KGCI: Real Estate on Air - Five Traits of Success

Episode Date: June 24, 2024

And welcome everybody into today's session. It's going to be what I always say is the second best day of the week. Why it's the second best day? Because Monday for me is one of the best days because it's so much enthusiasm, so much motivation that I can share and help the lives of so many people. Today's session is all about the five traits of success. Where did this originate from? Well, coaching agents over a number of years, I've had a lot of questions that come to me.

How does that agent? How do they get to such a high level of productivity? Why is that agent? They are so professional. And these are a lot of questions that have come through to me. And then I started to review all my session notes and going through what the highly productive agents do in their business. And then I started to summarize that down to five traits that I'm going to share with you today. And these five traits you can put into your business from today.

That's the most amazing part about this. It's not something that you've got to wait to actually do it. You can actually start doing this today. That is how easy it is. So, kicking off into the session, as I always say, this is my PCC in going forward with all my training. How to get the most out of today. One participation.

Make sure anything that we share, if we say, hey, write something down, participate in that. You see, when you learn something in any one of my sessions, I want you to commit, identify one priority, one element, one task, one activity that you can start doing from today. And that is really going to help you in moving forward, which is right, right out of the guns. Now, when I start looking at high levels of productive agents, the biggest question that always comes through my mind is, what did they do? And I have agents that ask me that question on a number of times. Stuart, how come they are productive? What is it that? Do they have like a special juice that they drink in the mornings? Or is it something that, well, I don't know, they just happen to

be lucky. Well, no, they're not lucky. They have these five traits that I'm going to share with you today. And this is for successful agents. Agents out there that are in a high level of production. and I can tell you now, they're not out of the ordinary. They're not Superman. They've just got some very, very simple techniques, simple traits that in fact, we get to copy and paste and put it onto your portfolio. This is what you're going to start going forward. They're number one.

And this is something that I've picked out every single time. They have exceptional communication skills. Now, what do I mean by exceptional? communication skills. You see, I'm talking to you, that's communication, but communication skills goes one step further, and this is where it's different. General agents, they will communicate maybe once or twice with their clients. Where successful agents, they communicate on an ongoing basis. They follow up, they follow up, they follow up, they have a level of communication that is far beyond. It's not just a phone call. It's a phone call with a thank you message. It's followed up with

that thank you message with an email correspondence. That email correspondence comes back to a WhatsApp and a text message. And that text message comes back to a phone call. That phone call goes to a WhatsApp text, text to email, email to WhatsApp text. Are you getting that cycle? You see, that is the cycle that so many have. It's an ongoing skill that they have. They also know gratification. Every time somebody speaks to them, there's always a pleasing a thank you. And it's amazing how those two little phrases can go such a long way. Their communication skills with their clients is absolutely phenomenal. If they get an inquiry that comes into them, they respond to every single one of them. If they say to a client, I don't know the answer and I'm going to come back. Guess what? They come

back to them. You see, the communication skills with their clients is priority. And that's why this is number one, they've got this high level of communication skills. In fact, every single one of you, right now, if you started to have a look at all the inquiries that came through and just go back to them and say, hey, hope you have a fantastic weekend ahead. That's a level of communication. You'll see, just by doing something like that will start to invoke the next level of communication, which is a question, which is a response. And then you start getting into a backwards, forwards communication. So this is what they do with their skills.

Their skills is to make sure that communication is number one. Question answered, they are given answer. Problem, they have a solution. They are the ones to communicate everything and articulate things that go through. So, number one, out of the bat, exceptional communication skills. Respond within a certain amount of time. Make sure that you adapt to those questions. and do that simple flow, which I found was fantastic, speak to them, text message them, then email them.

Once you've emailed them, text message them. Once you've text message them, speak to them. Once you've spoken to them, send them a text message. Once you send them a text message, send them an email, and just have that cycle going on and on and on and on. And you'll find that will continue. Whether they don't need to sell, whether they're in a transaction, whether they've already sold the property and it's afterthought. you can follow that little step of communications on an ongoing basis. The second, and this was something that I know every single one of you have got already, which is a strong work ethic. You see, when they start looking at what they do in their life,

their strong work ethic revolves around habits. And what they actually do is they will do every single day, 8 o'clock, 9 o'clock, they're into their lead generation. They're into to seeing how they can respond to their clients. It's not about just picking up the phone call. It's about that communication. So they have the strong work ethic that they will start early in the morning. They don't have these days off or say, you know what?

I'm feeling tired today. Let me start at 10, 11 o'clock. No, they get up. In fact, a lot of them, gym in the morning, gratification in the morning, some time with the family in the morning. And then by 8 o'clock, they're in the office and they are starting answering the emails, starting on the generation, sending out those messages, sending out those text messages, and having that communication on an ongoing basis.

Their work ethic is also taken to another level. And the next level that I'm referring to is the level that they deal with their clients. They deal with their clients in the utmost professional manner. Now, what I mean by that is if they're going to be doing a presentation, they don't rock up in shorts and flip flops and a t-shirt that's hanging out the side and they've still got a bit of lunch smeared down the right-hand side of their face. No, they rock up, well-dressed. Their mannerisms are professional. What they present is professional. You see, that work ethic that they bring into it, they do it on an ongoing basis.

And every single one of you, I know you're doing it already, but you can step it up. level, making sure that you've got certain times to do certain elements. That allows you to then build in times for the afternoon. Where other, maybe you've got to pick up kids. Maybe you've got those seller appointment time block schedules. And that's when you work through it. But that work ethic is at the highest level called professionalism. It's the way you dress. It's the way you speak. And it's the way you present yourself going out. And every single one of them has this high level of work ethic. So that's the second one that we bring into it. The third one, which is probably the most obvious one, but the next time you're in the office or the next time you're

an environment where you're with a high performing agent, listen to them. Listen to their knowledge and their expertise. Suddenly, just by overhearing their conversation, you can learn something. You see, every one of the top producing agents that I've coached over the years, they have between half an hour and an hour every single morning to sit and learn something. Now, we always look at them and say, oh man, they're top performers, they know everything. Let me tell you something. It's the high performers that have got a learning-based mindset. Every single day, they want to learn something new. Now, it could be something like, well, how do I do video tours?

don't want to transform my business into that avenue. So they'll learn how to do that. Maybe it's social media and they'll learn how to do that. Maybe it's just how to do a new way of doing a presentation or finding a new way of finding clients or setting up a roadshow. You see, their knowledge and their expertise is every single day it is improved on. And above that, they spend time every single day looking at their market. What is sold? What's on the market? What's under offer? What has fallen off the market? That's expired. What has been withdrawn? What are the average prices in the areas? What's the rates and taxes? What are those levies? What are they going for? What are the rules and regulations? What is happening as far as the market in that area? What is the municipality doing with the roads, the water, the electricity? What is happening? And when you listen to them, they are an expert. They know everything about everything.

Why? It's not just that they plugged in one day and said, oh, I'm a know it all. No, they sit down and they take that time. That is at 30 minutes to an hour every single morning. And when you start to adopt that into your morning routine, you're going to start to get more knowledge. Now, start small. Learn something new every single day. You can even go ahead and read things like the business tech to see what's happening with load shedding around, see what's happening with interest rates that's going around. See what's happening with the new Brexit. Is it a Brexit? No, briskst that's happening in Santon. Have a look and see what is happening in the world around us. You see, that gives you this additional market knowledge as well as those expertise. Now, something else that I've picked up

with every single one of the hard-performing agents, when I ask them, I say, what is your greatest challenge when you're sitting in front of a buyer, when you're sitting in front of a seller, what is the greatest challenge? And I'll start saying, is it commission, is it this, is this, this, and they always give me all these certain elements. And then I'll ask them, so how did you overcome those challenges? And every single one of them, it all leads to the exact same skill, the negotiation skills. You see, the negotiation skills is far superior to pretty much anybody around that I've come across. Why?

Someone says to them, no, I don't want to give you 6% commission. I'm going to give you 2% commission. Bam, their negotiation skills kicks in. They know the scripts. They know to handle that. They know the wants, the needs. They know that win-win that's required in order to close and negotiate to get their maximum commission.

They know how to negotiate with buyers. When they're looking and say, you know what, We like the property, but we're thinking about it. They'll start to negotiate that. When it comes through to offers and the price is very, very low, they know how to negotiate the terms and the conditions of that particular deal to help it go through successfully. In fact, most of them even know how to negotiate a two or three-year-old to walk through

that aisle just before the checkout that has all those sweets and get that. two or three-year-old to walk down that aisle and not have a temper tantrum because they want to sweet. You see, that's the level of negotiations that they are at. And that's something that you can be taught. So negotiations is at such a high level. Now, negotiations, to give you a quick little tip, negotiations is about self-confidence. You see, when you've got the knowledge and the expertise and you're running in such a professional manner, your self-confidence goes up And when your self-confidence goes up, in order for you to negotiate, it becomes so much easier. Because when you say something you're saying with conviction and people sit there and they listen.

So negotiation skills was the fourth. And it's such a skill that they've embraced into themselves that every single one of you can actually start to do that. You can learn negotiation is a skill that can be taught and help you to go forward. And just imagine getting a listing appointments. just making the call going through and getting a buyer going through. All of that. That is amazing. I love that, Brian.

He's still in his PJs. That's why his camera's off. So that was a fantastic. Right, let's have a look at the fifth one, which is adaptability and problem solving. Now, this is an area where every single one of you will need to learn this type of skill. First is the adaptability and it is tied into problem solving. You see, we are in an industry where we get a lot of problems, a lot of questions that get

asked to us, and we've got to think on our feet. Now, the only way that we can come up with solutions is with knowledge as well as expertise. You see, when we've got all that knowledge that we've learned every single day, that adaptability to be able to problem solve becomes so much easier. They ask you a question about capital gains tax. Well, you've actually read a little bit about that. You can leverage to someone else, or you can turn around and say, no problem, I will come back to you. And that's where the strong work ethic will come into it because you do.

Your communication, because you're going to do it at the specific day and the specific time. Your adaptability to be able to go into any appointment and to be able to problem solve is such a trait of successful agents that they are able to walk out. and that particular client looks at them and goes, that was amazing. I actually, I've got all my answers and I can go forward. You see, a lot of our clients, the reason why they don't make decisions so quickly is because they still have questions. And if you're unable to communicate with them, to find out what those questions are, to deliver it in a strong work ethical way, to have that, not, and those expertise that can support it.

To have those negotiation skills when it becomes a tough conversation, you can start getting into that adaptability and problem solve for those clients. And you're going to find that your level of business and real estate is going to start to become simpler. Not easy. Simpler. And when you go through this particular journey, with these particular traits that you can learn them, You can actually have all of these put down. You'll be able to create yourself this business that is a high level of productivity, a business where people start looking at you and going, I want to be like you.

You're the productive agent. I want to have a business that is able to do the same type of turnover, the same type of transactions that you do. I want to be that professional person. I want people to when I walk in all heads turn because they know, oh dear, here comes this agent and they are the number one agent because of these particular traits. So as I see to you, this is a summary of the coachings that I've done with clients that have asked me, what is it? How do top agents become top agents? What makes him so different? Is it because they're lucky?

No, that's not. these five traits were the common traits that came out that really stood out as clear as daylight for me and it made it so much easier. And that's why I wanted to share this with you because I know that each and every one of you wants to be a successful producing agent. That's why we're in real estate. And when you do that, you'll find everything else becomes a next level. You'll find that your business becomes respected. you'll find that your community will start to recognize you as the experts and your referral business will go through the roof.

Now, I want to find out from everybody that is on this particular call, what was your biggest takeaway? Is there something that was lacking in your business? Or is there something that you want to add in or improve on? Pop into the chat box. Or alternatively, turn on your microphone and ask the questions or just show you. year, what are you lacking or what are you wanting to up skill in your real estate business? So any final thoughts or comments from anybody before I say my final thank yous?

It was so great to have all of you coming on to this particular call. As you know, I try and keep these short sweet to the point so that you can get something impactful. It still stays fresh in your mind. So when you're going forward, even by the end of the day, you still be thinking about it. That's my inspirational gift that I want to give through to all of you so that you. you know how you can change and adapt your business in going forward.