Real Estate Fundamentals; 5 Daily Disciplines for the Road to Success

2020 was a rollercoaster year with many ups and downs and unusual circumstances around the world. During this period due to the global pandemic we underperformed our potential, which means we had so much in ourselves to put out but were unable to and all of that just sank in ourselves rather than coming out in front of world.

So how do we keep the appropriate discipline to go out, portray our full potential and get the sales result that you desire? One of the top real estate agents of our generation Tom Ferry believes

“Show me your discipline and I can predict your results”

Discipline is so important that if you are making your calls every day, following up aggressively, a proper real estate agent can predict the amount of sales you are going to have just from knowing that. So question is, if you think about 2021, what are the new disciplines that will allow you to achieve the sales success that you want? A key to understand is that discipline and goals of an individual/ firm/company cannot go on separate ways. In order to get more listening, better sale, having a higher profit, taking more time off, one must align disciplines and goal with one another.

So here are the 5 disciplines for higher productivity, confidence and sales success.

With no doubt in mind the first one to follow is Study the market. This might sound like a very basic step to many individuals but certainly since the pandemic and during the after effects of it, real estate professionals are not following the current market, aren’t looking at the new listening, the new sales, the new pending and the new closing. Most importantly they are not taking time to dig into the price trends, what is happening in the community trends, what is going on in the high rises.

It is about studying the market to the level that when someone ask you how is the market, you tell them you study the market for 30 minutes by studying homes and prices in communities. Sharing information with them will boost your confidence.  It is important to remember that one who underperforms has the lack of confidence and the fact that knowledge equals confidence so the more master the market the better you will get with your work. So discipline number one is to truly become a market expert.

The second discipline is “Follow up: ZERO”. To get better understanding of it, if your follow up is full from people you didn’t reach out yesterday, the day before, the month before, all the money that can come from those deals is in follow up plus the client satisfaction is also in follow up. If you said someone that you will call them on a certain day of a week and you. What you are proving is that you are already unreliable. Therefor in order to avoid hurting your business and potential remember the discipline follow up zero. So if there are twenty emails, 20 meetings, make them, attend them. Do not let them go away

The third discipline is to “Document your day”. Hearing that might not sound normal to many professional agents for a second but by documenting your day through social networks such as uploading stories on Instagram, uploading status, making short videos you built your database, you are showing people that you are active in your business and most importantly you are on top of your mind in the most relevant way. Clients always prefer a professional agent who is in market and has the proper understanding of the market thereof keep them updated with whatever you are doing.

For the 4th discipline you just have to keep making calls. Real estate business is largely surrounded by marketing sales, calling clients, to generate leads and nurture. The important thing is that one must keep going to appointments, keep making calls because more calls will provide more results in coming days and months. And if you avoid these calls or ignore your client, months later you won’t be having enough business and verily it will stop your growth.

For the 5th and final discipline, it’s important to just Invest 30 minutes in education every day but here is a hook. Invest in education that is interesting, that is different, and that creates new synopses in your brain. This will allow you to make interesting conversations with individuals. This will also be helpful with your confidence building and make you stand out with others. So towards they end its important to understand that all of these disciplines are designed to increase confidence, you feel good, understand the language, you know what decisions are to be taken and you know you are communicating value to the people you are communicating with