A couple of oldies but goodies and some newer titles round out this reading list of the best books for Realtors. If you’re looking for better ways to connect with your clients and for advice from veterans in the real estate game, take a long weekend or your next vacation to read any of these fantastic books.
Writer Simon Sinek believes that success comes from asking why — not what, who, where or how. Why is the most powerful question you can ask yourself in order to be successful in business and in your personal life.
Sinek explores some of the most successful businesses in the world and explains that they are all connected by a common thread: They all put the why before everything else.
For Realtors, this is a powerful book that will help you change your mindset and focus on the right aspects of your real estate business in order to be more successful.
Author Jennifer Allan-Hagedorn has been in your shoes. She’s been in the real estate biz for years, and her tell-all book, “Sell with Soul,” is her gift to other agents so they can learn from her experiences and mistakes.
Allan-Hagedorn challenges the perception that all Realtors are money-hungry and don’t have the clients’ best interests in mind. She preaches the opposite by encouraging agents to put their clients’ needs first; the rest will follow.
Many of you have probably already read “The Millionaire Real Estate Agent,” but if you haven’t, put it at the top of your to-read list. Or if you haven’t read it in a long time, rereading it could do you well. The founder of Keller Williams Realty, Gary Keller, lays the groundwork for success in real estate and how to be a millionaire agent.
Scores of agents return to this book because of its resonance with both new and seasoned Realtors.
What we consider inbound marketing and targeted marketing today are at the core of Seth Godin’s book “Permission Marketing,” published in 1999. He advocates for marketing that is not disruptive and suggests a method in which you market to those who have already expressed an interest in you and your brand.
Realtors can learn exactly what it takes to get new leads into their funnel in a way that delights potential customers instead of using outdated, intrusive tactics.
We always want more out of our lives, but we’re usually at a loss for how to achieve it. Our lives seem littered with little hurdles that stand in the way of our success. Keller and Jay Papason offer a solution that encourages you to focus on one thing at a time to help you cut out distraction.
For any real estate agent, “The One Thing” will help you realize your personal and professional goals.
You will get varying opinions on the question: Should an agent ever fire a real estate client? The truth is, it’s not cut and dried. Some people will urge you to let go of a client if it’s not working out or if they’ve been blatantly disrespectful toward you. However, some hold on to the fact that once you sign the listing agreement, you owe it to the seller to stick it out until the home is sold.
Consider these factors if you are working with a difficult client and considering pulling the plug on the relationship.
Ask yourself these questions:
How did the listing presentation go?
Did the client seem enthusiastic about your strategy? How did they react when you told them about your great track record of selling homes? If the client is enthusiastic and supportive of the marketing plan to sell their home, you can be confident that going forward, the rest of the deal will go smoothly.
However, take note of any signs of hesitation or if they challenge your approach for selling the home. This could be a sign that you don’t see eye to eye on the sale of the home, which could lead to issues down the road.
Do they take your advice?
As your relationship progresses and you begin showing the house to potential buyers, how does your client react when you share your advice? If you’re staging their home for an open house, are they open to your suggestions to scale down flashy décor and let in some natural light? If your client is resistant to your recommendations, then they are prohibiting you from doing your job well. Remember, you’re the expert, and you know how to get their house sold for the best price in the quickest amount of time. If the client wants to be the only one to call the shots, this could spell disaster.
Are they dragging down the rest of your business?
Does your client call you at all times of the day and night? Do they treat you less like an agent with years of experience and more like hired help? If your client is taking advantage of your time and/or being disrespectful, you should seriously consider whether or not to continue the partnership. If they are exhausting your resources, this makes you less available to other clients and can have a negative impact on your business overall.
Another thing that drags down your business? Negative reviews. If it’s not a match made in heaven, it isn’t your fault or the client’s, but you owe it to yourself to break off the relationship if it is not going well, because you run the risk of getting a bad review.
Other things you should consider:
You work for free until you sell their home
As you’re well aware, agents don’t make a dime until the home is sold. So, gauge the relationship. Do you see it ending in the seller taking the house off the market because you can’t agree on a successful plan of action to get the home sold? If there is a doubt in your mind that you won’t be able to sell the home because of “creative differences,” you might be better off getting out now so you don’t waste any more of your time working for free!
New agents might not have an option
If you are a new agent, keep in mind that you may not have a choice but to see this thing through to the end. Agents who are just starting out need to build their portfolio of homes sold. If you’re new to the game, you may not have other options than the client you’re currently working with because you’re still building your sphere of influence.
Keep these tips in mind the next time you come across a new real estate client, to measure whether the relationship will be successful. Also, make sure that you keep in touch with current and past clients by sending out scheduled newsletters that your sphere of influence will come to know and depend on. If you’re not set up with your own real estate newsletter yet, click to learn more.