After the list, I cover step-by-step instructions for choosing a real estate coach to help you close more deals with less stress this year. Spoiler alert: The most prominent coaches might not fit every agent best!

The Close’s Picks for Best Real Estate Coaches

Tom Ferry Pricing

Sample Tom Ferry Scripts:

• 7 Scripts for Confidence & Win Business – #TomFerryShow – Tom Ferry 
• Overcome Real Estate Objections, Scripts & More | Tom Ferry
• Listing Presentation Role Play: The 95% Effective Script You NEED – Tom Ferry

Sample Video Training: Mindset Monday

Tom Ferry’s Pitch for Struggling Agents

“The simple answer is options. We don’t pigeonhole you into some predetermined formula that you must follow. We believe there are many ways to run your business, and we coach based on your choices and your objectives to help you get where you want to go faster.” – Tom Ferry, TF Tom Ferry

Keller Williams MAPS Pricing

Sample Keller Williams MAPS Coaching Material: Scripts

Keller Williams’ Pitch for Struggling Agents

“We believe the client is creative, resourceful, and whole. We believe you must address the person as a whole (their entire life, and keep them in production). We believe the issues are from the client and their business. We believe the relationship is one of partnership.” – Keller Williams, KW MAPS

Sean Moudry Pricing

Sean Moudry’s Pitch for Struggling Agents

“My course, 4 Low-Cost Hidden Listing Gold Mine Sources, will teach you how to find untapped listing sources that will fuel your business in the long term. Learn the scripts you need to increase referrals and work with more motivated sellers.” – Sean Moudry, 16 Strategies Facebook page

Brian Buffini Pricing

Brian Buffini’s Pitch for Struggling Agents

“During these calls, your coach will work with you to define and set your business, financial, and personal goals; develop a business plan to help you generate a steady stream of referred leads; enhance your current relationships; and hit your financial goals. Our coaches are experts in uncovering the roadblocks—real and perceived—that block your path to living the life of your dreams.” – Brian Buffini, Buffini & Company

Icenhower Pricing

Sample Coaching Material: 2-WEEK ASSAULT PLAN for Making Initial Contact With Online Leads

Icenhower Coaching’s Pitch for Struggling Agents

“Icenhower Coaching & Consulting provides customized, structured real estate coaching and training programs for agents and team leaders. We work with many of the top agents and teams in North America. ICC coaching isn’t a one-size-fits-all coaching program.” – Brian Icenhower, The Real Estate Trainer

Kevin Ward Pricing

Sample Coaching Video: HOW TO LOSE A LISTING IN 10 DAYS!

Kevin Ward Pitch for Struggling Agents

“I. Was. Terrified. I was also desperate. I had a family to feed. No savings. No other options. I just started. I found a great mentor, I did exactly what he told me. I did the work. And I started getting listings. AND EVERYTHING CHANGED…” – Kevin Ward, yesmasters

Katie Lance Pricing

Sample Coaching Video: Top ChatGPT Tips | Little Known ChatGPT Hacks

Katie Lance Pitch for Struggling Agents

“With over a decade of experience, I have been dedicated to helping agents and brokers up their social media game to fuel their business growth. My secret sauce? Empowering real estate professionals to achieve incredible results using social media, all without sacrificing loads of time.” – Katie Lance, #GetSocialSmart Academy

Ashley Harwood Pricing

Sample Coaching Video: How to Avoid Burnout over the Holidays

Ashley Harwood Pitch for Struggling Agents

“After participating and being a student of many, many coaching and training programs, she saw a need in the industry. The introverts were being left behind. So, Ashley started developing training materials, classes, and coaching programs for her people, her fellow introverts.” – Ashley Hardwood, Move Over Extroverts

Craig Proctor Pricing

Sample Coaching Video: How to Generate the BEST LEADS Without Spending a Fortune | Craig Proctor

Craig Proctor Pitch for Struggling Agents

“It doesn’t matter where you are with the Craig Proctor System, just getting started, selling 10 homes a year or 10 a week, if you want more then you are going to have to do something about it. Not WORK like a crazy person more… but work differently.” – Craig Proctor, CPS Platinum

Tim & Julie Harris Pricing

Sample Coaching Video: How To Generate 5 Closings In 5 Weeks With ZERO Referral Fees!

Tim & Julie Harris Pitch for Struggling Agents

“Committing to real estate coaching is committing to your success as a real estate professional. But what actually goes into making that commitment to real estate coaching? Your uncensored motivation and desire to become the most skilled, effective, and productive real estate professional you can possibly be.” – Tim & Julie Harris, Harris Real Estate Coaching

Mike Ferry Pricing

Mike Ferry Pitch for Struggling Agents

“Every professional athlete, business owner, top producer has a mentor or coach … why wouldn’t you? Set yourself apart from the competition, overcome obstacles, and start spending your time participating in systems that will take your business to the next level.” – Mike Ferry, Real Estate Coaching

Bernice Ross Pricing

Bernice Ross Pitch for Struggling Agents

“Bernice’s new and experienced agent training programs led the 4,000-agent Jon Douglas Company to become the top producing company per agent in the United States. Her training programs continue to be the most comprehensive and cutting-edge on and offline real estate sales training available today.” – Bernice Ross, RealEstateCoach

How to Choose a Top Real Estate Coach that Works for You

Just because a coach is popular or trending online does not mean they will work for you. Here is a proven four-step process that top agents use to choose the right and best real estate coaches:

Step 1: Learn the Real ROI Real Estate Coaches Offer Agents

The first step to choosing the best real estate agent coach is to learn the true return on investment (ROI) of a good real estate coach. Many agents sign up for coaching and are then disappointed when they don’t learn “secret” lead generation or marketing strategies. But that’s not what real estate coaching is for! 

Real estate coaching helps agents stay on track and feel motivated. It’s like getting help to do better at a game. Sometimes, it’s hard to see how to do better by yourself, so it’s good to have someone outside the game help you see what’s working and what’s not.

Step 2: Discover Your Sales Personality & MVV

Smart real estate agents and coaches know that being good at one thing is important. Before picking a coach, you must determine what you are good at. If you are new and finding it hard, don’t worry, but it’s crucial for making your own brand. For example, if you are shy but good with technology, you might not be good at cold calling, but you could be good at using Facebook ads or making websites appear on Google. Before picking a coach, you must know what your sales personality is and what skills you bring to the table.

Once you know your sales personality, take the time to work on your mission, vision, and values. Knowing where you want to be in five years (vision), how you plan to get there (mission), and what’s most important to you (values) will make choosing a real estate coach much easier.

Step 3: Decide on a Coaching Budget

Remember to think carefully about choosing a coach. Some agents fall for expensive coaches who promise to multiply their income, while others choose the cheapest option. Instead, find out what different coaches charge and decide how much you can afford to spend every month to improve your career. Set specific goals to achieve to justify the expense. For example, if you decide on $300 a month, figure out how many extra deals you’ll need to close to make that expense worthwhile.

Step 4: Research Coaches Who Work for Your Sales Personality, MVV & Budget

Now that you know your sales personality, MVV, and budget, take the time to research a few coaches to see if they’re a good fit. While this article includes information on pricing and sample coaching materials, you’ll want to get on the phone with a few coaching companies to really test the waters.

Real Estate Coaching FAQs 

To dispel some of the myths about coaching, here are the top five most commonly asked questions we get from agents considering hiring a coach for the first time:

1. How much does real estate coaching cost?

2. Does my real estate coach need to have experience as a realtor?

3. What are the benefits of real estate coaching?

4. Will a more expensive coach keep me more motivated?

5. Is coaching essential for success in real estate?

Methodology: How We Chose the Best Real Estate Coaches 

Since there seems to be a real estate coach behind every rock these days, finding a fair way to pick the best coaches was pretty tricky. To make the process somewhat more egalitarian, we used the following criteria to rate coaching companies and individual coaches:

• Size and industry reputation: While the size of a coaching company does not always mean they’re better, coaching is a highly competitive industry, so survival is difficult. If a company manages to not only survive but thrive over many years, chances are they are doing something right. 
• Successful former clients: Next, we looked at the number and success of former clients. While we couldn’t get examples for every coaching program, those with a repeated track record of successful former agents tell us they are helping their clients. 
• Adoption of the latest technology: This is a big one and one of the reasons some very famous coaching programs did not make our list. The real estate industry has changed dramatically over the last few years, and to compete, coaching programs need to update their lessons to reflect the latest methods of generating leads and marketing an agent’s business. 
• Agent reviews: While most reviews can be taken with a grain of salt, a coaching program with lots of positive feedback from former clients will almost always be high quality. 
• Quality of scripts and training videos: Finally, we looked at sample scripts and training videos for these coaches. High-quality scripts and training videos generally mean high-quality coaching and training. 

Bringing It All Together

After evaluating several candidates, we have selected the top real estate coaches for 2024. These coaches excel at assisting real estate professionals in succeeding in a challenging market. They offer innovative ideas and strategies to help agents and brokers perform at their best in the coming year. Some of them also share blog posts and books to support the success of real estate professionals. We are excited to see their positive impact on the real estate industry in 2024 and beyond.

Do you know a great real estate coach who should be on our list next year? Let us know in the comments section!

The post The 12 Best Real Estate Coaches for 2024 appeared first on The Close.

1. The Close

• Who should read it: Incredibly good-looking, talented, and charming agents with impeccable taste.
• Why we love it: One of the best real estate blogs (ahem), The Close offers everything you’ll need throughout your real estate career. Whether a new agent or a seasoned pro, you’ll find The Close’s lead generation and marketing techniques helpful. The blog has prelicensing guides, tech reviews, marketing templates, agent insights, recommendations for best real estate books, and fun real estate posts! Hopefully, you can feel our passion for building better agents through our articles.

Want to get our latest tips, templates, scripts, and articles in your inbox every week? Sign up for our email list below.

2. Tom Ferry

• Who should read it: New and experienced agents stuck in a rut.
• Why we love it: America’s premier real estate coach brings unmatched enthusiasm to helping real estate agents break out of sales ruts, learn new agent skills and lead generation techniques, and stay inspired. Tom Ferry excels in delivering impactful content through videos, which are featured prominently on his real estate blogspot. If you don’t have time to watch long videos, you can get the same actionable advice in his writing.

3. Coffee & Contracts

• Who should read it: Agents who want to grow their business on Instagram.
• Why we love it: Want social media tips and strategies from agents crushing it on Instagram? Then, the Coffee & Contracts blog should be your new daily read. Coffee & Contracts uses its extensive network of Instagram superstars like Eric Simon and Taya Dicarlo to dish out advice that works.

You’ll find guides on everything from improving your Reels to generating leads and writing engaging captions and motivational quotes. Additionally, the blog delves into advanced techniques for growing your follower base, how top agents build their brands, and using Instagram Stories to connect with your audience.

4. Business And Media (BAM) for Agents of Change

• Who should read it: Agents who want to learn how to become better agents with a greater sense of humor.
• Why we love it: Broke Agent Media is the brainchild of Eric Simon, who you probably know from his wildly popular Instagram account, The Broke Agent. But instead of spicy memes and skits, Broke Agent Media provides timely and actionable advice for agents trying to make a splash on social media.

BAM is a little video-heavy, featuring informative videos that break down complex topics into easy-to-digest concepts. However, the articles are as timely and actionable, offering practical agent tips and interviews. BAM also includes unique elements, such as humorous takes on real estate challenges and relatable anecdotes, making it entertaining and educational. BAM is an instant bookmark if you want a dose of wit and humor with your real estate training.

5. The CE Shop – Agent Essentials

• Who should read it: Prospective and new real estate agents.
• Why we love it: In addition to its prelicensing, exam prep, license renewal, and continuing education courses, did you know that The CE Shop has a blog called Agent Essentials? It offers various content, such as guidance on switching to a real estate career, filing your taxes as an agent, and understanding the different types of first-time homebuyers. Additionally, Agent Essentials provides tech tools and podcast recommendations, offering inspiration and actionable advice.

6. McKissock Learning

• Who should read it: New agents and prospective real estate appraisers.
• Why we love it: If you’re taking your continuing education courses with McKissock Learning, chances are you’ve already stumbled upon its blog. McKissock Learning’s real estate blog focuses on resources for new agents, providing essential guidance for those starting their careers. It offers a variety of content, including mastering real estate negotiation, how to become the go-to agent, productivity hacks, success stories, and more. But if you’re planning on becoming a real estate appraiser, McKissock offers extensive content on starting and growing an appraisal business.

7. Inhabit by Corcoran

• Who should read it: Luxury agents and brokers who want content inspiration.
• Why we love it: Billed as a lifestyle blog, Corcoran’s Inhabit reads and looks more like a thick, glossy luxury lifestyle magazine than the blog for a real estate brokerage. Agents can gather home staging ideas, interior design trends, emerging neighborhood hotspots, and community spotlights. The blog also features a monthly A-list, known as the list of most spectacular listings across the Corcoran network.

A word of warning: Of all the real estate blogs on this list, Inhabit will make you wish you had deeper pockets and endless vacation days. But this should be your template if you’re trying to create a luxury lifestyle blog for your team or brokerage.

8. Forbes – Real Estate

• Who should read it: Agents, investors, homebuyers, and sellers looking for high-level market analysis.
• Why we love it: Forbes is one of the best real estate blogs on this list. It offers updates on housing policies, rare home listings, investment strategies, market trends, and analyses. I appreciate Forbes’ expert commentary and the diverse topics covered, from commercial real estate developments to the latest residential market shifts. If you’re looking for an excellent and reliable resource to understand the market dynamics better, Forbes should be your go-to blog.

9. Mansion Global

• Who should read it: Luxury agents and brokers
• Why we love it: With the editorial chops and gravitas of the parent company, The Wall Street Journal, Mansion Global doesn’t just take pretty pictures of celebrity mansions. They offer insight into market trends, comprehensively analyzing the factors driving the luxury real estate market. Readers can explore articles on architectural history, the nuances of buying, selling, or living in luxury properties, listings of stunning estates worldwide, and neighborhoods on the rise.

10. Extraordinary Living by Sotheby’s International Realty

• Who should read it: Luxury agents and brokers
• Why we love it: You won’t find resources from motivational speakers or marketing strategies here—instead, Sotheby’s International Realty’s Extraordinary Living blog digs into the world of luxury real estate. The blog highlights the most exquisite properties around the globe, including homes for sale over $10 million. Extraordinary Living explores interior design, architecture, travel, and a perspective on living a luxurious lifestyle. Now, excuse me while I gawk at all these luxury homes and estates!

11. The New York Times – Real Estate

• Who should read it: Agents, investors, and professionals who want insights into national and international real estate markets
• Why we love it: Of course, The New York Times (NYT) – Real Estate is on the list! The blog offers high-quality journalism on the latest trends and developments in the real estate industry. My favorite part of the NYT – Real Estate section is its “Ask Real Estate” articles. These pieces provide practical advice and expert answers to common and complex issues from homeowners, renters, and prospective buyers. I find these articles incredibly helpful as they offer clear solutions to real-world problems that many of your clients face. If NYT – Real Estate isn’t part of your bookmarks, now is the time to include it.

12. The Real Deal

• Who should read it: Agents and brokers who need deep industry insight in New York, South Florida, Chicago, LA, San Francisco, and Texas
• Why we love it: When it comes to inside-track real estate journalism, The Real Deal is, well, the real deal. It acquires local real estate scoops ahead of the massive papers. It features major transactions in the industry, real estate finance, and reports on commercial and residential markets. The writers from The Real Deal also tend to write in a crisp and easy-to-digest style that gives CEOs worldwide the information they need to make that next giant acquisition—or just have something to chat about over lunch with industry insiders.

13. HousingWire

• Who should read it: Real estate news junkies
• Why we love it: If you want a lasting real estate career, it’s crucial to understand that your clients and former clients will look at you as a market expert. That means keeping up to date with the latest news in the industry. One way to do that, of course, is by reading HousingWire. It features news about top real estate agents, detailed reports on mortgage rates, the housing market, and opinion pieces for agents’ consumption. Agents will also find advice on improving their business practices and client relationship strategies.

14. National Association of Realtors (NAR)

• Who should read it: NAR members and non-members
• Why we love it: The NAR blogs offer a wide array of content for all types of agents, including Economists’ Outlook, Emerging Technology, Culture Scan, Helping Seniors, Spaces to Places, and more. With contributions from NAR members and industry experts, these real estate blogs provide up-to-date information on economic forecasts, how they will affect the industry, and the latest technology innovations that can enhance each agent’s business. These blogs equip agents with the tools they need to excel in their profession. The NAR blogs are accessible to everyone, including non-members.

15. Inman

• Who should read it: Brokers, investors, tech leaders, startup founders, and ambitious agents
• Why we love it: Inman is the place to go for industry news, NAR drama, and 30,000-foot insight from some of the biggest names in the business. Additionally, Inman hosts events or webinars that offer further learning and networking opportunities, which can greatly benefit your career. If you work in real estate, chances are your boss probably reads Inman every morning, and your boss’ boss definitely reads Inman every morning.

FAQs: Best Real Estate Blogs

Are there blogs that focus on specific local real estate markets?

Are there blogs about real estate technology?

How can agents determine which blogs are reputable, reliable, and trustworthy?

Bringing It All Together

All these reputable blogs offer an unlimited wealth of information that can provide actionable advice for your career. Did I miss your favorite real estate blog? Share your go-to sites in the comments!

The post The 15 Must-read Best Real Estate Blogs for 2024 appeared first on The Close.

1. Create a Real Estate Business Plan

Anyone wondering how to be a top realtor should start with a business plan. This plan is a way to track goals and make the wisest decisions—like a roadmap to success for real estate agents. Your real estate business plan should include your mission, who you want to work with (your ideal client), your farm area, your marketing strategy, and an honest evaluation of your strengths and weaknesses.

For more details, check out our free guide on creating a real estate business plan.

Key Takeaways: 

• Creating a solid business plan is imperative to grow your real estate business
• Your business plan is your roadmap to success, helping you track and achieve goals
• A business plan for real estate should have specific elements to help you decide how to best spend your time and resources, so it’s wise to use a business plan template.

2. Choose the Right Brokerage

One of the first tasks you’ll do when you get a real estate license is to choose a brokerage to work with. This decision can be daunting because it can greatly impact your career and the support you receive. For instance, brand new agents often value a robust training program to help their business get up and running. On the other hand, more seasoned agents may instead look for a brokerage with higher commission splits and may not necessarily need a brokerage with extensive training or mentorship options.

As you choose the best real estate company to work for, make sure you also consider what they offer in terms of marketing assistance, lead generation, real estate software, or additional income opportunities. The company you choose will impact your real estate salary and, ultimately, your success. Make it a point to interview several brokerages before choosing the one that fits you best.

Key Takeaways: 

• Ask yourself what is most important to you looking for in a brokerage—is it training, the highest commission splits, leads, software, mission, or marketing expertise?
• Interview multiple brokerages to understand your options
• New agents may benefit from a brokerage that emphasizes training, while seasoned agents may value commission splits

3. Determine Your Mission, Vision & Values

Another way agents can learn how to be successful in real estate is by defining what’s most important and meaningful personally and how they can apply it to their business. Perhaps it’s giving to local charities, helping renters become homeowners, or even having an honest, professional rapport with your clients. Ask yourself questions like these:

• Why do I want a career in real estate?
• Who do I want to help?
• What’s important to me as an entrepreneur?
• What impact do I want to have on my local community?

Often, business owners turn to their real estate mission statement when making business decisions. Determining your ultimate goal in your real estate career will help you define your overall mission, vision, and values. Knowing these crucial aspects of your business will not only drive your success but also give you a sense of purpose. 

Key Takeaways: 

• Determining your mission, vision, and values will help you make appropriate business decisions
• Your unique mission and priorities will also help you connect with clients who have similar priorities
• Consider who you want to help, why you want to help them, what impact you want to have to define your mission

4. Work with a Real Estate Mentor

Whether you plan to jump into real estate full-time or begin a part-time real estate career, having a mentor in the beginning is extremely valuable. As a new agent, every new transaction and interaction will bring up new questions—many of which aren’t covered in your real estate training. Although your broker can be helpful, it’s important to have both a broker and an agent that you can reach out to with questions or to bounce ideas off of.

The best place to find a mentor is from your brokerage or at local networking events. Some brokerages, such as eXp, have a mentorship program where you can pick or be assigned a specific mentor to help you with your first three transactions. However, if you don’t have an official mentor relationship assigned to you, you can always ask around your brokerage for senior agents who may be willing to meet with you.

Key Takeaways: 

• Having a real estate mentor is separate from being in a real estate brokerage
• The right real estate mentor can offer unique training, personal expertise, and personalized support
• You may be assigned a mentor from your brokerage, but if you aren’t, you can form your own mentorship

5. Build a Strong Network

If you ask, “How do I become a successful real estate agent?” you should consider your network. A common real estate saying is, “Your success is directly tied to who you know.” You may have also heard the saying, “It’s not what you know, but who you know.” In real estate, your network is the foundation of all success. Your network consists of everyone you know, including potential clients, other real estate professionals, and other business owners or professionals like mortgage brokers, home inspectors, lawyers, etc.

Potential buyers and sellers are more likely to hire someone they already know and trust than a stranger. They’re also more likely to hire someone who has been personally recommended by someone else they trust. This means that your network—also called your “sphere of influence”—is your bread and butter, where most of your leads and referrals will come from.

This is why building a strong network is crucial if you want to become a successful real estate agent. A strong network that generates consistent, valuable leads doesn’t happen by accident—you have to nurture it and actively reach out to create new relationships. Keep in touch with your network in various ways throughout the year, like email, text, phone calls, snail mail, social media, or in-person events.

Key Takeaways: 

• One of the most important ways to be a successful real estate agent is through your real estate network
• Your real estate network is also called your “sphere of influence” (SOI) and includes potential clients and potential referral sources
• Building and maintaining a strong network is key to generating leads and referrals
• Nurture your SOI in a variety of ways, like email, text, phone calls, social media, snail mail, or in-person events

6. Improve Your Business Skills

Real estate agents are entrepreneurs, so it’s well-known that they wear many different hats. As an agent, you’ll schedule, plan, and run face-to-face listing appointments, choose and manage your marketing methods, write emails and social media posts, track your income and spending, and do administrative tasks. Chances are that you’re already great at some of these tasks but not others. It’s imperative to know your strengths and weaknesses and how they align with your responsibility as an agent—using our business plan template above will help with this.

Remember that your weaknesses do not prevent you from learning how to become a successful real estate agent. Instead, seek CE courses, additional brokerage training, or speak with a mentor about honing the skills you need to improve.

Key Takeaways: 

• Becoming a real estate agent requires a diverse set of skills from marketing, negotiation, and finance
• It’s important to consistently improve your skills in every important area of real estate, including marketing, sales, communication, lead generation, administration, real estate law, and the housing market

The CE Shop is a great option to expand your real estate knowledge. They provide a wide array of courses for continuing education and Real Estate Business Builder professional development. Check out their classes today.

7. Specialize in a Real Estate Niche

Choosing a specific niche is one of the most effective ways to become a successful real estate agent. New agents are usually tempted to take any and all possible clients regardless of their specific needs, but this method usually takes more of the agents’ time and energy. It’s much easier to learn everything there is to know about one particular type of client, neighborhood, or type of property than it is to learn the entire market.

Some popular real estate niches include:

• Farm areas or specific neighborhoods
• Military clients
• Rentals
• Buyers or sellers
• First-time homebuyers
• Vacation rentals
• Luxury real estate

Sometimes, a niche will come naturally as you start your career, but other times, it will require intentionality to find a gap in the market. Once you find a strong niche, put yourself in the shoes of your potential clients to determine their needs and how you can help them. Make sure to brush up on common real estate terminology specific to your clients or properties.

Key Takeaways: 

• Building a niche means learning everything there is to know about something specific instead of focusing on learning the entire market
• Having a specialized niche helps you build more authority within a specialized area
• Niching down also helps you stay consistent and market more strategically to a specific audience
• A few popular niches include buyers, sellers, rentals, investors, military movers, and luxury real estate

8. Focus on Your Unique Personality & Strengths

One of the most important concepts for those learning how to be successful real estate agents is that you don’t have to be like other successful realtors. Many new agents think that they have to do X, Y, and Z to succeed since that’s what they see. However, your personality is an important part of your business, so your business and marketing strategy should match.

For example, cold-calling FSBOs and door-knocking would not be enjoyable for introverts. Even if it’s an effective strategy for another agent in your area, trying a method that doesn’t suit your strengths will cause you to feel exhausted and burnt out. This is why it’s important to learn your unique real estate sales personality and choose marketing strategies that best suit you.

Take our free real estate sales personality quiz and learn which personality and marketing methods fit you best; you might be a creative, a sales pro, an introvert, a community expert, or an innovator.

Key Takeaways: 

• Successful agents choose marketing strategies that best fit their personality
• Learning your strengths, weaknesses, and unique sales personality will help you generate and nurture leads more effectively.

9. Leverage the Right Tools

The motto for learning how to be a successful real estate agent is to work smarter, not harder. You could do most real estate tasks manually. Still, you can massively increase your productivity and results by choosing the right lead-generation tools and marketing software to boost your business. 

Of course, in a world of AI and an unlimited number of software programs, it can be confusing to choose the best ones. Focus on tools that keep you organized and accountable, such as a quality CRM (customer relationship manager) and a robust website builder with lead gen and marketing tools.

Key Takeaways: 

• The right tools can maximize productivity and efficiency
• Strategically selecting the right tools and software can make or break your success
• Consider tools like a CRM, website builder, email marketing platform, or social media manager

If you want to work smarter, check out Wise Agent (smart, wise—see what I did there?). It is an all-in-one CRM, lead generation, and marketing tool that will help you save time while making money.

10. Build Your Personal Brand

It’s obvious that relationships are crucial to your success as a realtor, but building a unique, personalized brand is just as powerful. Your personal brand should incorporate your personality, mission, values, and niche. A strong brand will set you apart from your competition and help you effectively communicate your value to your ideal audience.

Key Takeaways: 

• A real estate brand combines your niche, personality, values, and mission
• Building your personal real estate brand is the best way to differentiate yourself from the competition
• If you struggle to define and build a brand, read Real Estate Branding: The Complete Guide for Agents.

11. Be Prepared for Slow Months

Even for the best realtors in the country, success in real estate varies from month to month. Out of all the pros and cons of being a real estate agent, this inconsistency is one of the biggest challenges of this career choice. According to the National Association of Realtors (NAR), the slowest period of the real estate market is typically December to February, and the peak season is April to June.

The best way to become a successful real estate agent is by being prepared for the slow times in the market. Start by setting aside a percentage of your commissions from your busier months. Another way to make up income is by taking up a real estate side hustle like photography, teaching, or managing properties. Plus, there are other jobs you can get with a real estate license to supplement or even replace your sales income.

Key Takeaways: 

• All real estate agents experience ups and downs in their real estate business
• Preparing for slower months is key to being successful in the real estate industry
• Plan ahead for low-income months by setting aside a portion of your income from each sale
• Consider taking on side hustles or other jobs in the real estate industry as you build a consistent income

12. Learn How to Bounce Back from Rejection & Failure

The cold, hard truth is that in real estate, you will get rejected—a lot. FSBO prospects will hang up on you mid-sentence, doors will be slammed in your face, people you thought you connected with will ghost you, and deals will fall through at the last minute, no matter how hard you work. This happens to all agents, and the more successful you become, the more often you will fail.

But if you’re willing to learn, the real estate industry will force you to be resilient and to learn how to bounce back from failures. Reach out to other realtors to vent, share experiences, and remind yourself you’re not alone. Find an in-person community to combat loneliness; this could be your brokerage office or a public workspace. Prioritize self-care to remove stressors, like meditation, exercise, and good quality sleep. These items will help you maintain a healthy lifestyle as a real estate professional. 

Key Takeaways: 

• One of the most important parts of learning how to become a successful real estate agent is learning to become resilient
• Rejection and failure as a real estate agent are inevitable, no matter how hard you work
• Embrace the lessons that come from your failures, and bounce back by connecting with other realtors who have had similar experiences
• Don’t forget to practice self-care as a way to stay resilient!

FAQs

Is it hard to become successful in real estate?

What are the chances of becoming a successful real estate agent?

How do you survive your first year in real estate?

Bringing It All Together

Learning how to become a successful real estate agent may seem simple, but it requires a ton of dedication and strategy. You’ll give yourself the best chances of success by following the steps in this guide, including a comprehensive business plan, intentionally building a network, leveraging technology and tools, and preparing for the inevitable ebbs and flows of the market.

The post How to Become a Successful Real Estate Agent: 12 Simple Strategies appeared first on The Close.

Craft Your Real Estate Agent Schedule

When it comes to a real estate agent’s daily schedule, there’s no one-size-fits-all approach. What works for me may not work for you and could lead to failure. I firmly believe that success is not tied to getting up at 5 a.m. every day. Instead, it’s about identifying your most productive hours and doing your best work during those hours. Personally, I am not a morning person, so I prioritize tasks that don’t require me to be fully “on” early in the day as part of my time management for real estate agents strategy.

Our schedules are as unique as our businesses, but a successful real estate agent’s daily schedule should prioritize a healthy work-life balance. Finding the right approach to scheduling can make all the difference. Take a look at how you can effectively structure your day.

Types of Real Estate Agent Daily Tasks 

To grow your real estate business, it’s crucial to actively engage in business-building activities. These include prospecting, marketing, generating and nurturing leads, conducting market research, managing transactions, and following up with past clients. Prioritizing these tasks helps you build the rest of your activities around them. Here are items that should be included in your day:

• Self-care activity of choice
• Get ready for the day
• Check emails and follow up
• Conduct market research
• Start prospecting
• Schedule client showings
• Take time for breaks
• Have lunch and take a short walk
• Work on marketing and lead generation
• Spend time on social media
• Transaction management
• Prep for client meetings
• Meet with clients
• Attend a networking event
• Transition from work to personal time
• Prep for the next day
• Have dinner and do a wind-down activity
• Periodically listen to real estate motivational speakers

Realtor Daily Schedule Example

In the world of real estate, we often talk about time blocking for real estate agents. It’s super important because, without good time management, the day can just slip away. Keep in mind that your schedule will vary based on your personal life, business, and clients so each day may look a little different. Here’s an example of how your day could break down.

Time Management Tips for Real Estate Agents

Now that you know items that need to be included in your schedule and have seen an example agent schedule, it’s time to apply time management tips to ensure you can accomplish all your tasks.

Tip 1. Develop Your Mindset & Find Your Why

Before you do anything else, take a moment to reflect on your mindset. Setting the right expectations for yourself and your business can have a significant impact. You may not even realize that your mindset could hinder your ability to perform at your best. Consider the following points and strategize your approach to your real estate business. Doing so will help you customize your schedule to better suit your needs.

• What gets you excited? 
• What are your strengths? 
• What problem are you trying to solve? 

As a realtor, it’s essential to discover what truly ignites your passion and fuels your drive to kickstart each day. This is important for maintaining motivation, especially when facing market fluctuations.

Tip 2: Drop the 24/7 Marketing Method

Marketing yourself as available around the clock can create unreasonable expectations for you and your clients. Talk with your clients upfront and let them know your working hours. Establishing specific business hours and making exceptions for urgent matters will help manage expectations and maintain a healthy work-life balance. Outside of the hours you set, try using your phone’s ‘do not disturb’ feature. You can also create an automatic response noting when you’ll address the message and how someone can reach you if it’s urgent. 

Tip 3: Use Time Blocking 

Time blocking is the ultimate key to mastering your schedule. Make sure to include both personal and professional tasks and activities in your daily schedule. Block out specific time slots on your calendar and set alerts to remind you to switch to the next task. It may take some time to get used to, but it will help you stay focused and ultimately increase your productivity.

Tip 4: Move Tasks Around 

Remember, it’s okay to be flexible with your schedule. If you feel that certain tasks would be better on a different day of the week or at a different time or day, go ahead and switch things around. Finding what works best for you, your clients, and your business is important. Like our market changes throughout the year, your schedule will also change. 

Tip 5: Invest in Lead Generation 

When it comes to managing your time, it’s all about finding smart ways to get things done. By streamlining your lead generation, you’ll have more time to focus on other important tasks and growing your business. Take some time to choose a lead gen company to partner with, and once you’ve made your decision, make sure to work lead management and follow-up into your daily routine.

Tip 6: Outsource Marketing 

Consider outsourcing your marketing. By teaming up with a company like Coffee & Contracts, you can tap into their amazing done-for-you marketing tools and resources to batch your social media content. This means you can select your social media posts for the entire week or month, saving you the hassle of choosing what to post every day.

Tip 7: Execute Everyday to Create Habits 

Once you have identified your most important business-building tasks and set your schedule, it’s time to get to work. According to a hallmark study, it takes an average of about 66 days to form a habit. Consistently following your schedule will allow you to recognize the value of effective time management in real estate, enabling you to build and grow your business. This will set you on the path to achieving your goals and elevating your business.

Tip 8: Be Consistent 

Getting into the rhythm of your set schedule will take some time, but consistency is key in the real estate world. The rewards of our work may not be immediate, but they will come with time. Take neighborhood farming, for example – it may require multiple mailers before you see a return on your investment. Don’t give up if you’re not getting the desired results. Instead, tweak what you’re sending out and keep at it! 

Tip 9: Find an Accountability Partner

Having someone who’s got your back and can keep you on track with your business tasks while also reminding you to take some time off is important. It’s all about balance for the long haul. If you’re working solo, try teaming up with another real estate agent in your office for weekly check-ins. It’s a great way to hone your skills and lift each other up when you need it.

Tip 10. Adjust as Needed 

If you’re in the habit of creating a business plan every year, you’re probably familiar with the need to fine-tune it as the year progresses. The same goes for your daily and weekly schedule. What works for you in the winter might not work in the summer, so it’s important to be adaptable. Remember, this is your schedule and your business, so embrace the opportunity to evolve with it.

Tip 11: Start a Team or Hire an Assistant 

If you are fully committed to following your real estate agent schedule but still feel like you’re not making significant progress, it’s time to bring on some help. Working with a coach or mentor could help you delegate tasks to scale your business and continue taking control of your time. 

Bringing on a real estate agent to handle buyer leads or host open houses will free up your time to focus on other important aspects of your life and business. Alternatively, hiring an assistant to manage showings and overall client/transaction management can significantly improve productivity.

Tip 12: Don’t Forget About Personal Time 

Real estate can be a challenging and fast-paced profession. You can enhance your productivity and achieve even greater success by prioritizing activities like spending quality time with loved ones, engaging in fun activities with friends, and caring for your physical and mental well-being. If you struggle to step away from work, find an agent willing to help out while you are with family or friends. 

FAQs on Time Management for Real Estate Agents

What hours do most realtors work?

Is being a real estate agent time-consuming?

What days are real estate agents most busy?

Bringing It All Together

Part of the thrill of being a real estate agent is that every day is different. However, the unpredictable nature of the job can disrupt your schedule. I hope you try out the tips we discussed today and that they help you better manage your schedule. Let us know if you have a time management hack or other time management for real estate agents tips that have supercharged your business.

The post The Best Real Estate Agent Schedule & 12 Time Management Tips appeared first on The Close.

What Are SMART Goals?

Tony Robbins says, “Setting goals is the first step in turning the invisible into the visible,” and that’s where SMART goals come into play. Setting specific and measurable realtor goals with deadlines encourages you to visualize the concrete ideology needed to achieve them. Use your goals to establish a game plan for scaling your business to the next level.

When setting SMART real estate goals, it’s important to ensure you’re applying the right type of goal-setting strategy. Following the SMART model will help you draft concrete goals with deadlines, which makes you more likely to stick to them. For real estate goal-setting, use this table as a guide to write down your goals using the SMART model.

Examples of Fully Constructed SMART Goals

I’ve listed a few examples of real estate goals to give you an idea of how to build your own for your real estate business.

Example 1

I will build my knowledge of commercial real estate properties by reading five commercial real estate books by the end of quarter two (June 30th). 

• Specific: Focus on building knowledge of commercial real estate properties
• Measurable: The goal is to read five books, a measurable number
• Achievable: Five books in six months is achievable if spaced out appropriately
• Relevant: Reading real estate books to increase knowledge is relevant to my business 
• Time-bound: The end of quarter two gives you several months to complete it

Example 2

I will make 20 phone calls per day, five days per week, to prospects, leads, and my sphere of influence. I will also make 20 cold calls (FSBOs and expireds) and set two appointments per week. I will add two new listing clients per month.

• Specific: Focus on setting appointments with potential listing clients
• Measurable: 20 calls to your sphere and 20 cold calls are measurable numbers
• Achievable: Making 40 calls each day to set two appointments each week is achievable
• Relevant: Making calls to set two appointments each week is relevant to acquiring listings 
• Time-bound: This is a daily goal that prioritizes the task over the outcome

Example 3

I will improve my branding strategy by taking a branding course to learn how to promote my business. The course includes seven self-paced modules. I will complete two weekly modules and then implement the steps I learned that week. 

• Specific: Focus on developing a branding strategy to grow your business
• Measurable: The course included seven modules to be completed within eight weeks
• Achievable: Two modules per week is an attainable goal
• Relevant: A branding course is a great way to improve lead generation and brand awareness
• Time-bound: Eight weeks gives you a manageable deadline to complete the course

Example 4

I will read a real estate book each month to better understand how to scale my business in a sustainable way.

• Specific: Focus on scaling your real estate business in a sustainable way
• Measurable: The goal is to read one book each month
• Achievable: One book each month is doable; perhaps audible books make it even easier
• Relevant: Reading real estate books improves knowledge which is in line with business goals
• Time-bound: The deadline is one book per month

Example 5

I will develop a plan to post on social media every day for a month by following a marketing plan and calendar.

• Specific: Focus on building a social media presence and developing consistency
• Measurable: The goal is to post once each day on social media, which is measurable in days 
• Achievable: One post per day is achievable, especially if scheduling posts in advance
• Relevant: Posting on social media generates real estate leads and builds brand awareness
• Time-bound: This is a daily goal to be reassessed at the end of each month

Example 6

I will earn my Accredited Buyer’s Representative / ABR® designation by June 30th.

• Specific: Focus on learning to be a buyer’s agent and attaining designation
• Measurable: The goal is to earn the designation by the end of the second quarter
• Achievable: The course is two days plus an elective, which could take as few as three days
• Relevant: A designation is a great way to expand knowledge on how to serve buyer clients best
• Time-bound: The end of quarter two gives you several months to complete the course

Additional Examples

• I will sell 20 homes in 2024. Increase GCI by 20% year-over-year (YoY) in 2024 by adding two additional real estate prospecting methods to my overall marketing strategy.
• I will hold two open houses per week. Follow up with every open house attendee who signs the sign-in sheet. Set one new buyer appointment per week.
• I will send out 20 handwritten cards per week to my farm, sphere of influence, and network. Set one listing appointment per week.
• I will sell one more home per month than last year. (Or sell 24 homes by December 31, 2024.)
• I will take a course on creating social media ads by June 1, 2024, and implement one new strategy each week after completing the course.
• I will host and plan a homebuyers event each quarter of the year—February 21, May 15, August 21, and October 23—to educate potential homebuyers in my area.
• Send 100 postcards to my geo-farming area each month in 2024.
• Complete 14 hours of CE credit by September 1, 2024.

Use these examples to help you structure your own SMART goals. Don’t wait until January to develop your goals—you can start a new plan today and put it in place to achieve success as a real estate agent by the end of the year. 

How to Craft SMART Real Estate Goals

Setting your SMART goals in real estate takes a bit of practice, but I’m taking you through the process one step at a time. Whether you’re setting your Big Hairy Audacious Goals, or BHAGs, for the next five years or you’re focused on your shorter-term goals in your GCI and production, using these strategies will help you make the most of your goal-setting. Here are the five elements to create your own SMART goals to become the rock star agent you want to be.

Step 1: Be Specific

When setting your goals, target a specific area of improvement and what you want to accomplish. Instead of saying you want to make more money, invest in more education, or sell more homes in 2024, make it more concrete. How much more money do you want to make? What type of education will you invest in? How many homes will you sell in 2024?

Step 2: Make Them Measurable

Always include a way to measure your success with your real estate agent goals. Track your progress and adjust your activity to stay on track with your longer-term goals. Reverse engineer your goals to find what activities you’ll need to accomplish to reach those goals.

Step 3: Keep Them Achievable

It’s great to have BHAGs for year-over-year growth. But for short-term success, which inevitably leads to long-term success, include some smaller, more achievable real estate goals that you can easily see to keep you motivated. Focus on the activity instead of the end result. If you focus on making 20 calls daily, the appointments will happen as a result.

Step 4: Make Sure They Are Relevant

Make sure the goals you set align with your overall business objectives. It’s best to focus on the goals directly relevant to your production goals. You can work towards becoming a superstar on Instagram with 5,000 followers, but if it doesn’t directly impact your business growth, it’s not helping you achieve your objectives.

Step 5: Give Yourself a Deadline

Everything with a deadline should be completed on time. This is an opportunity for you to work on your time management skills. If you don’t give yourself a deadline to accomplish your tasks, goals, or anything else, they will languish on the “to-do” list forever.

Why Should Real Estate Agents Set Goals?

If you want to crush it in this business, you must set some serious goals. I’m talking about the kind of goals that light a fire under your butt and keep you laser-focused on what matters most. Without goals, you’re just drifting along, hoping for the best. But when you have a clear target to aim for, you’re unstoppable.

Setting goals isn’t just about dreaming big, though. It’s about holding yourself accountable and making things happen. When you have specific goals to work toward, you’re more likely to take action and push yourself outside your comfort zone. And when you finally achieve those goals, that feeling of accomplishment is like jet fuel for your motivation.

Process for Choosing the Right Real Estate Agent Goals

Okay, so you know you need goals. But how do you choose the right ones? It starts with a little self-reflection. Take a hard look at where you are now and where you want to be. I’m sure you’ve been following tons of actionable real estate agent tips, so what’s working well? What could be better? What do you really want to achieve in this business?

Once you’ve got a handle on that, it’s time to put those intentions down on paper. Goal-setting for real estate agents can make a good agent great. Make sure your goals are challenging but doable and that they actually matter for your career. Focus on the goals that will make the biggest impact first.

Short-term vs. Long-term Real Estate Agent Goals

Now, let’s discuss the difference between short-term and long-term goals. Both are important, but you need a mix to keep yourself motivated and on track.

• Short-term goals: You can knock out these goals in a few months to a year. For example, closing a certain number of deals this quarter or earning a specific commission income by the end of this year.
• Long-term goals: These might take a few years to achieve. For example, becoming the go-to agent in your market or building a team of rockstar agents to work with you. 

The key is ensuring your short-term goals are stepping stones to those bigger, long-term objectives.

Goals for Experienced Vs. New Agents

Your goals might change depending on your experience level. If you’re following a new agent checklist, your focus is probably on building your client base and getting those first few deals under your belt. You might set goals around attending a certain number of networking events or getting a specific number of leads each week. Obviously, real estate goals for new agents are about getting your business up and running.

But your goals might look slightly different if you’re a seasoned pro. Maybe you’re focused on expanding your business, gaining your broker’s license, or branching into new niches like luxury homes or commercial properties. You might set goals around improving your marketing game or implementing new tech tools to streamline your processes. The key is to keep challenging yourself and pushing the boundaries of what’s possible.

Tips for Developing Better Habits to Reach Your Real Estate Goals

If you want to achieve your goals, then you need to level up your habits. As Aristotle once said, “We are what we repeatedly do.” So if you want to become a successful agent, you must master the habits of a successful agent. Magic happens in the smallest details that make up each day.

James Clear, in his book, “Atomic Habits,” provides actionable ways to break free of bad habits and adopt new habits to help you achieve your goals almost on autopilot. Definitely pick up the book to get more in-depth on the topic. For now, I’ll share some tips from his book to help you develop better habits and give you a jumpstart on your goals. Check out Clear’s book on Amazon.

“You do not rise to the level of your goals. You fall to the level of your systems.”

James Clear

Tip 1: Don’t Give Up

According to Clear, many people enthusiastically start a new habit but don’t see the results immediately and give up. The social media age has significantly reduced our ability to delay gratification! But here’s the truth: habits compound over time, so you may not see results right away. But if you put solid systems in place and stick to them, you will see the breakthrough happen.

Tip 2: Set Up Systems

Use your SMART goals to determine what systems you need to put in place. Because even if you had no goals but had great systems in place, you would most likely achieve a marked improvement in your business. On the flip side, if you have goals but no systems, the opposite would most likely be the outcome. So reverse engineer your goals to set processes in place to help you achieve them.

For example, if you know what your gross commission income (GCI) goal is for the year, what do you need to accomplish to achieve that goal? Is it 24 transactions? Once you know the answer, think about what systems and habits you need in place to hit your financial goals. Then stick to those processes daily because success comes with consistency.

Tip 3: Focus on Your Identity

Become less focused on your outcomes and more focused on your identity. Be the person who achieves, as opposed to chasing a goal. For example, if you are currently fixated on the outcome of doubling your GCI, instead focus on changing your identity to someone who calls prospects every single day. 

Also, acknowledge that issues that make it hard to stick to your habit might pop up in your life. Give yourself some grace…, but not too much. Never miss more than one day of skipping out on your new habit or identity.

Tip 4: Understand Your Habit Loop (Triggers)

Know that you have a habit loop or a cue that you automatically respond to. Learning to recognize your triggers can help you change your behavior around them.

For instance, if you check social media every time you hear your phone make a noise, you know firsthand what a cue and a response are like. Create an environment where you are more likely to stick to your desired habit (e.g., no phone in the room when you’re working on updating your CRM).

Your environment is filled with cues that either work for or against you. Know which environments are most conducive to your habits. When devising a new habit, follow this formula: “I will do x at this time at this location.” The specificity helps you identify that location as a cue for your new habit.

Tip 5: The Temptation Bundling Technique

You might need to form habits you do not like (e.g., cold calling). Clear suggests using a temptation bundling technique for instances like this.

That means right after you do something you do not like, reward yourself with something you do enjoy. 

Doing this will flood your brain with the feel-good hormone dopamine. You will start to associate the dreaded habit with feeling good. The thought of doing it every day will become less and less awful.

Bringing It All Together  

Knowing what goals you want to go after provides direction, and good habits help you get there. Whether you’re thinking about what you want to achieve next year or are reading this during a midyear reset, know that the small tweaks you make to your daily habits compound over time. Dream big, but start taking small, daily actions with reasonable expectations. 

What are your big real estate goals for 2024? And what habits do you count on using to make them a reality? I’d love to hear your thoughts. Drop a comment below, and be sure to add any tips that you think would be helpful for others.

The post Real Estate Agent Goals: How to Craft & Crush Them (Examples + Tools) appeared first on The Close.

Real Estate Sales Personality Quiz

Click the link to complete the 10-question realtor quiz to determine your unique real estate agent personality. Don’t forget to come back here to learn more about your results and how to use them in your business!

How to Interpret Your Real Estate Personality

Now that you’ve received the results of your “Should I become a real estate agent?” quiz, here are some tips and tricks to make your personality work for you! 

The Creative

Quiz result recap: The creative real estate agent is imaginative and often able to find unique solutions to challenges in their business and for their clients. They can think outside the box and usually stand out with bold and distinctive branding. This type of real estate personality will typically thrive by using content creation marketing strategies where they can use their creativity to reach clients in unique ways, like social media, videos, blogs, and email marketing.

Resources for creative real estate agents:

• Use social media marketing to build your brand and generate leads (start with these social media post ideas)
• Boost your views with a 30-day realtor content creation challenge
• Post real estate memes to add a sense of humor and increase views and engagement

• Record real estate videos to showcase your personality, expertise, and client wins
• Use a real estate website builder to create a custom website where you share listings, brand, and create custom landing pages for social media visitors
• Start a real estate blog on your website with tips for home buying, selling, staging, and local market updates
• Write real estate emails to communicate with leads and clients consistently

How to tap into other personalities outside of The Creative:

The Sales Pro

Quiz result recap: An experienced agent who thrives in the sales-focused elements of real estate is typically assertive, competitive, and results-driven. This type of agent is generally extroverted and knows how to drive conversations, make connections, and build a valuable network of referrals. They often do well with classic real estate marketing techniques like door knocking, cold calling, and hosting or leading events. Still, they can also benefit from digital tools that amplify their reach, like texting and emailing.

Lead generation and marketing resources for sales pros:

• Market more strategically to your sphere of influence to build your network
• Attend and host real estate networking events
• Focus on building robust real estate referral systems
• Make phone calls to new referrals or cold leads with cold calling scripts
• Take to the streets! Use the classic door knocking method to generate leads
• Host unique events to leverage the power of experiential real estate marketing
• Try using unique open house ideas to get more traffic to your listings
• Host client appreciation events to build camaraderie and strengthen your referral generation
• Use real estate email marketing to automate consistent communication with leads, clients, and members of your network
• Send automated and personalized texts with effective text message scripts for agents

How to tap into other personalities outside of The Sales Pro:

The Introvert

Quiz result recap: If your results from the quiz came out as introverted, you have a unique relationship style. Introverted agents prefer connecting in quieter, one-on-one settings instead of large events. They are just as capable of building strong networks, but they do it through more genuine relationship-building with clients and referrals by listening attentively and personalized communication. This type of real estate personality prefers digital communication over face-to-face interactions but also benefits from sending handwritten notes or thoughtful gifts. Introverted agents should focus on building a solid reputation in their community with word-of-mouth or video testimonials.

Marketing resources for introvert agents:

• Ask clients to record or write real estate testimonials for you to share online
• Building multiple real estate referral systems to make it easy for your network to recommend you to others
• Market more consistently to your sphere of influence who already knows and trusts you
• Deliver fun real estate pop-by gifts to build brand loyalty and remind clients to refer others
• Send personable real estate emails that are customized for your leads
• Use a robust real estate CRM to maintain communication with every lead and client you have
• Use these prospecting letter templates to reach potential clients in a more personable way
• Purchase warm leads through a real estate lead generation company

How to tap into other personalities outside of The Introvert:

The Innovator

Quiz result recap: The Innovator is a type of realtor who loves to try new things and test out new technology to grow their business. This agent will likely get a competitive edge because they jump on the latest trends and ideas before other agents. Their marketing strategies usually include digital marketing funnels, social media advertising, and virtual tours to market their listings. Many innovators have a technical way of thinking, so they gravitate toward educational content to nurture leads. They also benefit from utilizing an advanced CRM system to automate many client tasks and maximize their effectiveness.

Marketing ideas and resources for real estate innovators: 

• Keep track of real estate technology trends like AI and negotiations
• Leverage real estate software for a variety of tasks, from lead nurturing to home valuation to managing transactions
• Use predictive analytics to market real estate listings
• Choose one of the best real estate CRMs to automate communications with leads and clients
• Consider real estate marketing tools for additional tasks and marketing methods like video production or graphic design
• Build an IDX real estate website to generate leads and gather data about their behaviors
• Use keyword research and advanced targeting tools to create real estate ads on social media and search engines
• Build your brand by creating data-backed real estate infographics
• Use tools to develop reports for leads and clients, like a comparative market analysis

How to tap into other personalities outside of The Innovator:

Other Questions to Ask When Considering “Should I Become a Realtor?”

Even though there are many pros and cons of being a realtor, it is an incredible career option for many different types of people. Many people think you must be the fast-talking extrovert you see on “Million Dollar Listing” to succeed, but you don’t! In fact, most personality types can find success in real estate with the right strategy.

To help you go beyond the questions in the “Should I become a realtor?” quiz, let’s dig a little further into a few basic questions.

Question 1

What’s your financial situation, and how comfortable are you taking risks?

A) I have plenty of savings, and I enjoy taking risks

B) I have some savings, and I’m willing to take risks to achieve my goals

C) I am hesitant to take risks and don’t have a safety net

D) I need an income FAST! I don’t have any money to risk

What to consider: Being a real estate agent is a challenging but rewarding career choice. Many people are drawn to the idea of having an unlimited income, but we’ve determined that the average real estate agent’s salary is around $90,000. Plus, there is no guarantee that you will generate any income since you’re not a salaried employee. New agents may have a real estate commission split that doesn’t make as much money as expected on their first few sales.

When deciding if real estate is right for you, consider all the risks before embarking on a new career.

Question 2

Do you have an entrepreneurial mindset?

A) I’ve owned a business before and had a successful run with it

B) I’ve always dreamed of owning my own business 

C) I’m unsure if I have the chops to run my own business

D) I would rather work for someone else 

What to consider: Even though your real estate license will hang at a brokerage of your choosing, you are an independent contractor and the boss of your own business. You make your own hours and decisions about marketing and lead generation and have unlimited earning potential. So, if you don’t have an entrepreneurial mindset and don’t think of your business as your own, you’ll fail before you even start. 

Consider your abilities to be a leader and organize a business from top to bottom. You’ll have to make and execute a business plan that aligns with your goals. Not everyone can be an entrepreneur, so think about whether that’s something you’d enjoy. 

Question 3

Do you have the resilience to overcome big obstacles in your business?

A) Absolutely–my middle name is Perseverance!

B) I know it will be a challenge, but I’m willing to work for it

C) I’m nervous about facing obstacles and not sure how I’ll handle it

D) I’d rather take something with a guarantee

What to consider: As a real estate agent, you are responsible for the effort you make to generate an income and build a thriving business. You will inevitably encounter challenges, like selling difficult properties, dealing with demanding clients, or struggling to generate leads. Growth happens by working through challenges, and the most successful real estate agents know how to persevere through obstacles.

FAQs

What personality is best for a real estate agent?

Is it hard to be successful as a realtor?

Should I become a real estate agent?

Bringing It All Together

Knowing your real estate personality will give you a deeper understanding of the best approach to growing your real estate business. If you’re wondering if real estate is right for you, the quizzes here should help you learn how to build a business that suits your natural personality and strengths.

The post Personality Quiz: Should I Become a Real Estate Agent? appeared first on The Close.

1. Leverage Your CRM to Keep Your Sphere Warm

Your sphere of influence is your secret weapon in real estate—and your customer relationship manager (CRM) is the key to unlocking its full potential. By setting up automated campaigns that keep you in touch with your contacts through emails and text messages, you’ll stay top of mind when they’re ready to make a move.

Here are a few ideas:

• Create a targeted email campaign to educate buyers on the benefits of home ownership.
• Write an email campaign that keeps your seller leads current on the latest market trends.
• Send holiday emails, including client birthdays, home purchase anniversaries, National Donut Day, etc., to keep you top of mind with your sphere of influence.
• Send automated quarterly emails to your sphere asking for referrals.
• Create videos to embed in your text messages and emails (try a platform like BombBomb) sharing interesting facts about your town.
• Send text messages to your past clients asking for 5-star reviews.
• Share local events with your database via text and email.
• Create an email newsletter for your database.
• Set up listing alerts for your buyer leads to go out automatically when a new home that matches their criteria hits the market.

With so many great CRM options tailored specifically for real estate agents, you’re sure to find one that fits your needs and budget. Still trying to figure out where to start? Check out our article on the best real estate CRMs to find the perfect fit for your business. Trust me, investing in a solid CRM and putting it to work for you can make all the difference in keeping your pipeline full and your commissions flowing, no matter what the market’s doing.

2. Fill Your Pipeline With Paid Leads

When the market slows down, keeping your pipeline full is crucial—and paid real estate leads can be a game-changer. Whether you’re an individual agent, a team leader, or a broker, there are plenty of ways to keep those leads coming in. 

Check out some of my favorite paid lead generation companies:

• Buyer leads: Zillow
• Homesellers: SmartZip
• Digital leads: Zurple
• Affordable leads: zBuyer
• Probate leads: Catalyze AI

These experts know how to target the right people with the right message at the right time, serving up hot leads ready to convert. However, not all paid leads are created equal. To make the most of your investment, be sure to:

• Do your homework and choose a well-reviewed lead generation company.
• Select a company that delivers quality leads that fit your target market.
• Experiment with different lead generation strategies to find what works best for you.

With the right approach and a little bit of hustle, investing in paid leads can be a smart way to keep your business thriving, even when the market’s not cooperating. So, don’t be afraid to explore your options and find the perfect match for your business.

Looking for a powerful CRM that can also generate exclusive leads? Get a predictable number of exclusive and affordable social media leads monthly with Market Leader.

3. Control Your Destiny by Hitting the Phones

In a slow market, it’s easy to feel like success is out of your hands. But one tried-and-true strategy puts you back in the driver’s seat—hitting the phones and cold calling. This tactic is a powerful way to learn how to make money as a real estate agent and land some listings, even when the market is challenging.

Now, I know what you’re thinking—cold calling isn’t exactly the most popular strategy these days. And it’s true—it’s not for everyone. But hear me out! You’re taking control of your productivity and pipeline by reaching out to FSBOs, expireds, your farm, and other potential leads. And with some great cold-calling scripts in hand, your confidence will grow with each new call.

Here’s the thing: When you’re the one making the calls, you’re not waiting for leads to come to you. You’re actively seeking opportunities and starting conversations that can lead to real business. And while it may take some time to learn how to convert leads over the phone effectively, the payoff can be huge.

Of course, cold calling isn’t the easiest way to learn how to make money with a real estate license. It takes persistence, patience, and a willingness to step outside your comfort zone. But if you’re ready to put in the work and learn the skills, cold calling can be a compelling choice to keep your pipeline full and your business thriving, no matter what the market’s doing.

Get started with the right tools. If you’re ready to tackle this cold-calling strategy, REDX delivers fresh leads directly to your fingertips. You can choose which type of leads you want to work with and only pay for what you need. Plus, their built-in dialer saves your finger muscles from all the number-punching.

4. Find Future Buyers by Nurturing Renters

When the market slows down and real estate buyer leads seem scarce, it’s time to get creative. One often-overlooked source of potential buyers? Renters! Targeting renters is a smart strategy when learning how to make money as a real estate salesperson, even when the market is challenging. The people signing leases could be your next big sale. By marketing directly to renters and nurturing their relationships, you can groom them to become your future buyer clients.

Think about it: Renters may not be ready to buy right now, but by staying in touch and providing valuable information about the homebuying process, you’ll be the one they think of when they are ready to take that next step.

So how do you tap into this potential gold mine of leads? Here are a few ideas:

• Offer free resources, like a “Renter’s Guide to Buying a Home” or a “How Much Home Can I Afford?” calculator.
• Host informational seminars or webinars specifically geared toward renters (partner with a lender to get those questions answered).
• Partner with local apartment complexes to provide referral incentives.
• Use targeted social media ads to reach potential renters in your area.

5. Build Relationships With Developers 

When the market starts to cool and traditional sources of business start to dry up, building relationships with real estate developers and investors can be a lifeline. Here’s the thing: While the average buyer may be tightening their purse strings in a slow market, investors tend to do the opposite. They know that the secret to building real estate wealth is to buy when everyone else is sitting on the sidelines—and they typically have the means or know some hard money lenders to do it.

As Warren Buffett famously said, “Be fearful when others are greedy, and greedy when others are fearful.” When the market is retreating, and everyone else is watching their pennies, that’s when savvy investors are ready to pounce.

So, how can you find real estate investors and tap into this revenue source? It all starts with building relationships. Here are a few ideas:

• Attend local real estate investor meetups and networking events.
• Join online forums and social media groups geared toward developers and investors.
• Offer specialized services, like property management or renovation consulting.
• Provide valuable market insights and data to help investors make informed decisions.
• Focus on real estate investing niches like fix-and-flip or cashflow investors.

Of course, working with investors isn’t always easy. They can be demanding and may have different priorities than traditional buyers. But if you’re willing to do the work and build those relationships over time, you may just find that investors are the key to keeping your pipeline full and your business growing—and a dynamic way to learn how to make money as a real estate agent. 

Need to learn the inside scoop on hard money lenders to share with your investor clients? Check out Kiavi. From bridge loans to fix-and-flip funding, Kiavi uses state-of-the-art tech to streamline the process and make funding easier for investors.

6. Choose a Lucrative Niche

When learning how to make money in real estate, there are plenty of opportunities across all types of properties and markets. But if you’re looking to maximize your earning potential, a few specific areas tend to be more lucrative than others.

Commercial Real Estate

One of the most profitable areas of real estate is commercial property. This niche includes everything from office buildings and retail spaces to warehouses and industrial properties. Commercial real estate deals are larger and more complex than residential transactions, often with higher commissions and fees. Commercial properties often have longer lease terms and more stable tenants, which can provide a steady income stream over time.

However, breaking into the commercial real estate market can be challenging, especially for agents who are used to working with residential clients. In most cases, you’ll need to obtain additional designations, such as the Certified Commercial Investment Member (CCIM) designation, to show your expertise and credibility in the commercial space.

Luxury Real Estate

If commercial real estate isn’t your cup of tea, luxury real estate is another highly profitable area to consider. This market focuses on high-end properties and affluent clients, which can translate to significant commissions and fees. Unlike commercial real estate, you don’t necessarily need additional licenses or designations to break into the luxury market—although pursuing certifications like the Luxury Homes Certification can help establish your credibility and expertise.

One of the biggest advantages of working in the luxury real estate market is that the skills and strategies you’ve developed in residential real estate are highly transferable. You’ll still need to focus on building relationships, providing exceptional client service, and staying up to date on market trends and best practices, but you won’t need to start from scratch regarding your knowledge and experience.

If you’re interested in making the transition from residential to luxury real estate, there are a few key steps you can take to set yourself up for success:

• Educate yourself on the luxury market and the unique needs and preferences of high-end clients.
• Build a strong personal brand and online presence that showcases your expertise and value proposition.
• Network with other luxury agents, brokers, and industry professionals to expand your reach and referral opportunities.
• Develop a targeted marketing strategy that speaks directly to the needs and desires of luxury buyers and sellers.
• Provide exceptional, white-glove service that goes above and beyond what clients expect.

For more detailed guidance on becoming a luxury real estate agent, check out our guide that walks you through the process step-by-step.

And if you’re really ready to level up your real estate business, explore the gorg website designs of Luxury Presence. If you’re competing with other luxury real estate pros, you’ll need a site that can keep up. Your image is important in the luxury game, and you’ll need high-end branding. Luxury Presence is an all-in-one platform that manages your online presence with stunning websites that generate leads to help you get your sophisticated brand out in front of all the right eyeballs.

Ultimately, the type of real estate that makes the most money will depend on your unique skills, interests, and market opportunities. Whether you specialize in commercial, luxury, or another niche market, the key is continuously educating yourself, building your network, and providing exceptional value to your clients. With the right strategy and mindset, you can build a highly profitable and rewarding career in any area of real estate.

7. Identify an Underserved Niche

When the competition is fierce and the market is slow, it’s time to get specific. One of the smartest strategies for standing out and generating leads is identifying an underserved real estate niche in your market and becoming the go-to expert in that area. If you want to know how to make money in real estate agent niches, this is how to do it.

Now, you might be thinking—won’t narrowing my focus limit my potential business? But the truth is, the smaller your niche, the more targeted (and effective) your marketing efforts can be. By honing in on a specific group of buyers or sellers, you can tailor your messaging, build deeper relationships, and establish yourself as the authority in that space.

So, what are some potential real estate niches to explore? Here are just a few examples:

• Probate
• REO (Real estate owned)
• Military relocation specialist
• Vacant land
• Agricultural
• Divorce and probate
• Senior living
• Investors

Keep in mind that not every niche will be a fit for every market. While military housing might be an ample opportunity in some areas, it may not be relevant in others. And beachfront condos might be a hot commodity in coastal towns, but they’re probably not a factor in inland cities.

The key is to identify a niche that aligns with your market and expertise and then go all-in on becoming the best in that space. Focus all your marketing efforts around that niche, from your website and social media presence to your networking and referral strategies. By doing so, you’ll be well on your way to answering questions about how to make money as a realtor.

And don’t be afraid to get ultra-specific. For example, instead of focusing on “farmhouses,” you might specialize in “horse farms or equestrian facilities from 5 to 25 acres.” The more targeted your niche, the easier it will be to establish yourself as the go-to resource for that group.

8. Become the Expert Other Agents Turn To

One real estate side hustle that offers multiple benefits is becoming the agent other agents turn to for advice and expertise. By positioning yourself as a leader and educator in your industry, you’ll attract more buyers and sellers and create opportunities to monetize your knowledge.

Here’s how:

• Start by centering your marketing efforts on teaching other agents how to build their businesses.
• Share your insights, strategies, and best practices through blog posts, social media content, and online courses.
• Create digital tools and resources that other agents find valuable, like checklists, templates, and downloadable guides.
• Capture the email addresses of agents who download your tools so you can continue to market to them.
• If you have design skills, consider creating digital products to sell online (think Etsy).
• Look into becoming a faculty member with your state association to teach real estate agents CE courses to maintain their licenses.
• Share your knowledge on a larger platform by becoming a freelance writer for real estate publications like TheClose.com or realtor.com.

By monetizing your expertise in this way, you can create a lucrative side hustle that complements your core real estate business.

Becoming a real estate expert other agents turn to takes time, effort, and consistency to build your reputation and establish yourself as a thought leader. But the payoff can be huge—not just in generating leads and closing deals but also in creating additional revenue streams that can help you ride out any market.

9. Manage Properties That Don’t Sell

As a real estate agent, you’ve probably encountered this scenario before: You’ve listed a property for a client, but due to circumstances beyond their control (like a military relocation), they must move before the home sells. While this can be frustrating for everyone involved, it also presents a unique opportunity for you to expand your services and generate additional revenue.

One smart strategy is to offer to manage the property for your client as a rental. By taking on the role of property manager, you can help your client avoid the stress and hassle of dealing with tenants and maintenance issues from afar—all while creating a new income stream for your business.

Of course, before you start offering property management services, there are a few key things to remember. Check with your broker to ensure that your brokerage is set up to manage properties and that you follow all in-house rules and regulations. In some states (like Florida), you may need a broker’s license to manage rental properties for others legally, so be sure to do your due diligence and comply with all relevant laws and regulations.

Assuming you’re able to move forward with property management, there are a few best practices to keep in mind:

• Communicate clearly with your client about your fees, services, and expectations.
• Screen tenants carefully to ensure a good fit and minimize turnover.
• Stay on top of maintenance and repair issues to keep the property in top condition.
• Keep detailed records of all income and expenses for tax purposes.

By offering property management services, you can provide a valuable solution for clients whose homes don’t sell right away—and create a lucrative new revenue stream for your business in the process. And who knows? You may even discover a passion for property management, leading to a new career path.

10. Create a Solid Business Plan

One of the biggest mistakes new agents make is assuming that simply having an active real estate license is enough to start raking in the dough. In reality, success in real estate requires a clear plan and a strategic approach. That’s where a clearly defined business plan and marketing plan come in.

Your real estate business plan should outline your goals, target market, unique value proposition, and financial projections. It should also include a detailed budget for marketing, technology, and continuing education expenses. By treating your real estate career like a business from day one, you’ll be better equipped to make smart decisions and invest in the right tools and resources to help you grow.

Your real estate marketing plan, on the other hand, should focus on how you’ll attract and retain clients. This plan might include tactics like:

• Building a strong online presence through a professional website and social media profiles.
• Networking with other local businesses and community organizations.
• Developing a niche or specialty to differentiate yourself from competitors.
• Creating valuable content (like blog posts or videos) to establish yourself as a thought leader.
• Leveraging email marketing and other outreach strategies to stay top-of-mind with past and potential clients.

By creating a comprehensive marketing plan and executing it consistently, you’ll be able to generate a steady stream of leads and build a reputation as a go-to agent in your market.

So, how do you make money as a real estate agent? It certainly takes effort and strategic planning. But for those willing to treat their real estate career like a business and work to build a strong foundation, the rewards can be life-changing.

11. Manage Expectations Based on Your Specific Market

Many agents set a goal of making six figures, but the path to achieving it can look different for everyone. There’s no one-size-fits-all formula on how to make money as a real estate agent—instead, it’s about understanding your market, setting clear goals, and consistently taking action to move the needle forward. 

One of the first things to consider when aiming for a six-figure income is your market and niche. Real estate agent salaries vary from one market to another. In some areas, selling a single multi-million-dollar property could be enough to generate a six-figure commission. In others, you may need to sell a dozen or more homes at a lower price to achieve the same goal. Understanding your market and the types of properties and clients you want to work with is key to creating a realistic and achievable plan for success.

Set Concrete Goals

Once you clearly understand your market and niche, it’s time to set some concrete goals. This phase is where reverse engineering comes in. Start with your ultimate goal (e.g., making six figures in a year) and work backward to determine what you need to do each month, week, and day to get there. For example, if you know you need to sell 12 homes at an average price of $300,000 to make six figures, you can break that down into monthly, weekly, and daily targets for real estate prospecting, setting appointments, and closings.

Learn to Convert Leads

But setting goals is only part of the equation—you also need the skills and strategies to achieve them. One of the most important skills for any real estate agent is the ability to convert leads into clients. This ability means mastering the art of asking leading questions, handling objections, and turning “no’s” into “yeses.” Any time you invest in learning and practicing these skills is time well-spent, as it can directly impact your ability to generate more business and close more deals.

In addition to lead conversion skills, there are a few other real estate agent tips that can help you achieve a six-figure income as a real estate agent:

• Build a strong personal brand and online presence to attract more leads and referrals.
• Focus on providing exceptional client service to generate repeat and referral business.
• Continually invest in your education and professional development to stay ahead of market trends and best practices.
• Leverage technology and automation to streamline your business and free up more time for revenue-generating activities.
• Surround yourself with a supportive network of colleagues, mentors, and industry experts who can provide guidance and accountability.

Ultimately, making a six-figure gross commission income (GCI) as a real estate agent is about setting clear goals, developing the skills and strategies to achieve them, and consistently taking action toward your vision. It’s not easy—but with hard work, persistence, and a willingness to continuously learn and adapt, it’s an achievable goal for any agent committed to success in the industry.

FAQs

Is it hard to make money as a real estate agent?

Is being a real estate agent a good side hustle?

Your Take

How to make money as a real estate agent is a big question. Many roads lead to a lucrative real estate business. This list is just the tip of the iceberg. The trick is there is no trick—you can achieve as much success as you’re willing to work for. The beautiful thing about real estate is you can make it into anything you want. Whether you want to become a coach, a real estate investor, a template designer, or the most successful luxury agent in your market, the world is your oyster. But first, be sure to set clear goals so you’ll have a roadmap to get where you want to go.

Do you have a cool real estate money-making secret? How are you designing your real estate empire? I’d love to hear about it in the comments!

The post How to Make Money as a Real Estate Agent: 11 Strategies to Earn More appeared first on The Close.

Inspired by Barbie’s call to dream big and break barriers, I’ll share some of my favorite takeaways from a handful of influential ladies in the real estate space today who are not just selling homes—they’re redefining the industry’s landscape. Hopefully, it will inspire you to carve your path to success the way they did.

The Power of Representation for Female Real Estate Agents

According to the National Association of Realtors (NAR), 62% of all Realtors in the United States are women. That’s a significant number, and it has increased over the past few decades. You might think representation would be a priority with so many women in real estate. But the truth is, female real estate agents face a male-dominated landscape, and women’s leadership is still not as prevalent as it could or should be.

During the conference, I sat down for a proper interview with Sarah Friar, CEO of NextDoor. It was my first time meeting her, but she was warm and welcoming, chatting with me like an old high school friend. When I asked her about her company, she was passionate and had a wealth of information to share, mostly about how NextDoor is all about community and how real estate agents contribute.

But when I asked her about her role in portraying women in leadership, she lit up like a firefly at dusk. She first said, “You can’t be what you can’t see, and so my goal in life is to show women everywhere that women can lead.” That’s a powerful message. Seeing women in leadership is vital for those aspiring to step into leadership roles. As women, the more we carve our paths to success and redefine what success is, the more responsibility we have to those following us to share the possibilities.

“You can’t be what you can’t see, and so my goal in life is to show women everywhere that women can lead.”

Sarah Friar, CEO, NextDoor

With its diverse portrayal of Barbie’s capabilities and adventures, the “Barbie” movie serves as a metaphor for the real estate industry’s evolving landscape, where women are increasingly taking center stage, breaking barriers, and shaping the future.

Barbie Changed the Perspective

The Barbie doll came from a place of women’s independence. Created by businesswoman Ruth Handler in 1959, Barbie was one of the first dolls produced for girls that represented the adult woman. It was the first time young girls could look at a doll and imagine being something other than a mother. It opened a whole world of possibilities for generations.

The movie “Barbie” put that ideology on display and pointed a finger at the patriarchal systems that have hindered women’s progress, including in the real estate industry. It ingeniously flipped the script and introduced us to Barbieland, a mythological matriarchal society where Barbies run the world. That opening scene showed what life could be to women of all ages—a world full of possibilities.

Demonstrating the numerous possibilities for women is what Sue Yannaccone, president and CEO at Anywhere Brands, emphasized at Inman Connect when she said, “Diverse voices in our industry need to be heard in a way that’s never existed before.” Like the “Barbie” movie, these women celebrate diversity and representation of all women, regardless of their ethnicity, religion, background, age, or orientation. Today, women can aspire to be anything they want. It’s a more colorful world than ever.

“Diverse voices in our industry need to be heard in a way that’s never existed before.”

Sue Yannaccone, President and CEO at Anywhere Brands

But it’s not all rainbows and butterflies. I overheard a conversation between a female real estate agent and several men. She talked about how women in real estate have been gaslit throughout generations, made to feel inferior, and stifled in their personal and professional growth. I overheard her say, “I would just like men to acknowledge they’ve been gaslighting us,” and I felt that statement to my core. I don’t think that will come to pass, but the important thing is that women have now learned to recognize that this struggle is real.

Takeaway From the ‘Barbie’ Movie

In the scene where Barbie and Ken enter the real world, Barbie is suddenly exposed to life as a woman with catcalling, rude behavior, and objectivity. She wavers, and her confidence visibly shaken. This scene solidifies that women have learned that this behavior is not OK. Female real estate agents have seen a lot, working long hours and meeting strangers at all hours of the day, and many have had to deal with some negative behavior. Today, a woman realtor recognizes when a man treats them inappropriately.

Overcome Challenges With Courage 

I love the way Tami Bonnell of EXIT Realty views challenges. She acknowledged that we still live in a male-dominated world but said, “Challenges are opportunities. Fear is a feeling, not a fact.” That’s a sentiment mirrored in Barbie’s adventures. Both narratives champion the idea that you can be afraid, but don’t let the fear keep you from moving forward. We felt defeated when we saw Barbie in the Mattel CEO’s office, about to be strapped into a box. But when her eyes lit up and she realized the men were about to imprison her, she found the strength to break free and escape. And everyone cheered.

“Fear is a feeling, not a fact.”

Tami Bonnell, EXIT Realty

According to the National Association of Realtors’ 2023 Profile of Home Buyers and Sellers, 19% of recent homebuyers were single females. We’ve come a long way since women first earned the ability to open their own checking account (without a man’s signature) in 1974. It’s definitely a different world from the one my grandmother grew up in. Women stand up, make decisions, and take over the driver’s seat. It’s refreshing to see so many women in powerful positions acting as beacons for the younger generation (Taylor Swift comes to mind in the current cultural environment).

Fear is a powerful emotion, and you will encounter it frequently. But you can harness that power and use it to step into action. Don’t let doubt or anxiety keep you from reaching your full potential personally or professionally. In other words, take the sage words Vanessa Bergmark of Red Oak Realty spoke at Inman Connect. “I’m not fearless,” she said. “I’m courageous because I did it in spite of the fear.”

Barbie vs Real Life: The Journey to Leadership

Liz Gehringer, president and CEO of Anywhere Franchise Brands, shared her story of transitioning from a corporate lawyer with Anywhere to a leadership role in the company. Her story hit several relatable nerves—she had been a corporate lawyer for several years, but she got to a point where she had a hard time finding the energy to keep doing the job. She felt burnt out. 

When she sat down with Ryan Schneider, CEO of Anywhere Real Estate, he said to her, “Let’s explore!” Her story and the support she found within her company leadership is a triumphant journey of self-discovery similar to Barbie’s. I can’t help but think of the final scene of “Barbie” where she finally goes to the gynecologist alone. It’s an inherently female rite of passage. 

Bergmark went on to share her secret weapon for success—discipline. “We actually have more time than we think,” she explained. “There’s freedom in the discipline.” She also pointed out that a solid support system is essential. “I never went at it alone. I always had a lot of supportive women who were a phone call, a coffee date, or a dinner away.” Kevelyn Guzman of Coldwell Banker Warburg stated it best when she said, “Surround yourself with people who believe in you and want to see you grow.”

“I never went at it alone. I always had a lot of supportive women who were a phone call, a coffee date, or a dinner away.”

Vanessa Bergmark, Red Oak Realty

In “Barbie,” all of the Barbies banded together to take back Barbieland from the Kens, who had turned it into a patriarchal realm. When the Barbies worked together, they defeated the Kens and reclaimed their home. That’s a powerful message to all women everywhere. For too long, women have torn down other women, like stray cats fighting in the street. When we stand together and uplift each other, there’s no glass ceiling we can’t smash through.

But more importantly, you have to take advantage of every opportunity that comes your way. Sherry Chris of Anywhere Brands echoed Bergmark’s and Guzman’s sentiments. “You have to seize the moment” when it presents itself. If you hesitate, you’ll miss out on the opportunity. Tami Bonnell also believes that your environment is essential to your success. “People grow in an environment they trust.” 

When Barbie enters the real world, she has a take-charge attitude until she meets with the patriarchal Mattel board of directors and its CEO. She quickly realizes that this world isn’t like her own and has to think fast and make adjustments before she’s literally put back into a box. She finds allies in Gloria and her daughter to find her way home.

“It is literally impossible to be a woman. You are so beautiful and so smart, and it kills me that you don’t think you’re good enough. Like, we have to always be extraordinary, but somehow we’re always doing it wrong.”

America Ferrera as Gloria in the Barbie Movie

In reality, women can’t escape to a fantasy world where women rule. (Wouldn’t that be something?) But the women blazing trails and redefining the game are creating their own version of reality. 

Building Confidence & Embodying Empowerment

One thing women do with a certain ease is show empathy. And that ability makes building relationships central to success. I loved Kevelyn Guzman of Coldwell Banker Warburg’s story of how she found her voice at an early age but still had to learn to use it when she first started professionally. “It’s about confidence. Even agents with big personalities don’t always have confidence,” she explained. “Finding my voice in a big family taught me a lot.” Finding your voice and learning to elevate it is essential in finding your path.

Gloria had trouble finding her voice in “Barbie.” She lamented being a solo voice in a male-dominated company culture that kept her stifled in her career and her personal life. When she teamed up with the Barbies, she discovered a strength she didn’t even realize was in her. Building confidence isn’t easy, but when you find your tribe of supporters, they can help you reach your potential.

Emily Paquette, CEO of Inman, discussed the importance of confidence and let everyone know she doesn’t have it all figured out. “I still have imposter syndrome,” she said. “As women, we question ourselves a lot more than our male counterparts do. But nobody has it all figured out.” I’m sure that sentiment was reassuring for many women in the room. Most of us feel the pain of doubt often. It’s in our genetic makeup.

“As women, we question ourselves a lot more than our male counterparts do. But nobody has it all figured out.”

Emily Paquette, CEO of Inman

But that doesn’t stop these pioneering women from forging ahead and pushing past their doubts. “If we’re not taking those risks and putting ourselves out there, we’re really missing out,” Paquette said. We don’t have to build our empires alone, though. “I built my whole career on relationships,” Paquette pointed out. 

As I heard these women share their stories and the lessons they learned along the way, I couldn’t help but think that “Barbie” shined a spotlight on this whole narrative where community and support networks are crucial to overcoming imposter syndrome and achieving success. If we stand together and continue to support each other, we can all rise together.

The Role of Allies: Incorporating Ken

Incorporating Ken brings me to another critical element of women’s success in a male-dominated society: allies. I have seen both sides of men—the side that tries to keep women subservient and the side that supports and lifts the women in their lives. Other men, like Ryan Schneider, want to encourage strong, intelligent women to find their path forward. He’s not, contrary to beliefs, an anomaly. Many others are on our side. It’s essential to seek out these allies and enlist them in getting us a seat at the table. The strong ones are more than happy to offer their hand in support.

Taking Risks & Embracing Your Strengths

“Barbie” taught us to take risks and focus on our strengths. Ginger Wilcox of BH&G Real Estate touched on that theme as well. “I have taken a lot of risks. Fear of failure keeps people from reaching their full potential. The biggest failure is not taking risks and not moving forward.” And I wholeheartedly agree with that. Sometimes, you just have to leap without knowing where you’ll land. “You’ve got to jump off cliffs all the time and build your wings on the way down,” as the writer Ray Bradbury told us.

“Fear of failure keeps people from reaching their full potential. The biggest failure is not taking risks and not moving forward.”

Ginger Wilcox, BH&G Real Estate

It was what Guzman shared at the end of the session that left the most significant impact on me. She emphasized the importance of moving forward despite the fear of failure, a lesson Barbie often imparts through her myriad adventures. “I focus on my strengths, and I let others focus on their strengths because I’ll never be him (Fred Warburg),” she said. “And that’s OK.” 

The Barbie Movement in Real Estate

The parallels between the “Barbie” movie and the narratives shared at Inman Connect NY are compelling. The movie began a shift that has penetrated our culture and opened our collective eyes and minds. The movie and the stories these incredible real estate women shared are about empowerment, challenging the status quo, the importance of representation, and support networks. With its diverse portrayal of Barbie’s capabilities and adventures, the “Barbie” movie serves as a metaphor for the real estate industry’s evolving landscape, where the ladies in real estate are increasingly taking center stage, breaking barriers, and shaping the future.

The “What Moves Her” session and Sarah Friar’s insights remind us that the journey to empowerment and leadership is both a personal and collective endeavor. Like Barbie, women in real estate are redefining what it means to be leaders, mentors, and innovators, proving that with courage, community, and a willingness to challenge the norms, anything is possible.

Reflecting on the stories and insights shared at Inman Connect NY, it’s clear that the Barbie movement is more than just a cultural phenomenon—it reflects the ongoing journey toward empowerment and equality in the real estate industry and beyond. By embracing the lessons of courage, resilience, and community, we can all contribute to breaking barriers and creating a more inclusive and empowering future for everyone.

In the words of Sue Yannaccone, “Use your voice! Even when the issues are bigger than you.” It’s a call to action for all of us to speak up, listen, and lead with courage. The Barbie movement is in full swing, and it’s up to us to keep the momentum going.

Your Take

How are you showing up to those women in real estate looking up to you? What barriers have you broken in your real estate career? How has a real estate agent woman mentor impacted your journey? I’d love to hear your inspiring stories—how you’ve overcome challenges, chased big dreams, and supported others with your community spirit. Share your stories in the comments.

The post Women in Real Estate Breaking Barriers: The Barbie Movement in Action at Inman NYC appeared first on The Close.

1. Having the Wrong Mindset

Owning your own real estate business (which you do as an independent contractor) is a challenge that comes with stress. You can’t guarantee your next client or your next paycheck. Unfortunately, it’s easy to slide into Negative Town when you don’t see the money rolling in or getting rejected from leads. 

If you think, “They aren’t going to answer the phone call anyway” or “They’re never going to find a house they like,” your mindset is out of whack. Remember that to succeed, you are going to have to fail. You will have to hear many no’s to hear a yes. I won’t sit here and say it’s easy, but I will tell you that you can become more resilient. The answer is having the right mindset.

How to Avoid This Mistake

• Learn the strategies of successful agents, like how to bounce back from failure and rejection. 
• It is critical that you choose the right broker. You must get the amount of support you need from your fellow agents within that brokerage, as well as your broker.
• If your brokerage or team does not provide you with coaching, hire a growth coach.
• Join mastermind groups so that you can have a space to vent to other real estate agents about your struggles and get advice and encouragement from more experienced agents.
• Listen to podcasts and read real estate books that will grow and keep your mind positive and healthy! What we put in is what we get out.

2. No Financial Plan

Money, or lack of it, is another main reason why real estate agents fail. Agents often make the mistake of hearing how much commission other agents make and think they’re raking it in. But they don’t consider their expenses, such as brokerage or team splits, taxes, education, marketing, and lead generation expenses. It will be tough to succeed if you don’t plan for these finances and are on a budget. You must make a financial plan and use strategies to make money as an agent.

How to Avoid This Mistake

• If you are a new agent, set aside about six months’ worth of bills and living costs in an emergency fund and don’t touch it.
• As you build your business, try to live on only 50% and allocate 20% to 30% to save and reinvest in its growth so you won’t feel stressed during your less busy seasons. (Even top producers experience some months with no closings.)
• Always have a financial and business plan in place.
• Research and compare different lead generation companies before signing up and investing your money.
• Use a SEP IRA to invest up to 20% of your net income and plan for retirement.

I always put 25% of my commission check into a separate tax account to pay quarterly taxes. Just think, if you spend all the commission you receive without saving anything, how will you pay taxes when they’re due?

3. Lack of Skill

While real estate education courses teach you about industry laws and regulations, they don’t teach all the ins and outs of a real estate transaction. Agents make the mistake of passing their exams and not learning or practicing new skills. 

According to NAR, 93% of homebuyers want their real estate agent to know the purchase process, and 91% of buyers want their agent to know the real estate market. Not having these skill sets, honesty and integrity, communication, negotiation, and technology skills will ultimately hinder your capabilities in real estate. 

For example, there was one time when I didn’t answer my phone when a potential buyer called, and within the hour that it took me to call them back, they had already called another agent to help them. I’ve never made this mistake again.

How to Avoid This Mistake

• Read about these nine real estate skills to help you succeed. Make a list of the skills you feel you need to work on.
• Practice! Try role-playing negotiation skills with your fellow agents.
• Get involved in activities outside of real estate that will help you. I think golf is a great game for teaching patience. (Plus, you can meet potential new clients at the club!) 
• Take MLS courses that teach you more about data analysis.
• Join programs through your local agent association, such as leadership, that will improve your teamwork and empathy skills. 
• Ask clients and non-clients what they want and look for in a real estate agent. Then, work on the skills they have expressed that are important to them. 
• Practice effective communication skills such as active listening and asking open-ended questions, but always ask your clients how they prefer you communicate with them. The NAR highlights from 2023 show that 94% of Realtors use text messaging to communicate with their client, but don’t assume this is what your clients want. 

4. A ‘Get Rich Quick’ Attitude

Too many agents make the mistake of trying to “get rich quick” in real estate or trying to close X number of “deals” per month. This mistake will hinder building long-lasting relationships, and you won’t have a solid real estate career foundation. Considering 89% of homebuyers would use their agent again, you’re missing out on many opportunities if you jump from client to client daily. 

The second piece to this mistake is not investing in a good client relationship management (CRM) system early in your real estate career and not understanding the importance of your CRM in building these relationships. It is common for agents not to spend enough time keeping their database organized and not strategizing how they could naturally attract more potential clients or even have a strategy for following up. Real estate is a relationship business, which takes time, so a “get rich quick” strategy won’t work. 

How to Avoid This Mistake

• Reach out to everyone you know and offer them your professional real estate assistance.
• Add everyone you know to your CRM. Continue adding new contacts daily as you begin networking and meeting new people. 
• Keep your CRM organized. Spend 10 minutes at the end of your day doing maintenance and making notes if needed! Daily upkeep will make it less overwhelming for you. 
• Build relationships by staying in contact with leads in various ways. For example, mail holiday or birthday cards, make monthly “check-in” phone calls, send text messages, and email monthly newsletters.
• Join community Facebook groups, participate in community sports or church groups, or start a networking group.
• Host events for past, present, and future clients. For example, host a “Photos with Santa” event in your community or offer your past clients a free “spring family photo” session.
• Get as many real estate tips as possible from experienced agents.

One caveat: Don’t get caught up in these tasks at the expense of reaching out to prospective clients and leads to set up listing appointments and buyer nurturing. It’s easy to avoid rejection by “looking busy,” but you’re just spinning your wheels without following up with leads.

5. Not Following Up

Still wondering, “Why do real estate agents fail?” What if I told you that not following up is a huge contributor to how many real estate agents fail? A study from InsideSales found that 50% of non-essential sales (including homes) happen after the fifth touch point. Yet, 44% of real estate agents stop following up with a lead after the initial no, and another 22% stop after the second. 

So, if you do not follow up several times, you are losing fruitful relationships and potential business. Also, 50% of buyers are qualified but not ready to buy. If we do not follow up with these buyers while they are qualified, they will work with another agent who takes the time to stay top of mind and reach out to offer guidance.

How to Avoid This Mistake

• Utilize your CRM systems and automated outreach, including drip campaigns.
• Organize your leads into different categories so you know how often to follow up (for example, currently looking, one year from moving, just looking, past clients).
• Nurture your leads. Genuinely care about people and how they are doing. Ask how they and their families are. Don’t just talk about business every time you follow up. 
• Stay consistent. Set reminders for each lead in your CRM. 
• Don’t doubt the process. My clients usually text me back and say, “So sorry it took me a while to get back to you. I’ve been so busy.” They follow up by thanking me for staying in touch and reaching out when they are ready! 

6. Lack of Market Knowledge

How can people trust that we know anything about the market if we aren’t providing our knowledge to them? You need to focus on gaining people’s trust by showing off your expertise in the industry. I am not referring to a simple social media post about the past month’s stats. People want to know (and this is just the tip of the iceberg):

• How many houses were sold last month in their community
• How much can their property go for on the market
• How much do homes cost in a particular area
• Best neighborhoods to find homes in a specific state
• Mortgage rates in your state

By not understanding and sharing this knowledge with their potential and current clients, agents are making a mistake that will cost them business.

How to Avoid This Mistake

• Share your knowledge with potential clients using more video.
• Share housing market charts on your social media platforms and include them in your client’s monthly newsletters.  
• Continuously learn about real estate trends. You can start here by reading 88 shocking real estate statistics. 
• Post daily educational videos on your stories and social media feeds. You can post tips for buyers, sellers, renters, or investors!
• Share information about your local community. Make it fun! Show why you love living in your city and why others should move there, e.g., local restaurants, grocery stores, coffee shops, parks, new construction, tourist attractions, and gyms. 
• Mail or hand out neighborhood data reports.
• People appreciate it when you provide value and helpful information without directly asking for their business. Come from a place of contribution!

7. Quitting When It Gets Tough

The most common reason why real estate agents fail is that they don’t buckle up and get through the difficult seasons. Even if you want to be a part-time real estate agent, you must be committed to succeed through the mountains and the valleys. You’ll often hear agents refer to the “roller coaster” of the career, including agents who have been in the business for many years.

So why do real estate agents fail? Because they don’t know their why and think quitting is their only option. Not knowing your why creates a very easy escape route when the job gets tough. You’ll need a bigger why than money to keep going when business is slower. You must have passion and drive to help others to succeed in real estate.

How to Avoid This Mistake

• Know your why. There are many books that you can use as a tool if you need help finding your why. One I recommend is “Finding Your Why” by Simon Sinek. 
• Include your why in your business plan.
• Think about why you want to succeed as a real estate agent daily, even when you are on top of those mountains!
• Reach out to the support system you have in place—don’t isolate yourself. 
• And again, I’ll remind you to save money or get another source of income when business is a little slower.  

Bringing It All Together

Whether you are a new or seasoned agent who needs the reminder, you must believe you can succeed. I’ll wrap it up for now by leaving you all with these inspirational real estate quotes. Write them on sticky notes and put them where you’ll see them throughout the day. Believe in yourself, continue learning daily, and don’t give up! 

I hope we can increase the real estate agent success rate this year together! If you have any other personal success tips, we’d love for you to leave a comment below and share.

The post Why Do Real Estate Agents Fail: 7 Mistakes & How to Avoid Them appeared first on The Close.

1. Barbara Corcoran

Is there a better place to start than with the grande dame of real estate? From a $1,000 loan, she built a billion-dollar business and one of the most successful brokerages in the world. She is also responsible for one of my favorite quotes: “You can catch a great attitude from great people.” A brilliant writer, speaker, and mentor, she took Shark Tank to soaring heights and isn’t afraid to share hard truths.

What You’ll Learn From Barbara Corcoran

When it comes to real estate, she encourages agents to shed their fear, to be convinced that they can and will succeed because, well, they have to. One of her greatest gifts is storytelling, and the more you listen to her, the more you become convinced that anything is possible. My favorite video is this interview on Diary of a CEO. She’s tough, funny, and vulnerable, leaving viewers rooting for her and ourselves.

Where to See the Best Real Estate Motivational Speakers

The top real estate speakers are most impactful when seen in person. When the lights dim and the crowd is on their feet, applauding, the energy feels electric, making a speaker’s inspiring words all the more powerful. It’s the difference between watching an epic war drama on your phone and in an IMAX theater. You really believe you were at the Battle of Dunkirk, just like you really believe you are going to set the real estate world alight. 

Real estate keynote speakers excel at showmanship and crafting a message that inspires. Real estate conferences bring in the most impressive speakers, attract top producers, and provide world-class motivational experiences. 

However, other ways exist to see these excellent motivational speakers in action if you can’t attend a conference. (If you haven’t watched Angela Duckworth encourage grit or Simon Sinek ask your “why,” you’re missing out.) The easiest way to access these speakers is through their (usually) free videos and social media. Additionally, you can: 

• Read their books in your free time or in between showings.
• Listen to podcasts on your way to work, while cooking dinner, or on a jog. 
• Check out their helpful blogs.
• Join their mastermind Facebook groups.

3 Steps to Becoming a Real Estate Speaker

Each of these real estate motivational speakers started just like you: agents who felt like they had more to give. Being a motivational speaker takes guts and the ability to light up a room, but most importantly, it requires a desire to help others. Ricky Carruth, for example, acknowledges that there are other real estate coaches out there, but he says, “No one loves y’all (real estate agents) more than me.” 

Follow these three steps to brainstorm your start as a real estate motivational speaker: 

1. Once you have tapped into that desire to help others, you must work on your messaging. What do you have that’s unique? What story can you tell that will inspire others? How can you provide hope and guidance? What is your value proposition? 
2. Next, it’s time to put your message out into the world. Start simply with social media. Short-form videos with bite-sized messages are a great way to start and build up to longer videos. Publish on LinkedIn, do interviews, write blog posts, comment and post on social media, offer a class—do whatever you can to start getting the word out that you have something to say. 
3. The key here is consistency. You can’t just toss out six videos and be frustrated that you’re not a phenomenon. Your success isn’t going to come overnight, but if you start with the goal of helping one person, then two, then a dozen, slowly and patiently, you can build an empire. 

Being a motivational speaker is a lot like being a real estate agent. You must be patient, brave, consistent, believe in yourself, not give up, and care about helping others. 

Bringing It All Together

While each real estate motivational speaker has their style and way of delivering their message, they all say the same thing: Don’t give up, don’t be afraid, work hard, and be yourself. If you can do this, there is no limit to your potential and success. 

Have a favorite real estate speaker? Seen some on our list firsthand? Let us hear from you in the comments!

The post The 12 Best Real Estate Motivational Speakers for 2024 appeared first on The Close.