in many cases those people are right. But politics and religion build strong communities, and depending on where you are, getting involved can have huge benefits. At the same time, it’s important for you to decide what you’re comfortable wearing on your sleeve.

Finally, I'm talking about work here, so it’s important to see personality in a professional context. In general, moderation and a sense of boundaries are keys to success. Come on too strong or get too personal in your dealings with clients, and you may end up alienating more people than you connect with.

Instead, let customers be the ones to open up to you, and they’ll often be happier for it—after all, many people enjoy talking about themselves more than anything else.

Check also: How to Answer “What Makes YOU Different from Your Competitors?”

Work it Like You Want it

The fact of the matter is, things have changed nowadays, and as a new agent, you’ll have to accept that more than anyone else. The days of plenty are over, and that means the only way to be a successful agent is to have 'hustle'.

Talk to any top producing agent about their work habits, and you’ll find he or she is an incredibly hard worker. Successful businesses don’t create themselves, and being a Realtor is no exception. There’s a direct correlation between how hard you work and how successful you will be.

Still, having hustle doesn’t simply mean working twelve-hour days from Mondays to Fridays. After all, working in real estate isn’t just about putting in a lot of time—it’s about putting in the right time and doing what’s necessary to close the deal.

Because of this, hustle is also about being prepared to work at a moment’s notice. It’s about getting a phone call from a potential buyer at eight o’clock on a Friday night, when you’re sprawled out on the couch watching a movie, and not thinking twice about contacting your client to set up a meeting.

Are we saying you should neglect your responsibility to your family or your spouse for the sake of work? Of course not. But if the benefits of working outweigh the benefits of whatever you happen to be doing when an opportunity presents itself, you need to be prepared to suck it up.

If this all sounds incredibly difficult, here’s a bit of encouragement: most people, and in particular most agents, don’t work hard enough. If they did, they’d all be top producers. So don’t worry about competing with every agent on the planet. If you work hard enough, you’ll be in a class of your own.

Red this: The Hidden Price of Success NOBODY is Telling You About

Measure, Analyze, and Evaluate

We’ve discussed the importance of hustle in becoming a successful agent. But no matter how hard you work, if you don’t measure your performance, you won’t know whether that labour is yielding results. This is not just a fact of real estate: it’s a fact of life.

The most significant gains come from consciously reflecting on the way we do things and actively questioning whether that’s what works best. The top footballers spend hours watching film, examining their kicks and looking for missed opportunities. The best teachers don’t wait for their annual evaluation to determine if they’re doing all they can for their students. Instead, they ask themselves that question after every lesson.

Similarly, as a real estate agent, you should constantly be examining and measuring your performance. You can do this in a number of ways. First and foremost, consider keeping a daily journal to record your impressions of that day’s work. Keep count of how many prospects you talked to and how those conversations went.

At the end of the day, determine what you accomplished. Did you get enough done? If not, why might that be? No need to get incredibly detailed: just get into the habit of jotting down a few ideas. You’ll have time to organize them into something more coherent later.

You can also learn a lot about your performance by taking a long term view of your prospects. Track them from beginning to end and figure out what your pipeline looks like. Are some parts of your sales strategy working better than others? Do you tend to lose prospects at a particular stage? If so, you might need to change your approach.

Finally, crunch the numbers to see the results your work is really getting you in black and white. Check your prospects against the numbers you have and the numbers you need. Getting a lot of leads, but not making a lot of sales? You may be better off devoting more time to fewer clients. How many closings do you need to make a living? Compare your statistics to that number and set goals accordingly.

Start making a weekly list of skills you plan to work on or solutions you plan to try out. At the end of the week, evaluate your progress. Did you practice what you set out to practice? Did the corrections you made lead to more prospects, more sales, more success? If not, why do you think that is, and what else could you try next week?

Make no mistake, self-evaluation is usually not fun, and it can add a lot of work to an already hectic schedule. But if you’re really committed to being a successful real estate agent, you’ll find the time—and pretty soon, you’ll see the results.

Check also: Why This ONE Underrated Skill Will Determine Your Long Term Success as a Realtor?

Use Technology, or Be Owned by it

Let us tell you what you already know: the Internet has transformed the entire real estate industry. Twenty years ago, potential real estate buyers were largely in the dark about their choices; all they had were a string of abbreviations and a grainy photograph of a property’s exterior.

Real estate professionals, on the other hand, were wizards. They had a secret, mysterious knowledge of their trade, and clients could benefit from that knowledge for a price.

Welcome to the twenty-first century. Today, there are no secrets. Buyers can view live video feeds of the area, read reviews of your agency, get perspectives on the neighbourhood from current residents, access government statistics on traffic and environmental hazards, check the seller’s asking price against trends for the surrounding area, take virtual tours of every single room, even sign contracts digitally.

Nevertheless, if clients now have increased access to information, agents also have increased access to potential clients. Social media and marketing technology are changing the way agents interact with their clients. Ten years ago, Facebook didn’t exist; today, more than 80 percent of real estate professionals are using the service in their jobs.

This has led not just to changes in communication, but more importantly, to changes in advertising and marketing. The Internet has come to dominate real estate marketing. That means there are increased opportunities to reach potential clients more quickly, more efficiently, and more cheaply.

On the other hand, this also means there’s more pressure on agents to adopt the new tools. But agents who complain by responding that they “just don’t understand technology” are ignoring their business sense. Fads and trends become norms on the Internet for a reason: because they make life easier, they make life better, and they make people money. True, there’s a learning curve, particularly for agents who didn’t come of age with the Internet; but that’s no excuse for ignoring it.

An effective real estate agent keeps current and continues to educate himself on the ways technology is being adopted and adapted to the industry. That means humbling yourself and asking people in the know, who are very often younger. There are also more formal ways to educate yourself. Read books. Take classes. Go to conferences. Put in the time.

Finally, it’s important to remember that when it comes to technology, just because you have to understand it doesn’t mean you have to be an expert. You always have the option of recruiting someone else to handle your technology for you. Nevertheless, you’ll have to know enough to be sure that you’re not throwing your money away. Hiring someone to build your website will be a waste of time if what they produce is based on the demands of last decade's customers.

This brings to mind a final point about technology: perhaps the biggest challenge of using it is the fact that it’s always changing. But that’s all the more reason to be active about adopting it. Don’t wait for some grand epiphany: search for knowledge. It’s part of your job.

Read: The REAL Reason Why Technology Can Never Kill Off a Realtor’s Job

Check also: Automate Your Real Estate Business Using AgentLEADS

Know Your Market

Though more real estate professionals are beginning to work internationally thanks to globalization and the ease of communication, most agents continue to work close to home. This brings us to an important and often-overlooked fact about the real estate industry—namely, that it isn’t a single industry at all, but rather a collection of local and regional markets.

Though in many ways we’re no longer limited by geography and boundaries, the real estate profession is still regulated at the state level, and country level. True, some of the differences in laws practices between countries may seem arbitrary; others, however, exist for a good reason. But regardless of how you feel about this reality, you must accept it and plan accordingly

The dynamics of your market can have a profound effect on how you conduct your business, and with whom—and the lower to the ground you are, the more evident this becomes.

Your location as an agent has an enormous effect on how you do your job. The technologies and software that work for agents in Kuala Lumpur and Singapore may not be right for agents in New York or Los Angeles. It’s up to you to learn what aspects of your business you need to focus on and what solutions to employ in order to be responsive to your clients’ needs.

Check also: DIY Home Buyers: Curse or Cure?

Seek Out Great Teachers

In Part 6, we talked about learning and improving from reflecting on and measuring your own performance. One of your greatest assets as a real estate agent is self-reliance. But you should still look elsewhere for guidance and support, especially if you’re new to the game. Let’s get philosophical for a second here. We live in a subjective world. Everything you experience is coloured by the unique flavour of your consciousness. This means that we all see the world differently, but it also means we all see ourselves differently. That goes for your reflection in the mirror as well as your sense of your abilities. This has major implications for your work as a real estate agent. Confidence is an important quality in a salesman; but too much confidence can alienate your prospects—and if there’s a truth about confidence, it’s that the person who has too much doesn’t know it.

The only way to solve this problem is to “average” your perspective as an agent with those of the agents around you—and the top performers are the ones who have done this work for themselves. Start by building and maintaining your relationships with your fellow agents and brokers, the people you see every day. You’ll not only strengthen the network of contacts you need to be an effective salesman—you’ll also have access to their hard-earned wisdom. Listen to horror stories as well as their success stories. Find time to ask questions. If an experienced agent doesn’t have time to help you during work hours, offer to buy him or her a cup of coffee afterwards. Worried about your rapport with prospects? Have someone whose opinion you trust listen to one of your sales calls. He or she may be able to point out a tic or mistake that you’re unable to see. Not getting the response you want from your advertising? Get feedback from someone who has it figured out.

Next, you should widen your focus. Step outside your office and find out which agents are the best and/or most visible in your community or region. Do your research. What are they doing that others aren’t? How do they market themselves? What tools do they use? Look at their numbers. How much business are they doing, and where are they doing it? You may say that because agents are independent contractors, they won’t be ready to divulge their sales secrets. True, it’s not in their best interest to tell you everything. But if there’s one thing people in real estate profession—in any profession, really—love, it’s being viewed as an expert. By consulting a peer, you’re telling him that he is worth consulting. You’re validating his years of hard work. Plus, the people you’ll be asking for help are already successful at what they do. That doesn’t mean they’ll give up their edge completely, but it does mean they can afford to help the little guy. In truth, the secret that most people are keeping is that they don’t really know what they’re doing. If they have real wisdom, they’ll have no problem sharing some of it with you.

As a realtor, you have both added freedom and added responsibility. Your business is your business, but it’s your business. Still, working for yourself doesn’t mean working alone. Unless you choose to earn an additional broker’s license and work completely independently, you’ll almost certainly be working under a broker at an agency. That being said, just because you can hang your license anywhere doesn’t mean you should. Before committing to a brokerage/agency, you’ll want to make sure you have the right fit. Start by doing some research on the company’s earnings. Clearly, it’s important that your agency be profitable—but how successful are they in your niche? If you find you work primarily with buyers, an agency made up of seller’s agents probably won’t help you; if you’re most comfortable selling to middle-class families, an agency with primarily high-end listings may not be the right place.

Check also: Angry Property Agent Stopped Believing His Upline’s Lies After This Happened…

Choose Your Agency/Business Partner Wisely

In choosing a brokerage/agency, as in cultivating your personal relationships, visibility and reputation are also crucial. If you’re going to tie yourself to an agency, you want to make sure they’re going to help you get noticed and gain clients’ trust, particularly when you don’t have many contacts of your own. The most profitable agency in your region may have a reputation for being full of shysters and snake-oil salesmen; a big, international franchise may sound like the ticket, but people your area may be more comfortable and more experienced in dealing with local, family-owned establishments. Furthermore, there’s a reason plenty of real estate agencies don’t opt into a major chain: they’re expensive. Franchises can charge local thousands of dollars as an initiation fee. They can also charge renewal fees and get additional income by marking up “business & promotional items.” Plus, most franchises take an additional percentage of every commission sellers pay. All of these costs will affect your bottom line as an agent. Additionally, depending on where you are, a big name may not amount to much at all. That is, RE/MAX may have offices in 82 countries, but if everyone in a twenty-mile radius knows John Tan at Tan Realty, you’d probably be better off with him.

Finally, it’s important to get a sense of the nuts and bolts of working at an agency. The best way to do this is by talking to other agents. Try to meet with as many as you can from the agencies you’re considering. Ask about commission splits, technology, administrative support, and advertising. Try to get a sense of the culture there. Is the lead broker or KEO an egomaniac with a temper? Is he interested in expanding the business, or apathetic? Is the dynamic among agents competitive or collaborative? How does this match up with your philosophy? Align yourself with the agency that is going to support your success.

Check also: Property Agent’s Upline Returned Back from Another Agency and Begged Him to Do This!

You Can Do This!

Hopefully, the tips I’ve given you will help you get off to a strong start. But as any seasoned veteran will tell you, this is by no means an exhaustive account of the potential challenges you’ll face as a real estate agent. It may be a while before you start closing deals regularly, and you can be sure you’ll have your share of failures and awkward or embarrassing moments. But don’t get discouraged. Like many jobs that require a high degree of social interaction, real estate is best learned by doing, by interacting with as many leads, clients, agents, and brokers as possible. So get to work!

FREE Real Estate Resources So Good They Grow Your Business Without Your Consent

Whether you’d like to learn more about real estate, you’re interested in becoming an agent, or you’d like to improve upon your business, I’ve got you covered.

If you'd like to prepare for the real estate exam, read:

If you'd like to learn more about real estate, read:

If you’d like to get into real estate, read:

If you’d like to improve your real estate business, read:

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

Yasser Khan earned only $1,000 in his first year as a full time property agent. With no money for the $2 train fare to his Broker's office, he was forced to walk 25 kilometers on foot. Worse, he got evicted at midnight with his wife and baby son by the roadside. Desperate, he bought a $16 Sales book and took massive action. That single investment in himself gave him an OBSCENE ROI of $160,000 in just 11 months. Today, Yasser is on a mission to make real estate great again and helps ambitious real estate agents quadruple their commission income within 90 days.

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

The post Beginner’s Guide to Being a Real Estate Agent appeared first on Yasser Khan's Real Estate Agent Success Coaching.

The Complete Guide to the Singapore RES Course

Yasser Khan — Sun, 17 Apr 2022 22:00:00 +0000

Are you looking to join Singapore’s thrilling and high-powered real estate industry?

Starting a career as a property agent can be a very rewarding career choice!

I've enjoyed a fulfilling but pretty dramatic rags-to-riches career; going from a penniless realtor barely making a $1,000 fulltime total commission income in my first year to making multiple 6 figures within just 11 months by taking massive action from a sales book that I bought with my last $16, and then going on to building a team, and then coaching realtors full time to help them do exactly the same!

You can find out more about my dramatic rags-to-riches true story here in this blog post.

So you can see from my own life experience that the path to becoming a real estate agent is definitely not easy.

To kickstart your real estate sales career, you are required to attend the Real Estate Salesperson (RES) course and pass the RES Exam before you can be registered with Singapore's Council for Estate Agencies (CEA) as a real estate salesperson.

This complete guide will give you a breakdown of what to expect on your journey to attaining your license. Remember to read up more on the pros and cons, capital investment required and other important aspects of starting out on my blog!

I hope that you will find the information here super helpful for deciding whether this career is for you and avoid the pitfalls and heartaches that many of us have gone through!

Yasser Khan with Singapore Realtors

For your real estate career, below are some of the upfront costs that you will need to incur.

RES Course Fees 2022

The cost of the course ranges from $650 to $784 at various CEA Approved Course Providers (read on to find out about the list of our recommended providers).

If you’re an NTUC member below 40, you can enjoy up to $250 UTAP subsidy for your RES Exams.
NTUC members who are 40 and above can enjoy higher funding support of up to $500 each for their course and exams.
Singaporeans & Permanent Residents 25 years old and above can utilise their SkillsFuture credits of up to $500.

ENQUIRY ON UTAP MATTERS
Website: http://skillsupgrade.ntuc.org.sg
Email: UTAP@e2i.com.sg
NTUC Membership Hotline: +6562138008

Monday – Friday, 9:00 am to 5:30 pm and Saturday, 9:00 am to 12:30 pm

RES Examination Fees 2022

The RES Exams consist of 2 papers which cost $417.30 (inclusive of GST).

If you are retaking the exams, it will cost you $235.40 (inclusive of GST) for each paper.

After passing the papers, you will normally attend a real estate recruitment seminar and register with a licensed estate agency.

These are some typical costs to note:

Real Estate Salesperson Registration Fee: $53.50 + $230 (annual CEA fee) = $283.50
Professional Indemnity Insurance: $120
Agency levied admin fee for name cards / ID Tag / Start Up Course etc. Ranges between $300 to $500

In total, you will need to set aside around $2,200 to obtain your real estate license with a real estate agency IF you pass on the 1st attempt.

What is the RES Course about?

Under the Estate Agents Act, it is compulsory for potential property agents to attend and complete the RES Course conducted by a CEA Approved Course Provider.

This regulation is part of CEA’s goal to:

Increase quality standards for real estate agents wanting to pursue estate agency work.
Ensure property agents are professionally equipped and qualified.
Understand and practice good ethical standards.

The RES Course is a preparatory course for aspiring property agents to learn and understand the industry concepts and agency practice standards.

During the wide-spanning lessons, you will acquire in-depth knowledge on the rules, regulations, policies and procedures pertaining to the real estate agency practices like how you should handle a property transaction professionally and in compliance with government policies, state laws, and CEA’s prescribed rules and regulations.

There are lots of material and knowledge to remember and understand so, before you sign up for the course, please be mentally prepared and truly committed to studying really hard!

It is NOT easy and you should join in RES revision classes to help you pass more easily.

To put it rationally, the RES Course covers such a broad spectrum of the industry that even practicing veteran real estate agents are unable to completely remember all the rules and regulations.

However, it does ensure that new property agents possess a much higher level of competency and knowledge of the real estate industry and related matters than before the exams were implemented.

To be qualified for the RES Course, you will have to meet these requirements:

Must be at least 21 years old
Singapore Citizen or Permanent Resident
Minimum 4 GCE ‘O’ Level passes or equivalent (WPLN)
Fulfil the fit and proper criteria under the Estate Agents Act

RES Exam Topics 2022

Real Estate Salesperson (RES) Exams Schedule 2022

After completing the RES Course with a minimum attendance rate of 75%, you will receive a certification that indicates that you have completed the course.

With this certification, you are then allowed to register for the RES exam at CEA's appointed examination administrator, NTUC Learning Hub Pte Ltd

The exams are currently held 3 times a year during February/March, June and October.

In order not to miss your desired examination date, you should register at least 2 months in advance as registration closes 1 to 2 months prior.

NTUC Learning Hub Pte Ltd (LHub)

Website: https://res.ntuclearninghub.com/

Hotline: (Mon - Fri, 8:30 am to 5:30 pm): +6563365482

E-mail: rea@ntuclearninghub.com

Address:
NTUC Trade Union House
73 Bras Basah Road #02-01 Singapore 189556

RES Exam Venue:

Singapore Institute of Management Headquarters (SIM HQ)
461 Clementi Road. Singapore 599491

CEA will extend the RES course certificate validity period by 1 year for those who have completed their course between 22 February 2018 and 30 April 2020 so as to allow ample time for the sitting of future RES exams.

RES Exam Format 2022

There will be a total of 2 papers with Paper 1 and Paper 2 in the following format:

Section A consists of 50 Multiple Choice Questions (50 marks)
Section B consists of 15 Multiple Choice Questions with reference to 1 or 2 Case Studies (30 marks)
Section C consists of 10 Fill-in-blank Short Answer Questions (20 marks)

The duration of each paper is 2.5 hours.

With effect from May 2013, the RES Exams format has been revised to include a Case Study Section in both Paper 1 and Paper 2 in the form of multiple choice questions.

The objective is to ensure that candidates are able to analyze and interpret the issues in a practice-oriented case study context.

Paper 1 tests you on:

Competency Unit 1 comprising of “Real Estate Agency Industry Overview and Basic Land Law Concepts”
Competency Unit 2 comprising of “Dealings with Interests in Land”

Paper 2 tests you on:

Competency Unit 3 comprising of “Regulation of Real Estate Agency Industry and Real Estate Marketing”
Competency Unit 4 comprising of “Property Transactions”

You are required to pass both papers in order to obtain your license. The passing mark for each examination paper is 60% and is subject to review by the Council for Estate Agencies (CEA).

RES Exams Results Notification

The Exam Administrator will notify you of your results.

When are the RES Examination results released?

- The RES Examination results will be released 4 – 6 weeks after the examinations.

Candidates who have passed one paper* are allowed to retake the examination in modular sitting.

The exams results will be in one of the following formats:

Pass (P)
Fail (F)
Pass Paper 1; Fail Paper 2 (P1 F2)
Fail Paper 1; Pass Paper 2 (F1 P2)

It is a requirement for RES Course participants to pass the RES Exams, comprising two papers, within 2 years of getting your RES Course completion certificate.

If you have a modular pass in one paper of the RES Exams, you are required to pass the remaining paper within the 2 years timeframe.

If you fail to do so, the modular pass in one paper will not be valid and you will have to retake the RES course before attempting the RES Exams (i.e. both Paper 1 and Paper 2) again. Ouch!

Appeal of RES Exams Results

If you think you should have passed the exams but failed, you may submit an appeal to review your paper via SEAMEO Regional Language Centre (RELC), CEA's appointed examination administrator, within 5 working days from the date of the notification of examination results.

Do take note that a non-refundable fee of $64.20 (inclusive of GST) will be charged for the review of each paper.

RES Examination Deferment Request

All deferments, whether COVID related or due to legitimate unforeseen reasons such as NS call up, bereavement etc. are subject to approval of NTUC Learning Hub and an admin fee of $107 will be levied on each deferment. No refunds will be made.

Applications must be made within 5 working days of the exam date via https://res.ntuclearninghub.com.

Important Note for Aspiring Real Estate Agents and Foreigners

Attending the RES Course and passing the exams does not automatically qualify you to be a real estate agent.

It is only part of the criteria.

You still have to fulfil other prevailing registration criteria, which include approaching a registered estate agency to submit a salesperson registration application to CEA.

You can refer to CEA’s website (www.CEA.gov.sg) for the list of registration criteria before you register yourself for the RES Course.

For foreigners exploring a career in property sales, you will need to have a valid Employment Pass (EP) issued by the Ministry of Manpower (MOM) before you can register with CEA as a real estate salesperson.

You will need to produce a letter of sponsorship issued by your real estate agency when you register for the RES Course.

Hence, you should start by first searching for an established real estate agency which is willing to hire you, to support you in your registration application and guide you through the process.

2022 Recommended CEA Approved Course Providers for the RES Course

There are many training centres and in case you are wondering which RES course provider to go for, this list will be helpful as I have heard good reviews from new property agents.

If you stay near to central areas, Hastor Property (Reputed high passing rate) and Real Centre Network are the best choices!
If you stay in the west, head to Pioneer Training & Consultancy.
If you are an East sider, head to Singapore Estate Agents Association.

Each real estate school has different RES course schedules to suit busy working adults or parents alike with courses such as weekends only, Saturdays only, specific weekday nights and express classes.

Details here:

1. Hastor Property Services

Website: www.hastor.com.sg

Tel: +6562522802

Email: Training@hastor.sg

Venue: 190 Lorong 6 Toa Payoh #02-514, Toa Payoh Central,

Singapore 310190

(Located above KFC, please use the stairs beside KFC and go up to Level 2)

2. Institute of Estate Agents

Website: www.iea.sg

Tel No: +6563231770

Email: courses@iea.sg

Venue: 480 Lorong 6 Toa Payoh #07-01 HDB Hub East Wing Singapore 310480

3. Pioneer Training & Consultancy Pte Ltd

Website: www.pioneertraining.org

Tel No: +6564626093 / +6594243483

Email: pioneertc@gmail.com

Venue: Blk 134 Jurong Gateway Road #03-309P Singapore 600134

4. Real Centre Network Pte Ltd

Website: www.realcentrenetwork.com

Tel No: +6565113009

Email: info@realcentrenetwork.com

Venue: 490 Lorong 6 Toa Payoh #09-16 HDB Hub Biz 3 Singapore 310490

5. BenchMark RealPro Pte Ltd

Website: https://www.benchmarkrealpro.com

Tel: +6567355860 / +6567355861

Email: benchmarkrealpro@gmail.com

Venue: 151 Chin Swee Road #03-31 Manhattan House Singapore 169876.

6. Singapore Estate Agents Association

Website: www.seaa.org.sg

Tel No: +6567021602
Email: edu@seaa.org.sg

Venue: 60 Paya Lebar Road #13-23 Paya Lebar Square Singapore 409051 (Office Lift Lobby 1)

RES Course Types Comparison

Wondering which RES Course and Training Centre to go for?

Is the express course or the 9 weeks course more suitable for you?

You will learn about the costs, duration and intensity of each course type and who it is most suitable for.

What happens next after I pass my RES 2022 Exams?

Congratulations! You deserve a pat on your back for enduring through the intensive training lessons and exams.

By now, you should have done your research on which agency you should join.

There are several real estate agencies in the market and it can be a tough decision to select one.

For your reference, the current Top 4 real estate agencies in the market are PropNex, ERA, OrangeTee & Tie, and Huttons.

These are the biggest real estate agencies in Singapore that have established systems in place to help you accelerate in your real estate career.

Last but not least …

Submitting a Salesperson Registration

Get an application form from your agency and submit your application to CEA for the ‘In-Principle Approval’ (IPA).

Approval of CEA Registration

Within 4 to 6 weeks, you should receive a notification of CEA’s approval and this means you are ready to start on your exciting and rewarding real estate career!

Welcome to the club!

Looking for great career mentorship to shortcut your learning curve? Read on below:

Beginner's Guide to Being a Real Estate Agent
Read this blog post about things you should absolutely know as a new agent.
Do these 3 things immediately after you get your RES license
Avoid making these 39 mistakes early and at all costs.
And if you still make those mistakes, here's how to resolve all 39 of them.
To become a Top Producer in your first year, you must absolutely do this.
Order a copy of my Property Agent Secrets book here right now.

This Property Agent Secrets book is the underground playbook for growing my real estate career I wish I had when I was starting out.

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here http://www.yasserkhan.sg/

Yasser Khan earned only $1,000 in his first year as a full time agent. With no money for the $2 train fare to his Broker's office, he was forced to walk 25 kilometers on foot. Worse, he got evicted at midnight with his wife and baby son by the roadside. Desperate, he bought a $16 Sales book and took massive action. That single investment in himself gave him an OBSCENE ROI of $160,000 in just 11 months. Today, Yasser is on a mission to make real estate great again and helps agents quadruple their commission income.

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

The post The Complete Guide to the Singapore RES Course appeared first on Yasser Khan's Real Estate Agent Success Coaching.

How NOT to Sound Like a Robot When Using a Script

Yasser Khan — Sun, 22 Nov 2020 22:00:00 +0000

SUMMARY

"How do you read a script?"
"How to sound natural when reading a script?"
"How do I practice real estate scripts so they don't sound robotic to prospects?"

I hear these questions all the time.

But before I answer, let me address the elephant in the room first:
Do you even need real estate scripts and dialogues?

Why even use a SCRIPT in the first place?

The objective of using a real estate script for buyers or seller lead script is very simple.

It is to:

keep you ON TRACK and
keep you ORGANISED.

Right?

And the script will uncover a lot of information that is not forthcoming from the prospect.
(Let's be real. Prospects don't always tell you the whole truth. They'll often B.S. you.)

And best of all, it's an insurance for you against following the prospects' scripts.
(Yes, even prospects are using scripts all the time. No, you don't win in their script!)

Shocking, huh?!
That's why a telecalling script for real estate is very important for you to follow.

Now, when many agents read the real estate calling script for the first time, obviously they are going to sound monotonous or they're going to sound robotic right?

Because, they haven't had enough practice and this is precisely the reason why so many agents foolishly don't want to use a script!

That's because, in their haste to not sound like a robot, they end up having worse problems, like no appointments!
(Remember prospects have their own script? If agents don't even use a script, who wins? The prospect, that's who!)

That's a disaster!!

So using a script is the ultimate secret weapon that you are going to have in your arsenal!

The secret to NOT Sounding like a Robot

It's simple, really.

It just takes PRACTICE.

Just like most skills in life.
Think of the stuff you're great at.
I bet it took a lot of practice, right?

It's true, because we're wired that way.
We learn from extensive repetition.

The fact of the matter is,

PRACTICE MAKES PERMANENT!

We only learn something new (such as how to drive a car) through extensive repetition – through extensive trying and failing.

For example, remember the very first time you drove a car.

Wasn’t it pretty terrifying?

You had to consciously think about how to do each little thing – how far to turn the steering wheel, how hard to press the accelerator, how to get the car to go where you desired, how hard to press the brake and when to back off, how to not hit parked cars, etc.

I know that I was drenched with sweat after my first short drive.
I felt exhausted, physically, emotionally, and mentally.
It was really hard work.

Now compare the memory of your initial driving experience with how you drive today.

If you’re like most drivers, you pay almost no attention to the mechanics of driving.
You talk on your phone or think of where you are going, what’s for dinner, how to fix some problem at work, etc.
The actual driving is easy because, from a conscious point of view, it’s pretty automatic.

Your successful unconscious habit patterns that you developed through extensive trial and error and repetition are doing the driving.

They are dealing successfully with the complexity of the world through which you are driving.

Here’s another example.

You probably can’t remember learning to read but I can assure you that it was extremely challenging.

The first thing you had to do was to recognise that some squiggles were letters.
Then you had to learn that letters put together properly made words, and to associate those combinations of letters with the spoken version of those words.

Then you had to recognise the meaning of words and associate that with the appropriate combinations of letters…etc.

In contrast, reading is automatic for you now.
Isn’t it?

Automatic, that is, unless you try to read Russian when you don’t know the Cyrillic alphabet, don’t know the language, and don’t know the way sentences are structured.

Try that and you may remember what it was like when you first learned to read English.

Now you read English automatically thanks to a multiplicity of complex unconscious habit patterns that you developed through extensive trial and error and repetition.

Learning to use a script is like learning to drive a car or learning to read.

It takes PRACTICE

And then it become pretty much automatic.
That is the only secret you need to know to not sound like a robot when calling prospects with a script.

Yasser Khan's Role Play Clinics

Another way is to attend a LIVE Role Play Clinic with me and my agents where we practice the many scripts we have. Having a pro look over your delivery, tempo, tone, cadence and many other non-verbal cues is a game changer.
That's the whole idea behind role playing. You can gain access to my Coaching Program over at https://www.PropertyAgentUniversity.com/

Get more exclusive real estate agent training here 👉 http://www.yasserkhan.sg/👈

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

Hey, how NOT to sound like a robot when using a script and when you use a script, do you know how should you be reading off so that you don't come across too rigid? Hi! My name is Yasser Khan and I’m the author of Property Agent Secrets Book, which is the most powerful book in the entire real estate industry guaranteed! For a limited time, you can get the book for free, just pay for shipping at propertyagentsecrets.com. So, back to today's topic, which is how not to sound like a robot when using a script. So why use a script in the first place? The objective of a script is very simple. It is to keep you on track and keep you organised, right? And the script will uncover a lot of information that is not forthcoming from the prospect. So that's why a script is very important for you to follow. Now, when many people read the script for the first time, obviously they are going to sound monotonous or they're going to sound like robotic right? Because, they haven't had practice and this is precisely the reason why so many agents do don't want to use the script! And they end up having worse problems, like no appointments! So using a script is the ultimate secret weapon that you are going to have in your arsenal! So, use the script! I hope by now, you should have realised that using a script is one of the most important thing that you should be doing! So now, how do you use that script? How do you sound professional right? So you ever notice the news anchors, when you watch the news right, they sound so professional? But did you realize that they are actually reading the teleprompter? I'm sure you know right? When you watch some of the movies, where the anchor is sitting in front of the camera, and there's a big screen in front of the camera and they're reading off of it, but it appears that they're still looking directly at the script? And by the way, I’m not using a teleprompter here! So, how to know what to say? And the way they say things sounds so natural, right? And sound so uninterrupted? And you know, whenever they say something, whenever they communicate right, they don't make mistakes or say horrible stuff! They don't say stuff like ‘uh’ or ‘erm’. They don't say all these things right? Because obviously they're looking at the teleprompter, right? So that is using a teleprompter and they follow the script but a teleprompter is not practical right? So you know it's not practical in all situations all right? You know, I’m not a news anchor, so I don't need to read off a teleprompter! I don't need to read out a script where it shows the text and I just mouth off whatever it says right? So when you are calling over the phone right, the script is in front of you on the on the table, or on your phone or wherever it is that you prefer to do, right? Then of course you read off the script and you answer the phone and you call them following the script right? How do you sound less robotic? How do you sound less monotonous? And the trick is in practice! There's no other way! There's no other shortcut! I wish that I could give you a shortcut! I could give you a magic ring that you wore and suddenly you were the best script reader in the world! I wish, right? But back to reality. Realty doesn't work that way! You got to practice and the only way we human beings become better at something and become better at a skill is by practice! The thing about the human mind is, it’s the single most powerful organic entity that we have in our head! It's the most powerful tool that we have! And it can think about it. You can learn pretty much anything, you know! Look at the human race! We have doctors, we have lawyers, we have engineers, and all of that is possible because of our minds, right? So the human mind can learn and master any skill, including using script, in a totally natural non-robotic way! All right?! Okay, here's the thing. Which agent will sound robotic? Those agents, who are the ones who don't use a script! Or when they use a script, they sound like amateurs because obviously they're amateurs! Only amateurs sound like an amateur! If you give a script to a pro, the pro will sound like a pro, precisely because he's a professional! He knows that in order for you to master the script, you have to practice and practice makes permanent! So the more you practice, the better you become! So, there is hope for you! You know, you definitely are good at a lot of things and I’m sure I can tell that you know a lot of those things that you are good at right? Now, it took some practice! So, think about the art of riding a bicycle! It's the same skill! As a young kid, when you learn how to ride a bicycle, it takes practice. And you know, after falling off again and again and again, you learn by failing and then you try again! Trying and failing, trying and failing, trying and feeling… until your body understood… until it clicked in your mind… until you knew that “oh, okay that's how you ride a bicycle!” With using a script, it is the exact same thing! It's the same thing, the same part… of your mind, of your brain… are involved! And you know, it takes practice… it takes repetition to get it perfect! So when you want to use a script, always practice… always make it a habit…. and this is a habit because when you practice something… and ultimately it becomes a habit, right? So when you practice, when you practice two or three hours a day, before you actually follow up …at least at the bare minimum, just practice for one hour! So one hour, you're practicing continuously… practice the script…. practice my script that I give to my members… my script is available on my website, that's yasserkhan.sg and you know, when you have the script, just practice, keep practicing until you become better. There's no other way! You cannot become worse than you are right now! You will definitely improve! So, if you still fail and you will fail… it's okay! Just pick yourself up! Just pick yourself up! Keep practicing, again and again… practice with your colleagues, especially with your family… and when you have more confidence, then you're going to get out there and practice with your past clients and practice, practice, practice… until you're ready to face prospects whom you've never spoken to before, and then you will naturally become proficient! You naturally feel very confident! So I hope that you will incorporate practice into your script. And if you have any questions, just shoot me any questions… And comment or like this video and you know if you have any anything that you need to help with just go ahead and check out my website YasserKhan.SG. Bye!

The post How NOT to Sound Like a Robot When Using a Script appeared first on Yasser Khan's Real Estate Agent Success Coaching.

How to Answer “What Makes YOU Different from Your Competitors?”

Yasser Khan — Sun, 15 Nov 2020 22:00:00 +0000

SUMMARY

Ever heard home buyer or seller prospects asking you what makes YOU different?

I know I have.

Even if you haven't heard it, I'm sure you've gotten 'hints' from prospects that imply this question, right?
(Stuff like your prospects not cooperating, walking all over you, missing appointments, backing out of deals etc. etc.)

But I admit as a property agent, I never seriously sat down to answer this critical question.

(Honestly, I didn't even realise how critical this question was to prospects until I became a prospect myself. Then the whole game changed and I have many 'AHA!' moments.)

It wasn't my fault though.

I was just copying other agents and doing what they did.
And I wasn't doing what everyone else around me wasn't doing too.

And I wasn't surprised either when all the property agents whom I personally met weren't able to answer this question.
Over the course of my career, I must have met around 227 property agents in person, and not even one of them had a convincing answer to this question!
Zero!

No kidding!

I realised the Real Estate industry as a whole needs to do much better.

Property Agents need better replies than what everyone else is parroting, like:

"I'm Number 1"
"I'm a Top Producer"
"I'm an Award Winner"
"I'm dependable"

It's 2020 and all of these are the WRONG answers!

Because customers are way more sophisticated than ever before!

They have instant access to information at their fingertips
They can anonymously find out home prices, pictures and floor plans
They do not need to work as hard as in the past to search for homes
They are much better informed than many property agents themselves!

Gone are those days when prospects first learnt of homes on sale from the local newspaper classifieds.
The days when it took weeks to print books and inform readers are history.

And the INTERNET has changed it all!

The REAL reason why all the above answers don't make it, is because all these statements are just MEANINGLESS.

They don't mean anything to prospects.
They don't answer the real objection prospects have.

Because none of these statements actually answer the prospects' real, unspoken issue: SCEPTICISM.

You must realise that the biggest, most underrated trend in modern society today is scepticism.

Nowadays, everyone and his dog is sceptical of:

the government
the internet
churches
universities
celebrities
banks
big businesses
charities etc.

Prospects have been burnt in the past.
They're too cautious.
Quick to judge and condemn.
Too slow to trust.

They're simply in self defence mode.

So the real core of the issue is this:

How to overcome this ever-growing, natural scepticism that prospects have (which will continue to grow even more in the years ahead)?

The answer is in a Unique Selling Proposition (USP)

A USP basically answers the question

"Why should I do business with you, why not your competition, even including not doing anything (or whatever I'm doing right now)?"

You need to think long and hard what is it you're comfortable promising clients.

Because that will set up the FOUNDATION of your business.
And only strong foundations last long.

Here are a few of my own criteria to building you own USP:

it must be legal and ethical (approved by your real estate board)
it must be concise
it must be believable

When you're able to follow the above criteria, the statement that you come up with will be your USP.
Once you have that, then you need to really own it and apply it everywhere (on namecard, website, email, blog, social media, profiles etc.)

That's why I wrote my book Property Agent Secrets to answer this critical question, with multiple USP examples, that makes home buyer and seller prospects go

"WOW!!! How do you DO THAT?!"

Get more exclusive real estate agent training here 👉 http://www.yasserkhan.sg/👈

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

Hey there! How do you differentiate yourself from other property agents out there and how do you answer the question from prospect from customers from client that why should they hire you compared to all the 30,000 other agents in Singapore? Hi, my name is Yasser Khan and I’m the author of Property Agent Secrets book, which is the most powerful book in the entire real estate industry guaranteed! For a limited time, you can get the book for free and just cover the shipping over at property agent secrets dot com. So, to answer the question “how should you differentiate yourself from all the other agents out there”… I wasn't surprised when, you know during the course of my career, I never thought of answering this question and when I speak to many agents and honestly I’m not surprised that many agents out there have not even sit down and really think through this this question and try to how try to come up with the answer… how should they best answer this question of why should the client hire me compared to many other agents out there right? So the thing this is a problem in the real estate industry because this is how everybody does it and we do what everybody around us does and what around us what all the agents doing what are they doing is basically they are all saying that I’m number one, I’m a top producer hire me you know I’m dependable I provide good service and i think many property agents think that that is good enough in fact that's not good enough if you look at the trend the biggest trend right now in modern society is skepticism everybody is a sceptic everywhere you know scams out there are making this skepticism worse people are being inundated with information they do not know whom to trust and people have lost trust in a lot of things people have lost trust in government people have lost trust in you know churches in leaders people have lost trust in a lot of other things so that is what is based on what's happening in society in modern society around us and I’m not saying that's a good thing or bad thing it's just based on observation and you can see that yes you know the prospects clients are actually more and more sceptical they are harder to convince they are becoming more and more difficult to please so you know there is a lot of barrier out there is natural skepticism out there in the market and as an agent how are you going to overcome how are you going to overcome that perception issue the problem of you know every other agent because you know you know the worst thing that you can face with prospect is indifference right oh in the form of oh just another agent have you heard of that right i i did i showed it as a realtor and that's the bad situation to be in and i never had to face another i never had to you know deal with this kind of situation because i actually you know learn from my mentor how to come up with a unique selling proposition so unit selling proposition USP for short is you know a differentiator you don't want to differentiate yourself just for the sake of it you want to differentiate yourself to get more business and that should be the foundation of your business because the first question that comes in people's mind when they're ready to buy when they're ready to sell when they're ready to invest or whatever is it that they want to do why should I hire you you know above all the other events out there including doing whatever am i doing or not doing anything at all right so the answer to this question is the foundation of your business and you know trust me when i say statement like you know I’m number one I’m dependable i want top producer award none of these stations are the correct answer instead when you say I’m a top producer you know what prospects are gonna say oh just another property agent and when you say oh I’ve been i won awards and I’m dependable we have been number one and prospect is still going to say just another property agent right so it doesn't really answer the real thing so how you should you know answer this question it's very simple just you know like i always tell my agents right you know who your ideal customer is and based on your ideal customer profile you might sit down and understand what is it that your customers want is it top service do your customers want hazel free service do they want attentive you know boutique kind of service or do they want mass market service and then you go and make a unit selling proposition you go and make a promise based on that and then you offer it to prosper you open offer it to customers you basically put it everywhere you put it on your marketing you put it on your advertising you put it on your email social media everywhere you basically own it and that's the foundation of your business and that's the unique selling proposition another way for you to differentiate yourself from all the run-of-the-mill property agents out there is to actually use a lot of you know uh reviews a lot of testimonials right so you know we are seeing the rise of testimonial review sites for that review property agent services based on you know uh knowledge based on a lot of other criteria which to me are purely arbitrary they don't tell you know what the customers went through and in my experience in my experience working with a lot of agents and even in my own real estate business the best way is to actually you know follow my advice that I actually mentioned in my book property agent secrets.

The post How to Answer “What Makes YOU Different from Your Competitors?” appeared first on Yasser Khan's Real Estate Agent Success Coaching.

How to Handle 5 Appointment-Destroying Objections Prospects Give to Stump Agents

Yasser Khan — Sun, 25 Oct 2020 22:00:00 +0000

SUMMARY

Every Property Agent should know More Appointments = More Money.
But many property agents cannot get appointments because they get stumped by objections.

Here are 5 of the worst objections that that destroy their chances to book appointments.

And I'm going to explain prospects' reasoning behind this, and how you can overcome these objections when setting an appointment as a property agent.

Objections are NOT the enemy!

Prospects defend themselves from salesmen by throwing objections.

The type of objection they throw can give you a lot of information about what issues they’re hiding.

Your job is to simply probe.

The 5 Most Common Objections That Agents Get Stumped From

“Just curious.”
“I prefer to browse at my own leisure.”
“Just send me the information.”
“My spouse can’t make it.”
“I’ve heard of ‘asset progression strategy session’ before.”

Prospects’ Reasoning Behind These Objections

“Just curious.”
Reason: May or may not be true. Fishing for information.
“I prefer to browse at my own leisure.”
Reason: Doesn’t want to talk to you (yet).
“Just send me the information.”
Reason: Doesn’t want to meet you (yet).
“My spouse can’t make it.”
Reason: Doesn’t have the decision making. Not an objection.
“I’ve heard of ‘asset progression strategy session’ before.”
Reason: Knows PropNex agents’ tired claims.

How to Handle These 5 Appointment-Destroying Objections

“Just curious.”

Reason: May or may not be true. Fishing for information.

Solution: Throw it back to them “Yup, I can clearly tell that my ad/listing piqued your curiosity just enough that you couldn’t resist my offer and left your details for me! May I know… roughly what… are you so ‘curious’ about?”

“I prefer to browse at my own leisure.”

Reason: Doesn’t want to talk to you (yet).

Solution: Ask for Timing “Great! It’s important to get clarity on your home moving needs… just curious… when… do you see yourself moving forward with your dreams?”

“Just send me the information.”

Reason: Doesn’t want to meet you (yet).

Solution: Get Commitment “Sure! I’ll be happy to send over whatever you need… but just to ask you… after I send you the information… what happens next? And… (pause) if I don’t hear back from you…?”

“My spouse can’t make it.”

Reason: Doesn’t have the decision making. Not an objection.

Solution: Don’t get angry. Reschedule with Spouse present. “Alright… when is your spouse available next? Mornings or evenings?”

“I’ve heard of ‘asset progression strategy session’ before.”

Reason: Knows PropNex agents’ tired claims.

Solution: Stop copying other agents. “I’ve found an in-person meeting is best. I’ll quickly go over your requirements and that way I can quickly find out what you want in a home and you can judge whether I’m the right kind of agent you want to work with. So, this Monday morning or evening works?”

Get more exclusive real estate agent training here 👉 http://www.yasserkhan.sg/👈

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

Hey, are you getting appointments? If you're not getting as many appointments as you want, then chances are very high that you are getting objections. Specifically, appointment-destroying objections… and if you don't handle those objections, you will continue to get fewer and fewer appointments! Hi! My name is Yasser Khan and I’m the author of property agent secrets book, which is the most powerful book in the entire real estate industry, guaranteed! You can get my book for free at propertyagentsecrets.com, just cover a small shipping fee. So, are you getting appointments, as many appointments as you want? And if you're not, then chances are very very high that you are being shot down by prospects and many agents, you know, who are not able to get as many appointments as they want, the number one problem they have is actually they have objections, but they are not being able to counter those objections and the two biggest reason is because number one is that they don't have the perfect reply to that specific objection because they get stumped, all right, so, when you get stumped you don't have any reaction, you don’t, basically you're just lost for words. how to say, how to reply. And the second reason is because you know what the prospect is saying is actually true so that's why you're not able to, you know, specifically answer the objection. so today I’m going to be talking about five specific you know objection and how to counter them with the perfect reply that I came up with and I’ve been testing, together with my agents, and my agents have feedback to me that all these work. So, let's get back to all these five appointment-destroying objections. so before i continue with this i want to say that objections are not the enemy, all right? so prospects defend themselves from sales people by throwing objections okay, so the type of objection that prospects throw can tell you a lot about what kind of issues that they're hiding and your job is simply to ask them and you find more information that's it all right so the best person who can answer the objection is always the prospect it's not you it's always the prospect who is the best person to answer his own objection all right so without further ado let's get to the list of five most common objections that agents get stumped from and the first one is just curious so first let us tell you i'm just curious that that's an objection that's the first objection the second objection is i prefer to browse at my own leisure and the third one is just send me the information send me the information why email why what's that why sms or whatever the fourth one is my spouse can't make it so i can't have the appointment the fifth one is i already heard of asset progression strategy sessions before and by the way this is favourite this is a favourite of propnex agents! so how are you going to okay before you're going to handle the objection you need to understand the reasoning behind why prospects are giving you all this objection and i tell you just curious right so the reason for the just curious objection may or may not be true and usually it is because the prospect is fishing for information and the reason behind i prefer to browse at my own leisure is because they do not want to talk to you yet they may not want to talk to a sales person yet and that's why they're giving this objection third objection is just send me the information and the reason prospects are saying that is because probably they do not want to meet up with you yet so they're just using information as a convenient excuse to avoid meeting up with you in the 40s my spouse can't make it all right this is the this is the critical one this is not an objection all right and simply means that the prospect doesn't have the decision making ability so it's not an objection and the last one is you know i've heard of asset progression strategy before well that's the reason for it and all the entire marketplace knows about it and the project is what what product you're trying to say that you know you are no longer clever because prop next this this claim is already tired and all the perplexing agents have been seeing it for so long after progression strategy session so prospects uh they they're not stupid all right so they are telling you that hey i'm not stupid i already know about what you're trying to do so that's the reason why they have this objection and now how to handle the objection of just curious like i said it may or may not be true and the prototype may just be phishing for information so this is the solution that you should be using all right and the solution is very very simple just throw it back to them and tell them yep i can clearly tell that my ad on my listing peaked your curiosity just enough that you couldn't resist my offer and left your details for me may i know roughly what are you so curious about that's how you answer that that's how you counter that and wait what they tell you wait for the answer and when you when you whatever answer they give you just follow up with that answer and the second objection i prefer to browse at my own lecture how do you you don't handle this because the prospect doesn't want to talk to you yet right so how i would handle it very very simple right the solution is basically ask for timing all right great just say it like this just say how i say great it's important to get clarity on your home moving needs this curious when do you see yourself moving forward with your dreams that's it just ask them and the third one is just send me the information and because they don't want to meet you so they use information as a crutch so what's the solution the solution is to get commitment from them sure i'll be happy to send over whatever you need but just to ask you after i send you the information what happens next wait for the reply in this reply if i don't hear back from you that's it that's it simple straightforward all right the next objection is my spouse can't make it because it doesn't have the decision making so it's not an objection so the solution is do not get angry all right don't get angry don't get frustrated at this objection simply reschedule with the spouse present in the next appointment do not go ahead with an appointment if the spouse is not there or you won't get the business you won't get the listing or you won't get the deal all right so what you say is basically all right when is the spouse available next mornings or evening simple as that just ask for timing just get to even better speak to the spouse directly and last one i've heard of asset progression before strategy session before right so basically they know that proclaims agents have been using this claim for years and they become wise to this so what's the solution the solution is very simple stop copying on the agent stop using this as a progression or i should stop using it instead this is what you should say i found that an in-person meeting is best i'll quickly go over your requirements and that way i can quickly find out what you want in a home and you can judge whether i'm the right kind of agent that you want to work with so this monday morning or evening work for you simple as that nothing complicated all right so if you like what you know i covered about objection or if you have any more objection just you know comment or ask me and i'll be very happy to answer that for you bye

The post How to Handle 5 Appointment-Destroying Objections Prospects Give to Stump Agents appeared first on Yasser Khan's Real Estate Agent Success Coaching.

What is the BEST Real Estate Training Course for Realtors?

Yasser Khan — Sun, 04 Oct 2020 22:00:00 +0000

SUMMARY

I get it.

There are tons of training courses and even free resources out there.
(I'm not talking about licensing courses that realtors are required by law to pass. This post is not about RES or REA exams or even CPD Courses. I'm talking about... ahem... every *other* course out there. )

How do you know which training course is the best for YOU?

It's simple, really.
All you need is this;

Practical, Hands-On Implementation and
Accountability Partners.

In my courses, I'll give you BOTH.

Here's why.

Knowledge Is a Seductive Trap

You don't need more theory.

You need more IMPLEMENTATION.

Theory on its own is useless; knowledge is a trap, because, all it does is stay in your HEAD.

Knowledge produces NOTHING OUTSIDE OF YOUR MIND!

Thinking,
planning,
musing,
plotting,
procrastinating,
learning...

none of these produce results.

ONLY ACTION PRODUCES RESULTS!!

My courses give you step-by-step action plans to get you closer to YOUR life goals.
Small actions you complete give you a COMPOUND EFFECT.
Your results GROW.

But Taking Action By Yourself is Not Going to be Nearly Enough

Because, unless you have someone watching over you, you're gonna get derailed.

Fast.

Most people, including agents, are a little asleep at the wheel.

They're run by their past bad habits. Like avoiding doing the important stuff (like finishing the course).

Too many agents have taken too many courses which they did not benefit from.

They got bored.
They got sidetracked.
They got distracted.
They got a 'better' course.

All that wastage because of the bad habit of avoiding the important stuff.

So they did not stay the course. They procrastinated.

Even if they got shit done, they did it half-way.

And the missing ingredient is ACCOUNTABILITY.

You need to be held accountable, or you won't achieve your goals.

Accountability is the glue that sticks your results to YOU.
Without being held accountable for your actions, you will never stay the course.

In other words, you'll continue hungering for the next 'shiny' new thing, the next 'breakthrough' trick, the next 'revolutionary' product.

You'll keep going around in circles.
Unconsciously stuck.

And getting 'unstuck' requires working closely with Accountability Partners.

An accountability partner keeps you on track and kicks your butt when you veer off track.
Kinda like a Discipline Master in school who 'punishes' you for avoiding or procrastinating doing the important stuff.
(Relax. My Accountability Partners don't jail, fine or cane people. We're not dictators.)

Oftentimes, all you need is a bit of tough love to reach the finishing line.

That brings me to another point.

Don't Forget, Momentum IS Everything

Because, once you have been taking actions consistently, under the watchful gaze of an Accountability Partner, you gain momentum.

Therefore, the biggest threat to you is LOSING MOMENTUM after your course is over.

But too many courses stop your progress on the last day.
You get your certificate, then it's back to normal.
But it doesn't have to be that way.
My weekly Clinics keeps your momentum going long after the course has ended.

I have:

Q&A HelpLines to answer any of your questions and concerns
Ad Clinics to troubleshoot your ads that you learn in my courses
Role Play Clinics to troubleshoot your appointments and closings
Coaching Calls to keep track of your progress and provide ongoing accountability

That's why my real estate training courses are the BEST!

Get more exclusive real estate agent training here 👉 http://www.yasserkhan.sg/👈

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

Learn More

For agents who are
committed to being
THE BEST.

Learn More

Hey! What is the best real estate training course out there? How do you know which training course is suitable for you and which one to pick up from so many options out there? Hi my name Yasser Khan and I’m the author of Property Agent Secrets book which is the most powerful book in the entire real estate industry guaranteed and for a limited time you can get the book for free at propertyagentsecrets.com. We bought the book for you you, just pay for shipping… So back to today's topic: how do you know which training course to pick up from all the other training courses out there? And don't forget that many agencies in Singapore and elsewhere, they also provide their own training, they also provide their own you know ongoing courses and coaching. So how do you know which one is the best? Now, only you know what you need, right? So only you know that, you know, what kind of help do you need right? so every kind of course, you know, caters to different areas about real estate and some are specific, some are generalists but you know the courses that you want to take must at least fulfill a few criteria and let me tell you the criteria. One of the criteria is you know not just theory. Theory is pretty obvious right? We all already went to school for theory we've gone to university for theory and we've gone through you know college or secondary school or whatever so a level so whatever is it right and that is pretty much theory right so now theory you know knowledge right all its own knowledge doesn't really benefit unless it is applied therefore the most important thing that you should look for in a course it's not just theory but application so the course must be practical it must you know get you to get certain things done it must have some milestones for you to achieve and you must you know by the end of the course already have done something meaningful for your business which brings you closer to your target closer to what you want to get done as a realtor right so you know as an example my coaching right i have different courses in a different coaching program and let's say for example let me speak about my 90-day challenge so my 90 day till by the end of the day at the end of 90 days it brings you closer to becoming a top producer seriously right if you if you do every single thing every single exercise every single activity every single hand on practical if you do it you know by the end of 30 the end of the 90 days you would have become so much closer to achieving a top producer award right so that is the biggest the single biggest thing the single thing that any cost out there you know what it's money you know doesn't matter whether the cost is free or charging a lot of money but obviously the value right is what you get from the course is much more important than the price you pay for the course right so the value to you is for example cut your learning curve in half by you know rapidly applying the advice rapidly getting things done rapidly you know getting closer to your goals and that should be the value then by all means you know actual practical cause is you know having practical inner course is the best way and that's the best kind of code that you should be focusing on and the second you know criteria to choose a real estate training course for you has to do with you know accountability right there must be some sort of accountability between you who is the trainee and the trainer for example in this case it is me right so for example when you go to this you if you go through any of the courses with me right then you will be personally accountable to me and i will be personally accountable to you so what do i mean by accountability right so you know how to get how to make sure that you actually get things done and that has to do with accountability right so i learned the concept of accountability from one of my mentor when i was going through a very rough stage in my life and i went through a transformative experience by you know going through this coaching program and it was one of the best you know coaching program that i ever personally i went through and had nothing to do about real estate nothing to do about business right it had everything through the mindset so overcoming you know i i went to the course on overcoming my bad programming and overcoming my bad habits and one of the best ways you know that coach particular coach my mentor right get you know me to do it was using an accountability partner so the idea of accountability partner is not new the idea is very simple right it's already there and the idea is you know you keep me accountable and i keep you accountable you have certain responsibilities and rules to get things done and i have certain responsibilities and rules to get things done and what happens if you don't do certain things by a certain deadline there has to be some consequences and the consequences are very very clear very very straightforward you agree i agree with the consequences the consequences can be anything you can be doing you know because you didn't do certain things which are required in the course then you have to do you know certain you know you have to go through certain uh consequences and you know you and i have to agree what those consequences are so the thing about the consequences is it's not punishment right it's not punishment is to train you to be on track to keep on track to never get sidetracked when you're going through this coaching program right and that is how i'm doing the exact same thing in my own courses in my own coaching in my own you know mentoring my my real estate agents work with me right and that is why you know if you you know you implement my my practical you implement my theory and you actually help accountable then there's a very very high likelihood of you to get closer to your goals to get much much closer to what it is that you want in life what is it that you want to achieve as a realtor so these are the two major criteria the first one was basically you know practical not just theory practical and second one is accountability so you know accountability in another way another way to look at accountability is getting your ass kicked simple as that right if you don't get your ass you don't get things done you don't get done right so that is why my friend my courses my training program for real estate are the best anyway that you can find right it's not just the theory it's also the implementation the action taking if you don't if all you do if all you do is learn you plan you procrastinate you avoid you don't get anything done but only action only practical only you know by certain exercises to get done right and that produces results simple as that right and you know people when you go to courses when you go to all the training training programs out there right the follow-up they you know something else click their mind they get bored or they drop out of the calls right this is not going to happen for a very simple reason there is going to be consequences because without consequences right you know there is no moving forward right so you know one of my mentors said best a good mentor will not only show you the way but a good mentor will kick your ass when you need to get done all right so my training courses of justice coaching are the best anywhere in the world in real estate and you know just check it out just go to courses on my website yasserkhan.sg and you can look at the coaching page you can look at the course page all right so the secret is not knowledge the secret is implementation the secret is taking action… see you!

The post What is the BEST Real Estate Training Course for Realtors? appeared first on Yasser Khan's Real Estate Agent Success Coaching.

Should You Use a Script as a Real Estate Agent?

Yasser Khan — Wed, 02 Sep 2020 01:08:32 +0000

SUMMARY

There are really two camps when it comes to using a pre-written script for a sales call or prospecting;

Those who hate sounding like a robot
Those who swear by a script.

So who is right?

Should you use a script?

Based on my experience as a realtor myself, and based on working with many realtors over the years, my answer is a resounding yes.

Here's why.

Scripts:

keep you on track
empower you with control
help you uncover information
help you work less and
help you close more.

But the trick with scripts is not to sound like a robot.

How Not to Sound Like a Robot?

This is simple, really, but by no means easy.

It takes practice, because,

Practice makes permanent

So, there are 2 simple ways for you to practice;

Do role play with a partner or
Record all of your calls and evaluate

It takes time and bit of discipline to get it right.

Role playing with a mentor allowed me to increase my own closing rates back when I was a realtor.

I skyrocketed my results from a low 20% closing rate all the way to a massive 85% ratio.

And it was all because of scripts.

See This How NOT to Sound Like a Robot When Using a Script

Check out this as well Buyer Questionnaire Top Agents Use to Quickly Build Rapport & Trust (+ PDF)

And this: The Only 2 Questions Every Agent Needs to Ask Prospects

So I built a similar role play to help more agents. You can get sign up for it at www.PropertyAgentUniversity.com

Get more exclusive real estate agent training here 👉 http://www.yasserkhan.sg/👈

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

There are really two camps when it comes to using a pre-written script for a sales call or prospecting; Those who hate sounding like a robo Those who swear by a script So who is right? Should you use a script? Based on my experience as a realtor myself, and based on working with many realtors over the years, my answer is a resounding yes. Here's why. Scripts: keep you on track empower you with contro help you uncover information help you work less and help you close more But the trick with scripts is not to sound like a robot. How Not to Sound Like a Robot? This is simple, really, but by no means easy. It takes practice, because, Practice makes permanent So, there are 2 simple ways for you to practice Do role play with a partner or Record all of your calls and evaluate. It takes time and bit of discipline to get it right. Role playing with a mentor allowed me to increase my own closing rates back when I was a realtor. I skyrocketed my results from a low 20% clsoing rate all the way to a massive 85% ratio. And it was all because of scripts. So I built a similar role play to help more agents. You can get sign up for it at PropertyAgentUniversity.com

The post Should You Use a Script as a Real Estate Agent? appeared first on Yasser Khan's Real Estate Agent Success Coaching.

How to Handle Objections from Prospects and Clients

Yasser Khan — Mon, 17 Aug 2020 22:06:55 +0000

SUMMARY

Are objections to be feared?

Are they evil?

Here's a SHOCKER: Objections are an agent's BEST FRIEND! Say What?!

Yes, that's right!

Objections are a Property Agent's Best Friend

Objections:

are hidden issues that you're not aware of
typically come from prospects, never from non-prospects
are an opportunity to resolve actual problems that hinder a sale
help you improve your salesmanship
help you become a better problem solver

So, why do agents fear objections so much?

I think they feel they need perfect answers to every single objection.

Many agents want a script that obliterates every single objection.

They want an easy shortcut.

The truth is, objections will always be around as long as there as salesmen and prospects still around.

There is no shortcut around objections

You will always face them.

So stop being defensive or angry.

Its far more important to learn HOW to handle yourself whenever you're faced with objections.

It's nothing personal. It's about the prospect, rather than about you.

So here's what I learnt from a mentor that allowed me to breeze past every objection: Counter the objection with a question!

That's it!

That's the real secret: Ask more questions about the objection.

What this means is to turn the focus back on to the one making the objection.

It's really simple in practice.

Just ask them,

"What do you mean by that?"
"Why is that a concern to you?"
"When do you see that becoming a problem?"
"How do we move forward from here?"

When you do this, watch as they resolve their own objection.

This is how you handle every single objection thrown your way.

Get more exclusive real estate agent training here 👉 http://www.yasserkhan.sg/👈

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

Hey! are objections evil? many agents hate objections and they always try to you know get away from objections or they view objections with fear. hi my name is yasser khan and i'm the author of property agent secrets book which is the most powerful book in the real estate industry guaranteed! so today i'm going to be talking about objections and usually objections about objection right you know it's a natural process of the sales right and i teach my agent i teach my coaching members that objections are an agent's best friend! seriously there's nothing absolutely nothing at all that you have to fear about objection. seriously because without objection you would not know what is it that the prospect what is it that the client is facing what kind of issues that are hidden you know you will never know because naturally human beings we are not mind readers we don't read minds right you don't have that ability to read somebody's unspoken words right so that is where objections come in objections tell you what the prospect is hiding inside his mind remember you know prospects and salesmen remember that there's always a game going on right and you as a as a realtor like you as a salesman right you are trying to sell them something which is a house right and they uh the prospect they're playing games with you so it's a natural process of you know selling is like a dance right so the prospect says something the seller has to do to something else and then prospect you know throw some objection and tell her to cover the objection and outside con conclusively right so you know selling is actually a dance right so the thing about objection is that it's not a bad thing it's actually a good thing so use objection to learn to improve your sales try to to actually you know understand what is it that the prospect have in their mind what unspoken stuff right so i would rather take a prospect who has objection over another prospect who has no objection at all why is that because somebody with no objection at all is not a prospect at all seriously right if i don't have an objection right let's say i got an objection to buying an iphone right then i am potentially a buyer of an iphone right because i got an objection right so i think maybe the option is too expensive so that is the objection that i have now it's apple's job to convince me right that my objection whether it's valid or not valid right so you know but if somebody doesn't even have any objection at all then definitely he's not in the business to buy obviously right so that should tell you something so use objections like return of different surroundings so the best way to answer any objection is not to answer the objection that is being asked by the agent by the prospect sorry by the prospect right so when prospect says like something is too expensive or the price is uh too expensive right what you should be asking right many agents make the mistake of saying how expensive and that tells the prospect that okay that what they have just said is valid that yeah it is expensive so the best way to answer the objection that it is expensive is not to ask them how expensive instead what do you mean by expensive you know what what is that you know why did you say that so so you are this kind of question should back the objection back at them so my number one rule to answer any objection out there is to counter back the objection but gently use a gentle tone use a nicer tone right so instead of you know instead of being defensive instead of being angry you should be professional seriously you have to maintain your professional cool you have to maintain your professional calm don't sound needy all right and one of the ways to sound needy is actually not to answer the object i mean yeah it's actually you know uh answer the objection with wrong answers stuff like for example if someone asks you this is so expensive and you ask your answer back you know how expensive that actually that's the wrong way to answer the objection to the so the number one strategy the number one method the number one tactic to correctly answer any objection whatever it is doesn't matter right any objection so the best way is to ask them back throw the question back at them but throw it gently use a nice tone so for example let's say let me give you an example right so somebody asked you right early on uh one of the objection of course is has to do with pricing right so so the prospects say maybe the pricing is too expensive and you counter back you know what's their budget what kind of budget are they looking for what kind of pricing do they have in mind right or you know what do they mean by expensive and you atom which means what right so you your goal in a sales scenario is never to give away too much information yes you can give information but keep the information only until you have qualified prospects information is only for qualified prospects right it's not for prospect no so suspect suspect means that you don't know whether it's a prospect or not example someone who got zero objection to your question because zero objection right that's the suspect that's not a prospect right so you know how when you how do you qualify you qualify somebody by asking them question right how serious they are you know do they have a certain money set aside you know is there enough in the cpf blah blah blah for example all these kind of questions are very very important to us a potential buy or a seller right so obviously you know you need to ask questions in order to qualify so what you should do let's say you know if somebody gives you too many objections right you have to use your own judgment you need to use your own experience to understand and qualify the prospect where is he right now right is he ready to buy right now if he is ready to buy right now then you is that prospect worth your time is it worth your effort because you are going to be spending a lot of time and effort explaining to them you don't want to keep answering every single thing only to find out that he doesn't have money only to find out that it's not the right prospect for you right it doesn't make sense that way you have to i mean you have you have a business to run you you want you have an income to earn right you have expenses to pay so you have to have a profit center you have to have money coming in right so you need to qualify the prospects properly and objections are an opportunity for you to qualify them honestly all right so don't be afraid of objections objections are an agent's best friend use them right don't worry okay don't worry about you know shooting down all the objection and by the way there are no shortcuts there are no shortcuts out there nothing there's nothing right now we can delete or remove all the protest objections this is natural human beings always have objections human beings have always something in their mind something they don't like about the house something they don't like about the bank something they don't like about the banker blah blah blah it never ends right so your job is okay here's the thing right your job is not to prove them wrong all right your job is to actually you know make them feel that they are right okay so you have the all you have all the you know skill you you took a lot of time to pass your you know realtor license right so you are an expert right but people feel very strongly about certain things about the home buying process they feel very strongly about their house sellers are too sentimental about their house and they get defensive when you know the the house is not able to sell at the price that they want right obviously there's an objection right so you have to use the judgment you have to use your you know interviewing skills right you have to use the active listening to understand what is it that you want you ask them question again and again and again until you get to the root of that objection right so always follow one objection with three follow-up question to really get to the root cause of the problem the first two or first three answers that they give you may be BS but maybe the third or fourth answer they give you might be very close to the truth so always keep asking question you are the one who is the rejecter you are the one who who is supposed to ask all the questions right remember when you go to a dentist when you go to a doctor they're the one who asks you a question right so if you go to a doctor who never asked you any question you wouldn't you wouldn't go to that doctor again right because obviously the doctor needs to find out from you you know uh do you have a fever where is the pain for example right if a doctor doesn't do that you would be scared of using that doctor too right yet property agent are scared of asking questions they themselves be controlled by prospects i don't asking all the questions don't let them happen you take the control by asking questions so that is the best way to handle objections right so i hope that you know i uh you know i really answered your question and some of the agents have been asking me how to handle objection and in this video i did my best to you know actually give them a framework of how to you know improve in their objection handling and i'm i'm definitely going to be posting a few more videos just like this so be sure to subscribe be sure to you know you know follow my podcast be sure to get my you know updates at my blog yasserkhan.sg bye

The post How to Handle Objections from Prospects and Clients appeared first on Yasser Khan's Real Estate Agent Success Coaching.

More Topics Archives | Yasser Khan's Real Estate Agent Success Coaching

Can I Be a Part Time Real Estate Agent?

Is a Part-time Real Estate Career Right for You?

What Is a Part-time Real Estate Agent Salary?

What Is a Part-time Real Estate Agent's Schedule?

Will Clients Work With a Part-time Real Estate Agent?

Will Brokers Hire Part-time Real Estate Agents?

Getting Started as a Part-time Real Estate Agent

1. Get Your Real Estate License

2. Carve Out Time in Your Schedule

3. Set Up Systems for Part-time Business Success

Part-time Real Estate Agent Resources

Real Estate 101: How You Make Money

Understanding Operating Expenses of a Part-time Real Estate Agent

3 Tips for Balancing Your Part-time Real Estate Career With Your Full-time Job

Competing for Business With Full-time Agents: The Secret to Success

Part-time Real Estate Agent Launch Guide

Your Turn

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

YASSER KHAN

The Complete Guide to Recruiting Real Estate Agents

Real Estate Agent Recruitment Explained

Recruiting Real Estate Agents is an Ongoing Process

Recruit real estate agents even before they start looking.

Continually invest in your company's brand.

Know what other team leaders and agencies offer.

Diversify your recruitment pipeline.

Find new ways to retain top producers.

12 General Principles to Recruit Real Estate Agents

1. Offer a simple transaction process.

2. Offer adaptable technology.

3. Offer tools that help agents become even more productive.

4. Offer technology that works with other tools.

5. Provide insightful production reports on-demand.

6. Give access to income statements in real-time.

7. Offer commission structures that motivate.

8. Offer attainable commission plan incentives.

9. Highlight and recognize your real estate agents’ success

10. Support Your Agents

11. Coach Agents to Where They Want to Go

12. Support Team Opportunities

How to Identify the Ideal Real Estate Agents to Recruit

Finding & Recruiting New (or Newer) Real Estate Agents

How to Support New Agents

Finding & Recruiting Producing Real Estate Agents

How to Support Producing Agents

The Best Real Estate CRM for 2022

The Secret to Attracting, Recruiting & Retaining Top-producing Real Estate Agents

Opportunities

Recognition

Compensation

The Best Scripts for Recruiting Real Estate Agents

The Best ‘New to the Area’ Recruiting Script

The Most Effective Mid-level Agent Recruiting Script

The Best Events & Seminar Agent Recruiting Scripts

Try the Columbo Script

The Best Script for Recruiting Top-producing Agents

Recruiting Real Estate Agents: How to Handle Common Objections

The Most Common Objections You’ll Hear & How to Respond to Them

"I don’t want to move at this time. (Too busy.)"

"I am loyal to my Leader/Agency. (I’m happy where I am.)"

"I don’t want to leave my friends."

"I don’t want to deal with the hassle of changing companies."

"I don’t know how I can support myself without leads. (My broker gives me leads.)"

"Your company costs more than I pay now. (I don’t want to pay ______.)"

"I think I could sell more homes if I were with a better-known company."

Key Takeaways: Recruiting Real Estate Agents to Your Team or Brokerage

How AgentLEADS Can Help You Recruit Top Real Estate Agents

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Beginner’s Guide to Being a Real Estate Agent

The World of Selling Real Estate

The Four Types of Real Estate

1. Residential

2. Commercial

3. Industrial

4. Land

Who's Who in Real Estate

Different Types of Real Estate Agents

The Real Estate Agent

The Seller’s (Listing) Agent

Appeal of RES Exams Results

RES Examination Deferment Request