Investing in real estate taught this coach which makes a broker great
I have learned some confidence builds up quickly, and what it destroys just as quickly. I have seen first -hand what a great agent separates from someone who has just ended up. Because of this I wanted to share some tips of the buyer of the buyer of the table.
1. Speed is important
I can tell you from personal experience, if a buyer sends you a request about a home, they really don’t want to wait days or even hours to hear from you. Every minute counts in this market. If you get a lead – respond then fast. You don’t have to have all the answers right away, but at least you acknowledge those lead and set expectations. A simple: “I received your message; I am gathering details now and will follow soon”, will go a long way.
2. Know the property, not just the price
I have shown agents to show houses where they could not answer the basis: what year was it built? Is it on sewer or septic? Any permits for that addition? Buyers expect you to know your inventory. If you don’t, you will lose credibility. Even worse, you give the buyer the feeling that he has to do all the heavy work. That is a quick way to lose sales and the relationship.
3. Follow -up the way you really want the company
You would be shocked how many agents stop after a show radio. No follow -up text. No e -mail. Nothing. The best agents do not wait until the buyer goes back. They follow proactively with insight, feedback and next steps. It doesn’t have to be intrusive. Simply professional.
4. Come show up as if it is your list, even if it is not
When I enter a show and the agent is confused, late or clearly uninterested, it is an immediate red flag. On the other hand, I worked with agents who gave me the feeling that I was their only customer. They had the lights on, brochures ready, printed compositions and even waiting bottles of water. That service level? Memorable.
5. Stop overhurding and start listening
Sometimes I just want to walk through the building and think. I don’t need a sales pitch. I need space. The best agents can read the room. They know when to give information, when they have to give silence and when they should ask thoughtful questions. It is not about being a “closer” – it’s being a guide.
6. Know the market beyond the MLS
One of the most impressive agents with whom I worked, not only sent me mentioning school reviews, short-term rental compositions, development plans for the area and even a heads-up about a new highway proposal. That kind of extra insight ensures that a buyer feels confident. It shows that you are not just collecting data – you know Your market.
7. Keep customers informed, even if there is nothing new
Waiting is the worst part of a transaction. I’ve been there and wondered: “What’s the matter with the offer? Did they respond?” A quick text from your agent says: “No update yet, but I will check it again at 3 p.m.” makes the difference. Silence breeds fear. Communication builds trust.
8. Trust wins, but loses arrogance
As a buyer I want to feel that I have someone strong in my corner. But I have had agents who exceeded the border from self -confident to stubborn. That does not build trust – it builds walls. Be assertive, not arrogant. Tradentance, no lecture. The best agents make that balance perfect.
Here is the cool part: I have seen many of these best practices in action with our coaching members. I cannot tell you how often one of them will share a victory like: “I followed immediately after the show and the buyer said that I was the only one who did that, so she chose me.” That stuff works. Because employ still sells.
When you treat every buyer and seller, as they are the only person in the world, they notice it. And when you pop up, prepare, informed and human? That is what makes you unforgettable.
And from someone who actively buys, invests and still looks at every movement that an agent makes – I can tell you first hand: Great agents stand out. And because of this they win more things.
Darryl Davis, CSP, has spoken, trained and coached more than 600,000 real estate professionals around the world. He is a bestseller author for McGraw-Hill Publishing, and his book, How you can become a power agent in real estateTops Amazon’s charts for the most sold book to Makelaars.
This column does not necessarily reflect the opinion of the editorial department of Housingwire and the owners.
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