Achieving long-term success in real estate

“Those who build a successful career in real estate build rapport with their clients,” said career coach Jill Johnson.

“They understand long-term success comes from satisfied clients who refer them to their friends and family. Satisfied customers become repeat customers, not only when they upgrade to their next home and need to sell the one they are in now, but also when they need to sell an older loved one’s home,” she added.

Johnson also said that agents who keep in touch with clients who bought from them early in their career will benefit from the connections. “Just as you move through higher levels of success, so do they. They might be ready to upgrade to their next home. They also have friends who are now at a more successful place in life who might be ready to buy their dream home too,” she said.

However, like any career, most Realtors® will have a slow season at some point. Johnson suggested that agents build their personal savings so that they are secure when they hit a sales slump.

Also, she advised that agents who want long-term success in the industry must be patient. “They show a prospect three houses and then expect them to buy one immediately. That only works if you completely understand what the prospect is looking for and can match it perfectly to their budget and the available housing stock. Too many people in real estate sales don’t ask enough questions to fully understand their prospects decision triggers. They focus on meeting their own sales goals – to sell a home quickly – rather than focusing on how they can best meet their client’s wants and needs within their budget.”