Do you stay in your real estate comfort zone? Do you avoid doing anything that’s a bit scary?
If so, you probably aren’t experiencing a great deal of success.
You may be plugging along in your real estate comfort zone, serving clients who find you by chance or are referred to you. And – that may be enough. Not everyone wants the same level of success and not everyone is willing to put in the hours – and the risk – to attain “top agent” status.
If you want more, get out of your real estate comfort zone.
Make a plan for a 2021 that includes a bit of risk – knowing the effort could fizzle and fail, but if it does, you can make adjustments and start again.
Which of these activities are currently outside of your real estate comfort zone:
- Picking up the phone to connect with leads
- Picking up the phone to stay in touch with past clients
- Sending feedback requests to clients after the closing
- Staying in touch with past clients via postal mail and email
- Prospecting to your sphere of influence
- Claiming a geographic territory and becoming the expert
- Prospecting to your geographic area by postal mail
- Choosing a niche, learning all you can, and prospecting to that niche
- Building and promoting your own website
- Adding community information to your website
- Creating a good bio that showcases how you stand out from your competitors
- Blogging about your community and your niche
- Posting your testimonials on your blog or website sidebars
- Using social media to promote your listings, yourself, and your community
- Speaking to organizations – such as senior citizen groups
- Writing a weekly or monthly real estate column for a local publication
- Hiring some help, such as a transaction coordinator, a copywriter, or even someone to install yard signs.
- Breaking loose to start your own agency
- Letting go of your other job to focus on real estate full-time
In a different year, we could add more…
Were it not for COVID, we’d include door knocking, networking at meetings and community events, hosting client appreciation parties, and other “close contact” activities. Hopefully, you will be able to add them some time in 2021.
Some of those activities are already IN your real estate comfort zone…
In fact, they could be routine “business as usual” for you. But what about one or two that’s not? Is it time to take a chance?
I’ll agree – some activities are scary. So look at that fear and do it anyway.
Picking up the phone when you aren’t sure that your call will be welcome is scary.
Thinking of past clients and those in your sphere – it’s scary if you don’t have any idea what you’re going to say when you call. The cure for that is to have a plan, and to have some notes about the person you’re calling. Be able to ask about the kids, the dog, the business, the hobby, the new house, etc. Remember that you’re just calling to say Hi because you were thinking about them. You shouldn’t even ask for business beyond saying something like “Call any time you need me.”
As for calling leads – if you know what property they’re calling about, take a look at the listing and the neighborhood before you place the call. Be ready to answer questions.
Sending feedback requests is scary, too.
What if they weren’t happy with your service? What if they say something mean? If that happens, be grateful. They’ve given you an opportunity to try to make it right – and that can put them firmly on your side.
If they were happy, and they wrote back with favorable comments, you get another opportunity. You can thank them and ask their permission to use their comments in your testimonials.
Prospecting via postal mail is scary, because it costs money.
That’s true, but a lot of top agents swear by it as the most effective way to reach the clients they want to serve. If your budget is tight, start small and test your message before you roll out. As the results come in, increase your mailing list.
It’s also scary because it requires a good message. I can help with that. You’ll find more than 40 different sets of pre-written prospecting letters at Copy by Marte.
Choosing a niche is scary for some – but it should not be.
Becoming the go-to expert in a niche is one of the surest ways to succeed in real estate. And, contrary to what some believe, it doesn’t mean you need to exclude clients who don’t fit in the niche. For more on why you need a niche, click here.
If you can’t decide how to choose, read this.
Building a website is scary because it’s all you – and it does cost a few dollars.
It’s still important. Here’s why you need your own website.
Speaking to organizations is scary, because – it’s public speaking.
Some people love it, but for others (like me) it is terrifying! But – moving out of your inconspicuous real estate comfort zone can position you as the expert in a specific niche, while it exposes you to potential clients who will remember you.
Writing a real estate column is scary, because some will judge you.
So what? Do they know more than you know? Probably not.
The rest will see you as the local expert and will appreciate you sharing your knowledge. If it’s grammar and spelling that scare you, enlist a friend or family member to act as editor/proofreader.
Hiring help is scary for two reasons…
First, you will have to pay them. Second, you’ll be responsible for what they do. You will have to keep track, especially at first.
Opening your own agency is the really scary leap out of a real estate comfort zone…
But if it’s time, it’s time. You’ll know when that time comes.
Leaving your “day job” behind is scary because that job represents a steady paycheck.
Or at least it did before COVID came along. Now all bets are off. Only you know if you have enough money in savings to carry you through until you begin earning more from real estate. If you can’t afford to leave just yet, keep working harder at real estate so it can happen sooner.
If you get out of your real estate comfort zone you could fail…
You could also be wildly successful. So choose something new to do and put it in your plans for 2021. If nothing else, it will add spice to your life and get you out of your comfortable rut. Remember that the longer you travel in a rut, the deeper it gets, and the harder it becomes to climb out.
fear graphic courtesy of Stuart Miles @ freedigitalphotos.net
Agent on the phone courtesy of imagerymajestic / FreeDigitalPhotos.net
