What Is “Real Estate”?
According to Investopedia, real estate is the land along with any permanent improvements attached to the land, whether natural or man-made—including water, trees, minerals, buildings, homes, fences, and bridges. Real estate is a form of real property. It differs from personal property, which are things not permanently attached to the land, such as vehicles, boats, jewelry, furniture, and farm equipment.
What is a “Career in Real Estate?”
well, if my 24-years in the business give me any credibility, it’s earning your real estate license, becoming a member of the National Association of Realtors, and then being diligently dedicated to helping Buyers and Sellers with all of their real estate needs. This could include buying, selling, investing, and renting.
Okay, Let’s Get More Micro
But really, Sean. What is a career in real estate really like and how can you succeed?
Well, that’s a different question and one with many answers. I’ve been answering that question for over twenty-plus years during my days as a manager, educator, and agent and still talk to people every day who are considering a jump into the real estate arena…or asking themselves why they should stay in the business.
I’ve shared my philosophy here in thousands of blog posts. I think success in real estate starts and ends with building relationships, solving problems, and having fun. Do those three things religiously with people in your tribe and community and you’re going to find yourself earning that coveted “Top of Mind Awareness” spot in people’s minds. With over 1.5 million active Realtors in the United States, being the name people think of when they need real estate guidance or know someone who does.
So you want my short answer to “how can you succeed” in real estate? Here it is…
Real estate is a contact sport!
Who did you contact last week? Who did you connect with yesterday? What appointments are on your schedule today? Where can you be tomorrow to meet your next opportunity?
Here’s a simple contact outline that you can follow this week…and next week…and the next week after that…
There are 6 basic channels to connect with people these days;
- Face to Face
- Voice to Voice
- Screen to Screen (a.k.a text messages)
- Inbox (email)
- Mailbox (snail mail)
- Social Media
Look at a random name in your database, sphere of influence, or client list. When was the last time you connected with them? Now, look at what method was the last way you communicated with them?
Do you only use text messages or email or social with certain clients? Are there some connections you haven’t spoken to in years? When was the last time you gave some of your connections a handshake, high-five, fist bump, or hug?
Ready for the Six-Channel Challenge?
Here’s what I want to focus on this week as a way to start more conversations, schedule more appointments, and possibly earn more top-of-mind awareness so you’ll be the name people think about when they are ready to buy, sell, invest, rent…or switch companies…or apply for a mortgage loan…or order a title policy…or whatever it is YOU might do.
Look above at the 6 basic channels and commit to making contacts each day with people in your “tribe” by all of those methods. Maybe your recipe looks like this…
- 6 social media touches each day – comments or DMs are better than “likes”).
- 5 handwritten notes – you know the impact a personal, handwritten would have on your day today if you found one in your mailbox today. Make someone else’s day one penstroke at a time.
- 4 emails – make these personal. It doesn’t have to be multiple paragraphs. Just “check in” and drop a personal comment or two.
- 3 text messages. Most of you will send 25+ text messages today but what if you dropped in on someone’s text thread that you haven’t seen in a while? Text messages have close to a 100% open rate. Sure, you might not get an immediate response, but you will earn temporary “top of mind awareness” and that might be all it takes.
- 2 phone calls – Actually reach out and “touch someone.” All you need is a “reason” to call. Just be a human and find one of the thousands of reasons to call and say “hello.”
- 1 Face-to-Face connection. It’s better if it’s with someone you know but even if you just introduce yourself to your barista, the desk clerk at your gym, or kid’s school bus driver, you’re getting that much closer to that person asking about you and what you do. Bonus Tip: My good friend Craig Wilburn, an amazing Realtor in Gainesville, Florida recently shared this amazing phone call dialogue he’s been using with his clients and sphere to earn more Face to Face opportunities;
“Hey____________, it’s (insert your name)”
(insert small talk here)
“Hey _____________, I just have a quick question for you. Breakfast, coffee, lunch, or happy hour. Your choice.”
and then shut up…
Who knows? That simple conversation over the phone (or text or email) just might earn you a genuine conversation…which just might earn you a solid appointment…which just might land you a solid buyer or a saleable listing…which just might help you make a sale…which just might mean you get to be at the closing table.
And then it’s just “lather, rinse, repeat.”
Are you up for the challenge?
What do you say?
It’s as easy as 6-5-4-3-2-1