Best Business Tips We Picked Up This Year


Every year, we watch the home buying and selling process move more online. While technology has brought an abundance of conveniences and advantages to transactions, the Internet undoubtedly makes it more difficult in some respects for real estate professionals to prove their value to customers. But it’s clear you’re willing to grapple with technology by beefing up your real-world skills and showing clients that nothing beats the guiding hand of a REALTOR®.

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The sales and marketing stories that drew the most traffic, shares, likes, and comments this year mostly centered around how to better communicate, negotiate, and maintain relationships with clients. That’s a testament to where you, our readers, see your biggest value in the transaction: being an in-the-flesh guide and advocate for buyers and sellers. That’s something that technology will never replace. Take a look at our most popular tips of 2015, and see how you can apply them to your business.

1. 7 Deadly Sins of Real Estate

These are offenses that would turn off any consumer, and if you commit any of them, you can blame yourself for the loss of a client. As a real estate professional, you can be amazing advocates for consumers, but there’s always room to improve. Start by absolving yourself of these shameful transgressions.

2. 5 Things You Didn’t Learn in Real Estate Class

When you’re in the field, you’ll have many moments when you say to yourself, “Why didn’t I learn that in class before I started?” You got the basics of the business down in introductory courses, but situations involving clients, contracts, or how to manage your time always arise that require deeper knowledge and skill to solve. Practitioners of all experience levels — from one to 30 years — tell us what they wish they learned when getting their license.

3. 10 Ways Listing Copy Does the Selling for You

First impressions online or even more fickle than in person, and you’ll never know how many leads you may have lost in the process of rushing to post that listing. Home buyers today jump from listing to listing in a matter of minutes and read headlines in split seconds. So how do you write hard-hitting, emotional copy in as few words as possible to grab their attention?

4. The Single Most Revealing Sales Question

The typical sales presentation too often ignores the psychology of the decision-making process and focuses on buyers’ wants and needs, such as square footage and the number of bedrooms. Understanding the need is important, but understanding the why behind the need is far more critical. When finding out your clients’ priorities, always go deeper by asking this question.

5. 6 Ways to Connect Beyond Real Estate

Is the content you’re sharing on your blog and social media feeds mostly about the latest market trends, tips on how to qualify for a mortgage, or why now’s the time to buy or sell? It’s not that those aren’t good things to share; but how relevant are they to all of your followers? These six other content ideas will appeal to everyone — particularly those who need to be coaxed off the fence.

—REALTOR® Magazine

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