Starting to work in a new career is not always easy, especially when it involves a demanding and dynamic scenario such as that of the Brazilian real estate market.
Insecurity, anxiety and excess of doubts can be severe enemies of those who want to build a successful career within the area they have chosen. To face so many challenges, it is necessary to have some qualifications and knowledge.
With that in mind, we have created a selection of 9 ideas that every novice broker needs to keep in mind during their work. Check out!
1. The customer is always a priority
It may seem obvious, but it is not uncommon to find brokers – both beginners and experienced – who talk too much and end up not listening to the client’s real needs and desires.
Remember that you do not only work with closing big sales, but also with the dreams of families and professionals. So, talk less and listen more to your customer. All your efforts must be directed only to his satisfaction – and nothing more.
2. Anxiety cannot have a turn
It is normal to feel insecure and anxious in the first few sales, as familiarizing yourself with your work takes some time. The secret is to be patient and not let your despair put pressure on the customer.
To gain security and keep anxiety under control, enlist the help of a sales partner. Your colleague’s help will help you get used to your new job.
Plan your career considering the reality of the market. Very high expectations are fertile ground for anxiety and frustration.
3. It is always good to learn from those who know
No novice broker should be ashamed to ask for help. Therefore, it is interesting to identify an experienced broker to clear up any doubts. Follow his work, read what he writes. Anyway, take it as a source of inspiration!
The internship at a real estate agency is an excellent way to meet people with luggage and to understand, in practice, the challenges that every novice broker needs to overcome.
4. Nothing better than good old marketing people
Currently, you can no longer not invest in a strong online presence. After all, the internet is a powerful communication channel to generate more business opportunities, through networking and building virtual relationships.
Therefore, owning a website and being connected to social networks is not only a way of communicating with potential customers, but it is also a means of promoting your properties and publishing engaging content, which can be fundamental to gaining the trust of your public.
However, remember to escape the controversies of social networks. Share information about the real estate market, give tips to your friends and followers but avoid talking about subjects that you do not master or share content from dubious sources.
When in doubt, ask yourself: “If I were in the presence of a potential customer, would I talk about this topic?”
5. Knowledge never hurts
Knowing the market values and the financing options to be presented well is not enough to be a good broker. In addition, it is important to always keep up to date on trends in architecture, construction and real estate.
Therefore, despite all your technical knowledge, it is not interesting to be content with just a registration at CRECI. Invest in training to act with quality and ethics and never stop learning!
6. Finances must always be under control
Every novice broker is subject to the ups and downs in financial life for not having stability or a fixed salary. Therefore, it is necessary to have discipline. Try to calculate your expenses, make a good financial planning and be very careful when assuming expenses outside your budget.
One of the biggest villains of professionals who earn variable salaries is the credit card. So don’t get excited if your bank raises your credit limit.
7. Assuming your mistakes is critical
A novice broker will face challenges that he studied in theory, during his certification process. However, this does not mean that he will be immune to mistakes common to every professional at the beginning of his career.
In this phase, the ideal is to maintain a mature posture, taking responsibility for your actions. Did the customer give up on closing the deal because you were late for the visit? Didn’t you have enough information to convince your future customer? Know how to recognize that you have had an inadequate posture, learn from your failures and move on.
8. Knowing how to communicate is very important
When we analyze the stories of successful people, we notice a common denominator: efficient communication. It does not matter if it is communication aimed at the masses, as in the case of Silvio Santos, or a speech directed at the company’s professionals, as in the case of businessman Bill Gates. What matters is that successful people know how to deliver a message efficiently.
The quickest way to improve your communication with your client is to understand the interest they both share: real estate. Do not memorize data about the real estate market; understand how they impact your customer’s purchase.
Another suggestion to improve your communication is: customize the service according to the public. For example: if you are going to sell a house to a family man who will buy your first property, it is necessary to simplify the message and make the information didactic, since that client may be afraid to close the deal, given the relevance and value of the purchase.
On the other hand, a real estate investor needs to trust the novice broker. Therefore, this professional must demonstrate that he/she understands the market and that the suggested property is an excellent investment option.
9. Information must be organized efficiently
Find out what your commitments are, how long it will take you to get to the places where they are going to happen, what are the contacts of your customers and partners etc. Every self-respecting company has its strategic information organized and available for consultation.
When working autonomously you need to incorporate some business habits into your routine to ensure efficiency and productivity.
As you can see, the novice broker needs to master many ideas to stand out from the competition. Over time, it is possible to discover more lessons and learn from your work. Until then, follow our tips and do your best to be successful and retain customers.
Do you have another idea to suggest to your fellow brokers? So, leave a comment and share your experience with us!