Five Crucial Skills for Real Estate Success

People choose you based on how you make them feel, and how do you make them feel comfortable and confident in you by knowing what to say, and that’s where our skills come in.

Justin Ford

INTRODUCTION

More from Justin Ford.

Last week, we published the first of a two-part series featuring Michigan real estate agent and coach Justin Ford. Pulled from a recently aired Coaches and Mentors interview with Loida Velasquez, 10 WAYS TO BUILD A BULLETPROOF MINDSET explores how agents can strengthen their mental framework to rise above the inevitable rejection that is part of real estate sales.

A few of Justin’s tips include:

• Embrace the reality of rejection that’s part and parcel of our industry by “expecting the no!”
• Set realistic goals as a roadmap to success.
• Grasp the importance of maintaining a positive mindset when prospecting.
• Cultivate self-disciple to ensure that you “show up and make the calls” every day, regardless of how you feel.
• Create a support group of accountability partners to keep you motivated and moving toward your goals.

For more tips, visit our post. 10 WAYS TO BUILD A BULLETPROOF MINDSET.

Today, we follow up with part two of our Coaches and Mentors discussion with Justin Ford by discussing a few skills he believes agents must develop to find long-term success in the real estate industry.

HONE YOUR COMPETITIVE SKILLS

Manage your limiting beliefs.

If you haven’t already noticed, real estate is a super-competitive business. If you’re calling expired and FSBOs every morning, you can be sure many other agents are making the same calls. What will you do to distinguish yourself vis-à-vis your competition?

When you pick up the phone to make your prospecting calls, are you confident and in command? When you go on a listing appointment, what will you do to stand out knowing that someone as talented and ambitious as you may have been with that homeowner earlier in the day? We all have limiting beliefs. One of the ways to rise above those beliefs is to continuously work on your skills to build the confidence you need to succeed.

Our post, TOP AGENTS DO THESE FIVE THINGS REGULARLY, provides excellent tips to help you stay on your game.

WHAT WE DO DETERMINES OUR SUCCESS

It’s not the market.

Justin points out that over a hundred thousand agents have left the industry in the past few years. He believes most of these agents didn’t understand how to adapt or didn’t want to invest enough time honing their seller skills.

Agents must come from a place of contribution. They must provide better client service to differentiate themselves from other agents. For tips on delivering a superior experience to your customers, check out our post THE IMPORTANCE OF CUSTOMER SERVICE

Another customer-service-related post you might find helpful is REAL ESTATE LEAD GENERATION FOLLOW-UP.   

HANDLING OBJECTIONS

Stump the chump!

Being skilled in handling objections and difficult situations lets you keep your conversation and deals on track and resolve issues that might otherwise derail the phone call or the deal.

Justin and his team play a game called “Stump the Chump.” He sits surrounded by a circle of team members, who pepper him with standard (and maybe not-so-standard) homeowner objections. The goal is to stump Justin.

Justin claims he’s never been stumped, saying: “There’s not an objection that they can throw at me that I don’t know how to overcome because I work with objection scripts.” As we discuss in our blog post THE VALUE OF SCRIPTS, scripted conversations help you sound more confident and in command of your business. Ultimately, homeowners want to work with someone who exudes the kind of confidence that will translate to a profitable sale.

SKILLED AGENTS TURN TO VULCAN7

Invest in your success.

Vulcan7 is the industry’s top LEAD GENERATION SOFTWARE PROGRAM that skilled, top-producing agents turn to for:

• The industry’s best, most accurate leads, starting with newly expired and FSBO leads delivered each morning to your desktop.
• User-friendly, highly intuitive CRM (Customer Relationship Management) software that helps you stay on task during every phase of your business transactions.
• An engaging, supportive community of like-minded agents who share tips and celebrate successes, starting with our weekly ROADMAP video series.

ADDITIONAL INSIGHTS FROM JUSTIN

More about skills needed for success in real estate.

We covered only a few of Justin’s insights on developing skills for real estate success.  For more tips, watch the entire Coaches and Mentors episode below.

If you’d like to learn more about how VULCAN7 can help you develop the skills you’ll need for success in real estate, CONTACT US HERE.

Doug Spak

Doug Spak has over four decades of experience as an advertising copywriter, agency creative director, blogger, and content creator. He joined Vulcan7 as a Content Specialist in 2016. In addition to ongoing website copy refreshes, Doug has produced over 300 blog posts while developing content for Vulcan7’s social media platforms.