select
|

Real Estate must-haves for success

The 600 plus RE/MAX of Southern Africa delegates who attended the extremely successful RE/MAX of Southern Africa Stars Convention 2013 held at Sun City during February, were inspired and motivated by keynote speaker, Brian Buffini, the world’s leading real estate trainer.

Working towards better time management, establishing a clear focus and purpose as well as developing a specialised skill set were some of the key topics Buffini covered with RE/MAX Broker/Owners and sales associates attending the convention. These elements, when matched with a high performance attitude, excellent customer service, and well-defined goals, form core components of Buffini’s recipe for success. But overall, its relationships that count.

Buffini says the difference between success and just coasting along will be the same in 10 years, as it is today; the fundamentals don’t change. According to Buffini, estate agents need to have the right habits, attitude and skills in order to succeed.

He explains that estate agents need to develop good habits, and be aware of the bad habits that will get them into trouble. Buffini also emphasises the importance of being informed and having a positive attitude. He asks: “Are you going to be driven by what the media says, or are you going to know the facts and understand the numbers so you’re a true professional?” Buffini says that it is essential that estate agents are well informed.

Buffini is emphatic that realtors should always work at sharpening their skills. “The best agents seek out conferences like these and continuously look for ways to grow. They want to learn from their peers.”

He says that knowing what you want and why you are in the business, and then building a plan around that, is critical for success. According to Buffini, it doesn’t have to be a perfect plan, but at least if you have a plan to begin with, you have something to keep you on track and headed in the right direction.

“The more people are willing to work on themselves - growing their strengths, overcoming their weaknesses, getting accountability, seeking the best training, associating with people they want to emulate - the more they’ll grow, and the more their incomes will grow,” he says.

Because it is difficult for most people to know what they want, Buffini says he often starts by asking people what it is that they don’t want: “It is much easier to know what you don’t want. And if you have been in the business long enough, you should know what your client wants and doesn’t want. It is difficult for people to plan and prepare when the market is good but that is when you need to think about your habits - if they’re taking you closer to where you want to be and what you want to do. People need to be more intentional.” In Buffini’s opinion, an estate agent should never leave home without knowing what they are going to do that day. “Don’t start your day without knowing how you want it to end,” he says.

When asked what challenges he thinks estate agents will face in the next five years and how they can overcome them, Buffini says that agents need to know what is happening in their market, understand the media and its influences, and be careful that technology does not drive content. “Technology,” he says, “doesn’t always drive business. Content and relationships drive technology. Estate agents will need to work with intention and know what they want to accomplish. In today’s world, while technology is fabulous if used with the right people and in the right way, it can only help to build relationships, but it doesn’t create them.  In other words, realtors need to have those relationships to build in the first place, and technology can help support those relationships. People also need to be conscious of the fact that there is more accountability through social media and, again, they need to be intentional about their personal brand - who they want to be and what they want to be known for.”

To those estate professionals starting out in today’s property market, Buffini says that finding a company that is supportive from a training standpoint - and not just technological training – is vital. He says, “Look for a company that has a training program that actually produces results and has people in the office you can meet and talk to about their journey. You need to find a company that is interested in you, instead of just recruiting you and then leaving you on your own. I don’t think anyone should settle - you deserve more than that.”

For Buffini, it’s simple: real estate success, or any success for that matter, comes down to the activities you do to get there. He says, “When starting out in real estate, make a list of all the people you know and let them know you’re in the property business. Keep in constant contact with them; first, provide value, then ask for referrals. The other side of it is, don’t get caught up in emotions; sometimes how you feel and what is actually taking place are two different things. You need a mentor; you need to find people that can encourage you. For people who first get into the business, there’s nothing you’re going to experience that somebody who has five, six, twelve, twenty years of experience hasn’t already gone through.”

When it comes to real estate Buffini says that whether it is Cape Town, California or Vancouver, while geographically things may be different and there are nuances to markets, the questions estate agents face are essentially the same: “Where is my next lead coming from?” “Who’s going to refer me?” and “What am I going to do this month?”

Buffini says: “I think what can happen a lot of the time is people don’t budget their time and activities in a way that is going to be most productive. Many agents also focus on the deal that they have with such a desire to service that costumer that they actually rob themselves of the opportunity to find the next client.”

The real estate industry, typically, does not offer business training, or have business people; it has sales people who do a great job of hustling and getting going. Buffini says that realtors need to acquire the skills of a professional business owner, so they can work more efficiently and increase their profitability. “They don’t need to work twelve hours a day, seven days a week; they don’t need to lose their marriages or their kids - it’s not worth it. They just need to work differently, knowing what they want to do and who they want to do it with. They need to have an action plan of what they want to do each and every day.”

“While these are all fundamentals, they are very powerful. They take a bit of time and a bit of repetition, but they can ultimately be the difference between success and failure.”

Adrian Goslett, CEO of RE/MAX of Southern Africa, says that over 800 RE/MAX Broker/Owners and agents in Southern Africa have achieved great success with Buffini’s training programmes. These courses are offered by RE/MAX, who is licensed to distribute Buffini training to its membership in Southern Africa.


  Comment on this Article

  Please login to post comments

Post to my facebook wall
  
2000
Characters remaining


    Latest Property News
    • 17 Nov 2017
      FWJK has announced the launch of its latest residential brand, the Lil’ Apple, which will be launched simultaneously in two developments in Cape Town and Umhlanga totaling 600 apartments. The Lil’ Apple is set to be a brand of FWJK’s New York style apartments which will be rolled out nationally.
    • 17 Nov 2017
      It’s been a tumultuous year on many fronts, with socio-political uncertainty setting the tone for much of South Africa’s economic activity yet despite this and seemingly counter-intuitively, the residential property market has held up well.
    • 17 Nov 2017
      The EAAB (the Estate Agency Affairs Board) recently claimed that around 50,000 illegal estate agents could currently be operating illegally.
    • 16 Nov 2017
      Penthouses are synonymous with New York – characterised by high-rise living that is decidedly luxurious and spacious. While exclusivity comes at a price, you can still create a “penthouse” look and feel in your existing apartment or even the upstairs bedroom of a double storey house with some clever design changes and styling touches.
    • 16 Nov 2017
      The area has long been popular with kite surfers and, with escalating property prices in Cape Town itself, is increasingly in demand with home owners who work in town, but are looking to invest in more affordable properties.
    • 16 Nov 2017
      Cape Town’s popularity as a world-class tourist destination has resulted in a spike in the number of homes available for holiday lets and fuelled investor demand for sectional title units with short term rental potential.
    • 15 Nov 2017
      Sappi, one of South Africa’s oldest global companies and a leading global supplier of sustainable woodfibre products, has moved its global and regional headquarters to a new site on the corner of Oxford and 14th Avenue in Rosebank.
    • 15 Nov 2017
      There’s an old saying in real estate that you should seek to make a profit when you buy, not only when you sell – and a large part of succeeding at that endeavour is buying a home in an area with desirable features that will enhance the resale value of your property.
        
    X
    Subscribe to the MyProperty Newsletter

    Name  
    Last Name  
    Email Address  
    Email Frequency
    select
    X
    Share this Page

       
    For Sale Property
    Rental Property
    More Options
    About
    Connect with us
    FEEDBACK