Going back to the basics in real estate

While you’re most likely not selling $200 million dollar homes like Realtor® Mauricio Umansky, he has advice for agents across the spectrum on how to take your business to the next level.

“People are afraid of rejection, but agents need to be aggressive. Agents don’t need to be afraid. What stops most agents is the fear of failure. Ask for favors,” he advised. “People love to help.” ”

Umansky said Realtors® should be “going back to the basics.” He suggested making phone calls to ask for referrals, and stressed Realtors® need to ask for the business. “Deliver extraordinary service,” he said, so clients remember you and want to give you referrals.

He said that the value of customer service is key. Even if you don’t have a showing, don’t be afraid to reach out to your client and check in, he said, noting that communication is vital. He also advised addressing issues early, so the client knows you’re proactive.

And Umansky said to remember that “agents are colleagues not competitors. Win business by talking about what you do great.”

As a Realtor®, your brand is also important, Umansky said. “How can I work while I sleep?” he asked. “Get your technology to work for you. That’s how you make money while you sleep.”

He suggested getting caught up with social media, and ensuring that you have a personal touch. He also said it’s imperative to have a “complete understanding” of the market, and to be a “completely knowledgeable agent.”

Ultimately, Umansky said his recipe for success for Realtors® is to be knowledgeable, get back to basics and use technology.

Umansky is CEO of The Agency, a luxury brokerage in California. Umansky is recognized by The Wall Street Journal as the #1 Realtor® in California by sales volume, and #3 in the entire United States.