The real estate industry is competitive. There’s no question about it. Buyers are competing with offers, investors are trying to get ahead of trends, and sellers are just trying to get noticed.
In the center of it all are real estate agents.
In a burgeoning market like Phoenix, there is no shortage of real estate professionals vying for the attention of prospective clients in order to build connections for future transactions. At last count, there are over 73,000 people that hold a real estate license in Arizona. That big number is not stopping newcomers from making real estate their profession or others from making it a side job.
If the marketplace is becoming increasingly crowded and competitive, how can you stand out?
1. Stop Selling / Start Connecting
Consumers are looking to sell their home at top dollar or buy a home for a great bargain. That’s the reality of our industry. If agents are singularly focused on just the buy or the sale, then trust and rapport will start to crumble. We are sales people, yes, but that doesn’t mean agents need to be constantly selling their clients. That’s exhausting for everyone.
A successful real estate agent has a varied skill set and one of them is the ability to communicate well. Effective communication puts you in a consultative role with every person involved in the transaction. Listening, connecting, and providing the best options possible while creating realistic expectations are the keys to delivering an extraordinary real estate experience.
2. Provide Solutions
It’s important that you face any issue/problem/challenge head-on and as quickly as possible. In my many years of working in this industry, I have yet to encounter a problem that didn’t have a solution. I can say with 100% certainty that excuses are never the right answer to any problem. Things happen; from keys missing from a lockbox to an accepted offer on a home that still shows as available on the MLS. Good real estate agents think quick on their feet while remaining solution oriented to any issue that arises. Having a great attitude and a can-do spirit in all circumstances will serve you well.
3. Know The Market
The best way to sound like an expert is to actually be an expert. I know that may sound a bit obvious but in a crowded industry like real estate, you’d be surprised how many agents try to fake it. Housing market and neighborhood competency is a critical differentiator between good agents and those that are not so good. A home purchase or sale is a big deal for your client. Agents need to be knowledgeable of the neighborhood, its benefits, potential drawbacks, and any new developments that may affect the surrounding area. That includes both residential and commercial developments. Agents who possess an understanding of the local economy and patterns of urban development are a great resource to both buyers and sellers. A real estate agent who pays attention and is well-versed in what a community has to offer is the unexpected asset your client will remember you for.
There is no doubt that the real estate industry is a unique one that has a significant amount of moving parts. Differentiating yourself requires an investment in self-development that might be beyond what is necessary in a less competitive field. This philosophy is a core component of how we run our brokerage. At Tru Realty, we understand the need to be better at everything we do. We foster a supportive environment that provides resources and tools for agents at every level of their career. If you would like to learn more about how we operate at Tru Realty, contact me at 480.327.6700 or email me at firstname.lastname@example.org.
Asher Cohen is a licensed Realtor and Director of Sales at Tru Realty. He specializes in residential real estate in the greater Phoenix area. Asher and his team are committed to professional, reliable, and knowledgeable service to all of their clients—from first time home buyers to seasoned investors. He’s experienced in all facets of the market and takes great pride in listening to his clients’ needs to provide the best possible service.