A Real Estate Agent Cannot Get More Than Anyone ... Doing The Same As Everyone.
The experienced real estate agent prefers to specialize in the sale of one type of property or in a geographical area, because he knows that it is the fastest way to earn high commissions. His knowledge and experience helps you, above all, to sell fast.
As he dominates the territory or the situation, he can get better clients faster and knows which benefits are those that interest these potential clients the most. His action protocol, that is, how he plans the sale, is more solid and realistic. He even knows what the clients are like before he has the property for sale.
To sell an office, you cannot follow the same procedure as to sell a residential property. Although the fundamentals of sale are similar: preparing a dossier, preparing the argument, knowing the characteristics and benefits of the property, writing the advertisement, showing a property…; sales techniques have to be adapted to the type of potential customer.
That is why it is easier, more comfortable and more profitable to specialize as a real estate seller and not try to sell any type of property.
The Real Estate Salesperson Who Sells Everything.
One of the reasons why real estate agencies do not become profitable businesses is because they do not specialize themselves or because they do not have a real estate salesperson or several specialized in a certain area.
There are many real estate sellers and brokers who are successful, because they have chosen to choose an under-exploited or poorly served market niche.
The most representative example is that of specializing in the sale of industrial buildings. Another significant example is that of specializing in the sale of luxury properties. If a real estate salesperson thinks she can sell a $ 2.2 million villa without first specializing, she is in for a nasty surprise when she starts dealing with potential clients, Al Hartman.
She always recommends real estate agencies to specialize their commercials in certain types of properties, in certain geographical areas or in certain categories. In certain geographic areas? Yes, it is not the same to sell a vacation apartment in Cancun than to sell it in Acapulco. Sell it on the Valencian coast to sell it on the Alicante coast.
What can you specialize in as a real estate salesperson? It all depends on the geographical area where you move, since you must specialize in an opportunity that the demand market offers you. Let's take some examples
| Examples of Specialization for the Real Estate Salesperson.
Specialize in the sale of properties that the owners themselves put on the market. Most real estate sellers will say that capturing this type of property for sale is not worth it.
Well, what if you already had the buyer for that home? What do things change? I know of a real estate saleswoman who has devised a very effective method for real estate owners to convince themselves (she doesn't even try to convince them) that marketing their real estate is not an easy task.
He knows how to call them by phone, when to do it, what to say, how to get them to give him their property, (without exclusive), for sale, he knows what documentation to present to them to show that they, (the owners), will be unable to sell the property. property and know how to earn your trust. She does not try to convince any owner. Her strategy is based on convincing themselves.
She has a perfectly designed plan of action. She only limits herself to reading online and offline classifieds, looking for who is selling directly and choosing her client. It takes an average of 45 days to sell a property and she never has more than 3 properties in her portfolio at the same time.
Specializing has allowed this real estate salesperson in Bogotá to leave the real estate agency where she worked and sell properties independently. I hope this example sends a clear message to many realtors.
An example of highly successful specialization is the case of a real estate agency on the island of Gran Canaria, in the Canary Islands, Spain, which specializes “exclusively” in the rental and sale of real estate to the gay community. A highly profitable niche market. And by the way, the owners of the agency are not gay. A couple who realized a niche market with great demand and that an exclusive service was not offered.
It all started with a trip to a real estate fair in London. One of the agency's owners, Oscar, realized that the British gay market was a growing niche market in the Canary Islands, not well covered and not well served in the Canary Islands. If there is a real estate agency that has not suffered the problems of the crisis in Spain, that is Oscar and Carolina's real estate agency.
The real estate salesperson who specializes in a certain area or territory will enjoy his work more, because he dominates the situation, closes sales and earns better commissions. Success attracts success. Sales attract more sales if you are not complacent and take advantage of your time. All clients like to work with a real estate salesperson who has specialized. We all like to work with an expert.
How the Real Estate Salesperson Specializes.
It's never too late to turn your real estate salesperson profile 180 degrees and become an expert in a certain field.
The fact that a real estate agency has a specialized approach provides it with better clients who will be willing to pay an extra sum for receiving the good service, that is, a specialized service.
The Real Estate Salesperson Specializes when:
1.- Choose a market niche that is profitable and where there is room to improve customer service. The choice of the niche is essential: sale of land, sale of restaurants, sale of small hotels, sale to Americans, sale of residences for the elderly, rental of houses of a certain price, etc. Of course, focus your attention on only 1 topic.
2.- Create and promote your own personal brand. For this, there is nothing better than creating an Informative Guide for your target audience, recording informative videos and maintaining a blog.
3.- Learn continuously. A specialist is one who knows more about one topic than others. To do this, you must create informative channels so that the information about the product or service you sell reaches you as soon as possible.
There is no better way to specialize as a real estate salesperson than to learn from the experts. If you learn from mediocrity, you will move into the field of mediocrity. There are no shortcuts to most things in life; However, to specialize you will find a good shortcut and this is to surround yourself with people who are already the way we want to be.
