Basics Versus Extras

The best thing you can do as an agent is to get clear about basics versus extras. In this Coaching Tip, I’m going to talk about what they are, how they differ, and how you need to prioritise your focus for success.

Building your database is simple, but it’s fundamental to running a great business. Those people you enter and categorise are your audience. You want to get the right marketing to the people who need your help through their transformation. Nurturing your database is about being in the conversation when it counts for listings and sales. It’s about how to communicate with the client over the phone to book those appointments that lead to conversions.

Your job as an agent is to improve conditions for the client. Ask the right questions so you can help them make better decisions and get their best results.

Too many agents don’t really look at the marketing they’re putting out. They just copy each other. They bypass the basics and instead focus on the extras, like their social media activity and their own image as a successful agent. That kind of marketing is all about the agent. It doesn’t relate to the customer at all.

What you want to communicate to your customers is that you can meet their unmet needs because you understand where they’re at. You’re the agent who will help them through their situations regardless of market conditions. You do this by getting clear on basics versus extras. Focus on getting face to face with the customer and making sure you’re hitting your listings numbers. This approach will change everything on the inside of your business and make you an incredible agent.

I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.