Are you ready to become a top producing real estate agent? Today on the show we Dianne Williams who will shed some light on how to break into the lucrative luxury real estate market and stay relevant at all times.
From doing research on open heart surgery to working in the newspaper industry, Dianne has always been interested in what is currently going on in her industry and what can be changed to improve the results. Naturally, combined with an analytical mind, real estate gave her the path to be creative and apply change to stay ahead of the competition and best serve clients.
How To Stand Out (And Get More Deals)
Most agents get into the market today without a unique value proposition that sets them apart from their competition. In order to become the best agent, Dianne asked herself, “What did I not know when I was selling my home?” Driven by this question, she developed some unique ways to win deals.
- Be Valuable: The most valuable people today are seen to possess something you don’t: skill or information. By doing quarterly reports to teach people what was going on in the market, Dianne simultaneously kept on pace with the market and as a result, was able to help people navigate through the housing crash.
- Be Consistent: Most agents will either be too lazy or shortsighted to take the time and educate themselves on the market and put out a report. But by being consistent, Dianne was able to grow her credibility every year and as a result, attract more transactions and referrals.
- Do Whatever It Takes: When you first start out, you need to get creative to get your name out there. Approach fellow agents to split deals, doorknock or simply call more leads than anybody else. To build her name, Dianne took an ad out in her local newspaper for a few weeks and borrowed listings to place on there along with her name as a way to attract calls.
Building The Perfect Report
- Break It Down: In order to best guide home buyers and investors, you need to be able to break down the information into ways that will help people make decisions. That means diving down into the averages and separating into the specific areas and communities you serve.
- Understand Your Demographic: The market is made up of firsttime homebuyers and people moving up, Gen Y and Gen X. Make sure your report is tailored to both and provides information both groups can benefit from.
- Be Everywhere: Your report will be most valuable in front of people’s eyes, so be everywhere. Some of your demographic will still do research on print, so know who you need to send hardcopies to and where to place them to get the most exposure. On the other hand, Gen Y and other tech savvy individuals will take their research online, so make sure you dominate the search engines and market effectively on social media.
How To Become A Great Agent
- Be Coachable: Most people enter the market without knowing how to sell or negotiate. To cut your learning curve, you need a coach. By finding a mentor, you’ll learn how to sell, stand out and create a viable business plan faster and better than your competition.
- Be Authentic: Dianne doesn’t believe in scripts. Find out what your personality is and make it work for you when approaching leads. Then, aim to learn from every transaction on how you can improve what you said for the future.
- Aim To Serve, Not Sell: You increase the amount of money you make by how much value you bring to the market, not how much you sell. Always remember that you have a fiduciary duty to serve your clients and do what’s best for them, not earn more money from the deal. If you add more value and serve your clients right, the money will follow.
- Build A Referral Business: Your main goal should be to bring the business to you. This can be done by having a legitimate referral strategy but, if you follow Dianne’s report model, you will build credibility in your market and naturally receive more referrals.
- Treat Your Competition As Your Peers: Despite the fact that real estate is a zero-sum game, you should always treat fellow agents as your peers, not your competition. Alienating yourself can damage your business, and having an ego can ruin a deal. Dianne believes 95% of deals fall out of escrow because agents argue and can’t negotiate properly.
- Put The Client First: Clients will choose you based on the service you provide, so always aim to put your client first. Rain or shine, early or late, Dianne is always there for her clients, keeping them up to date on their listings or checking in on them if they are past clients.
- Be Driven To Win: Most new agents underestimate the amount of work it will take them to build a successful business. You must be prepared to hustle and work hard 10-16 hours per day to grow your business, every single day.
- Evaluate Yourself: Take an honest look at yourself when you first start off and evaluate your strengths and weaknesses. Then, decide whether you want to delegate your weaknesses or double down on your strengths as you plan to grow.
- Diversify: To get more exposure, it is important to move out of real estate. Get involved in your community or a board of a business you care about. The additional exposure will help you enter new markets and most importantly, make new connections in business.
Book For Agents
The Inner Game of Tennis by W. Timothy Gallwey
Get your free copy at audibletrial.com/superagentslive
Get In Touch With Dianne
E-mail her at: diannewilliams319@gmail.com
Visit her website: diannewilliamsandassociates.com
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