One of my favorite real estate trainers is Floyd Wickman. I took a course from him over 20 years ago and loved it. It may be the single greatest thing I did back then to become successful!. Floyd always said: “Ordinary people can accomplish extraordinary things if they just master basic life and job principles and learn how to keep improving and implementing those skills.”
One of the things I appreciated most about Floyd Wickman was that he was a Realtor so he knew what we go through in this business. He gave us real life examples of what to do and how to do it. So, what is success? It is usually different things to different people. How do you stay successful once you achieve it? Here are some of Floyd Wickman's secrets to success in real estate.
1. LIST TO LAST
Above all else, listings are the name of the game. Some agents are prefer listing and some prefer being a buyer's agent. If you don't want to do both, you may want to consider a team. I think this is especially true if you want to be a buyer's agent. Since listings are one of the most important ways to be successful in real estate, if you don't want to be a listing agent, team up with someone that does. The listings are what makes the phone ring with buyers!
Floyd always said : "Each week, work to bring in a sale-able listing first."
2. SET A GOAL
If you don't know what you are working toward, how will you know what to do! The secret is to set a goal you really want, not a goal someone else wants for you. It is much easier to work toward a goal you want to achieve. This will help you have the energy to pursue your goal. Once you know what you want, COMMIT to your goal. A huge way to commit is to share your goal with others so they will hold you accountable.
3. SEPARATE LOOKERS FROM BUYERS
Let other agents take the lookers, while you work with the real buyers. If the buyer is not preapproved, don't put them in your car! It can be a challenge to learn how to know which buyers to work with. One thing our team does is put the ones that aren't as committed to buying right now on a drip campaign. This keeps us in contact with them, without talking away time from the "NOW" buyers.
4. PROVIDE SERVICE TO YOUR CLIENTS
When listing a home, your job is to market the home and provide service to the seller. Don't just put up a sign and wait for the home to sell. When working with a buyer, make sure you are asking the right questions and providing the buyer the answers they need to make wise decisions. You aren't just a taxi to get the buyer to the home, you are the adviser. Even after closing, keep in touch with your clients to build your referral base and repeat business.
Although there are many things you can do to be successful, these are 4 very important items. Then, once you’ve learned how to achieve and maintain success, Floyd Wickman says it’s then important to share your techniques with others. He encourages successful agents to be a mentor to newer agents and help others become better at life at real estate. One final quote: "Love what you do, do what you love."