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The Art of Making A Great First Impression
Happy female realtor shakes hands in greeting with a young woman who is interested in buying a home. The woman’s husband is standing next to her.
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Whether you’re a veteran broker or just starting out as an agent, your business’s success depends on your customer relationships. If you’re going to become a top-performing real estate agent and stay ahead of the rest of the pack, you will need to create a great first impression with every initial encounter with a new client.
Making a good first impression on your prospects will give you an edge over other real estate agents in your area. This is because, starting your customer relationships on the right foot boosts your chances for repeat business and clients referrals.
Great First Impressions 101: What Is It and Why Does It Matter
Positive first impressions could mean a world of difference for you as a real estate agent. To make a great and lasting impression on your new clients, you need to learn the art of making a great first impression. The short window of time clients have to evaluate and form an opinion about you when you meet for the first time is your chance to impress. Thus, you need to have your a-game on.
With that in mind, here is why a successful first impression matters to you as a real estate agent:
- Since clients are looking for someone that will meet their needs and make their home buying process easier, great first impressions last on clients, solidifying the chances of them working with you.
- Positive first impressions help you avoid losing business to competitors now that getting a real estate agent has become easier.
- Making great first impressions on every new encounter with clients equals more referrals.
- A great first impression will help you go beyond one-time listings and sales, stretching your client relationships into the future.
- A great first impression builds a connection with new clients by making them feel comfortable and building their trust in you.
How to Create a Great First Impression
1. Be relaxed. Let Your Body Language Exude Confidence
To make a good first impression, be aware of your posture and use your body language effectively. Making eye contact, taking a power pose, and leaning in while conversing are powerful nonverbal cues that project confidence. You will want to avoid balling your hands into fists or hunching over in your seat, since they depict nervousness.
2. Time management is non-negotiable. Be Punctual
As a real estate agent, your first step towards creating a great first impression is your time management. In addition to showing how much you value their time, showing up early allows a couple of minutes to get yourself in a positive frame of mind and allows you to be more flexible and in a good position to nail your first impression.
3. Look the Part to Play the Part. Dress To Impress
Your dress code as a real estate agent should be appropriate for every meeting or occasion you meet with new clients. Keeping in mind that you are your brand, what you choose to wear matters. To strike the right note of your first impression, ensure that your look communicates your best self.
4. Take It Easy With the Conversation. Ensure Your Pace Is Unhurried
To ensure you keep the conversation flowing, speak slowly and articulately to build rapport with new clients. Modulate your voice’s tone and pitch, and avoid filler words.
5. So Simple Yet So Powerful. Wear That Winning Smile
Having a warm and genuine smile when conversing with a new client will not only help create a sense of friendliness between both of you, it also sends the message that you are approachable.
6. Knowledge-Driven Negotiation: Do Your Homework
Savvy real estate agents never go into a meeting unprepared. Good preparation will ensure that you know what to expect before meeting up with a new client. If you’re going to excel in this highly competitive field, spending some time researching and gathering background information on the person you’re meeting with is an important step. By knowing plenty about the project, you’ll end up finding things you can use to connect with prospective customers and arrive at a common ground when guiding the new client.
7. Trust Is the Glue of Client Relationships. Be Authentic
To create a great first impression and build trust with the clients you are meeting up with, be yourself. Clients respond positively to an authentic agent and disconnect in case they sense an agent is being fake. Having a hostile sense of humor, talking too fast and overly focussing on a scripted sales pitches instead of expressing yourself freely and clearly with a client will make you seem dis-ingenuine.
All In All
Successful first impressions can make a world of difference. Getting your client relationships right from the beginning will set you up for success ensuring more clients will trust you to guide them through their home buying/selling process. By not leaving your first impression to chance you’re making sure you do not lost out on business.
It takes just a few seconds for a first impression to be formed. Ensure you know how to appeal to clients and connect with your new clients to begin laying the foundation for your agent/client relationship successfully.
Agent to Watch – Kasie Gray
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We’d like to introduce you to one of Decembers Agents to Watch, Kasie Gray! Kasie knew from a young age that she wanted to make waves in the real estate industry, and since then she has sent out to create her own brand and to make a name for herself in the Mendocino County market. Learn more about Kasie below!
Why did you choose to pursue a career in real estate?
I was on independent study during high school attending the Mendocino college for additional credits and working on my general ed classes to get my associates degree starting at 15 years old. While looking into their offerings and what was available knowing I would be great at some avenue of business/entrepreneurship, I decided to look into real estate. In no rush to finish the classes I took all the courses they had to offer between 15-18. I knew I didn’t want to do school for much longer, and real estate seemed like the ideal career for me. I loved the flexibility, the unlimited potential, and loved the idea of being able to see houses. As a kid I moved over 15 times before I turned 18, I would beg my mom to take me to open houses and beg them to move when we found a house with a window bench (they were my favorite).
How have you adapted your marketing/business during the era of Coronavirus (COVID-19)?:
Pre-covid, one of my main advertising avenues was hosting events. Everything from first friday art walks, a downtown favorite in Ukiah to craft nights. I love ‘event planning’ and being able to spoil my clients with fun parties! I can’t wait to start doing those again. I have always been very active on social media and I made sure to dig deeper into those relationships and make more meaningful connections with my ‘followers’
What’s the best thing that happened to you this month?:
The list is long, helping my clients, creating a new digital planner for agents to use, and getting maternity photos done!
Are you a morning or a night person?:
Definitely a morning person.
What is one of the things you would put on your “bucket” list?:
I would love to build a custom home!
What is something you wish you could be good at?:
Refraining from buying shoes.
What is something most people would never guess about you?:
My age!
Must have purse/car item?:
My phone and digital planner!
What does a perfect day in Sonoma/Mendocino/SF County look like for you?:
Enjoying a hike on lake Mendocino, getting breakfast downtown and shopping and spending the day with my dogs and family!
What’s your favorite local restaurant?:
I couldn’t name just one, we have so many amazing places! The maple, ellies and cultivo are on my top list!
What are you most looking forward to in the New Year?:
Bringing my new assistant into the world, and helping more families find their dream homes!
Agent of the Month – Sean McCarthy
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We are so excited to introduce December’s Agent of the Month, Sean McCarthy! Sean knows the value of going the extra mile for his clients. Read on to learn more about Sean, and some of his best practices that he uses to stay ahead in the San Francisco real estate market and to maximize his time with his clients.
To what do you attribute your success?
Supportive management, Work Habits, Real estate/market knowledge.
What’s the biggest mistake you’ve made in your business or the single best thing you’ve ever done for your business?:
Worst mistake: thinking RE is a long sales cycle.
Best thing: Constantly feeding the top of my sales funnel.
How do you balance giving personal attention to your clients while still trying to automate your business?:
All of my automation/ technology uses is directed at freeing me up to interact with my clients. So to me automation increases client time.
How have you adapted your marketing/business during the era of Coronavirus (COVID-19)?:
More showings due to no open houses.
What is a unique aspect of the Sonoma/Mendocino/SF County Residential Real Estate market?:
SF is like a collection of small towns (neighborhoods). Each one has their own unique Real Estate aspects.
If a work-life balance is important to you how can you tell if you’re getting it right?:
My wife tells me!
What was the best vacation you ever had?:
I have had a lot of great vacations. I think they are all great in their own way.
If you had one piece of advice to someone just starting out in real estate, what would it be?:
Keep moving forward. Ignore any forms of rejection.
What are you looking forward to most in the New Year?:
A vaccine
Agent to Watch – Sonoma County Home Group
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The dynamic duo behind Sonoma County Home Group compliment each other in all the best ways! Angela and Melissa play off each others strengths, and together they work hard to make their clients goals of owning their dream home a reality. Keep reading to learn more about this team!
Why did you choose to pursue a career in real estate?
We both kind of fell into real estate and we’re so glad we did!
Angela- I was approaching year number ten of working at a local grocery store and decided it wasn’t where I saw myself long term. During that time a good friend of mine got their real estate license and I would hear on a regular basis how much they loved it. Their excitement ended up rubbing off on me enough that I signed up for real estate classes myself.
Melissa- I was a cosmetologist prior to getting into real estate, but I knew pretty quickly that wasn’t a great fit for me. After a few years of doing hair, an opportunity to take over a property management company presented itself so I decided to get my real estate license and jump in. After using my license to buy my own homes and to help friends & family buy homes, I realized how much I loved it.
How have you adapted your marketing/business during the era of Coronavirus (COVID-19)?:
Luckily, our primary form of marketing has always been using social media so when COVID began it just forced us to get better at what we were already doing.
What’s the best thing that happened to you this month?:
We both had the opportunity to help each of our best friends move up out of their starter homes into their forever homes!
Are you a morning or a night person?:
One of each! If we ever have an inspection or appointment before 9:00 Angela will always be the one to show up. If you ever receive an email from us that was sent after midnight, that’s always Melissa.
What is one of the things you would put on your “bucket” list?:
Angela would love to go to Italy and Melissa would love to do a few more road trips exploring the U.S.
What is something you wish you could be good at?:
Angela- I wish I was better at resisting online shopping!
Melissa- I wish I was a better cook (I’m sure my husband would agree as well!)
What is something most people would never guess about you?:
Angela- Even though I’m an extrovert and very outgoing, in a large setting I’m really shy.
Melissa- I used to live in London, England. It was a great experience but I learned I’m definitely not a city person.
Must have purse/car item?:
Hand sanitizer and back up masks in case the kids forget theirs at home.
What does a perfect day in Sonoma/Mendocino/SF County look like for you?:
Packing up a cooler and lunch and heading to the lake for a day of boating with our families.
What’s your favorite local restaurant?:
Angela- So many good options! I love Starks, Campo Fino, Willi’s Wine Bar, Barndiva, Toyo, Bird & The Bottle…the list could go on and on.
Melissa- I’m probably not qualified to answer this question as I’ve never been to any of the above and don’t share Angela’s sophisticated palate. I love Amy’s Kitchen.
What are you most looking forward to in the New Year?:
We’re both looking forward to our kids going back to school!
Professionally, we’re excited to continue helping our clients and friends make their real estate goals a reality.
Agent to Watch – Tony Natoli
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When he’s not out finding his clients their dream home, he can usually be found enjoying a day outside exploring his favorite trails at Annadel State Park! Read on to learn more about Tony Natoli and some of his tips for becoming a successful real estate agent.
Why did you choose to pursue a career in real estate?
I remember being behind the counter in my 9-5 sales job and wanting to do more; the customer would come in, we would build a relationship and then they would leave. In real estate, a home sale is so much more dynamic than a 30 minute transaction and allows me to dive deep into the customer, their needs and build a life long relationship together. It is 100% the best part of being a Realtor.
How have you adapted your marketing/business during the era of Coronavirus (COVID-19)?:
I’ve always found the pre-meeting orientation to be something both sides appreciate so I have taken that approach further by including more preparedness for showings during COVID and offering real-time virtual tours.
What’s the best thing that happened to you this month?:
I’m excited to say I moved into my new home a walking distance to Annadel State Park, right next to my favorite trail.
Are you a morning or a night person?:
Nothing beats a morning sunrise and a cup of coffee to start the day.
What is one of the things you would put on your “bucket” list?:
Travel is the first thing that comes to mind. We have such a beautiful and intricate world that I would love to explore more of.
What is something you wish you could be good at?:
I wish I could be great at the drums!
What is something most people would never guess about you?:
I have the fluffiest, snow white cat who thinks she is a dog and her fur joins me on every appointment.
Must have purse/car item?:
Gum! I am a sucker for mint chewing gum and keep a fresh pack nearby for when the current runs out…which doesn’t take long.
What does a perfect day in Sonoma/Mendocino/SF County look like for you?:
A hike at Annadel State Park, my favorite place, followed by lunch and iced coffee.
What’s your favorite local restaurant?:
Definitely Lococo’s Cucina Rustica
What are you most looking forward to in the New Year?:
This coming year I look forward to all of us coming together once again and seeing the life of Sonoma County return.
Out with The Old, In with The New: Setting Realistic Goals for Your Business in 2021
Close-up of real estate agent giving new house keys to a couple.
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Setting New Year’s business resolutions and seeing them through is a hallmark of successful businesses everywhere. If you are looking to continue growing your real estate business in 2021, the new year is a perfect time to set your goals.
According to market trends and analyst expectations, the real estate industry will continue to grow this coming year. Thus, real estate agents and industry players thinking about their 2021 business resolutions need to set realistic goals that will position their businesses for success and bring positive changes that hand them an advantage over their competition.
Here’s why realtors need to make New Year’s business resolutions to serve as a roadmap for accomplishing 2021 business goals:
- By setting micro-goals such as the number of daily client meetings or call-number goals, you will accomplish more in the new year.
- Once you make new year’s resolutions for your real estate business, it becomes easier to review the partnerships and tools you will or will not need in 2021.
- Annual sales and operations planning ensures the needed effort is focused on realizing sales and revenue goals.
How to Set Realistic New Year’s Business Resolutions
If you are looking to get started by setting realistic sales goals for 2021, here’s a list of sample business resolutions for your real estate business:
- Learn to manage cash flow more effectively.
- Step up online and social media marketing campaigns.
- Invest more time in professional development.
- Provide 5-star customer service.
- Growing your team by delegating more tasks.
- Find a business buddy and network more.
5 Tips for Successfully Developing Realistic New Year’s Resolutions
1. Communicate Your Resolutions.
Keep your team in the loop when developing your business resolutions and take your customers’ input into account. This will not only compliment your goal-setting efforts; it will also give you the feedback and insights needed to make solid business resolutions for 2021.
2. Make SMART Goals That Align with Your Resolutions.
As you sit down to set your 2021 resolutions, you need to ensure the resolutions align with your real estate business’s goals. It is essential to have specific, measurable, achievable, relevant and time-based (SMART) goals. However, your goals should regularly be fine-tuned to support the business resolutions.
3. Create A Plan On How You Will Reach Your 2021 Goals.
As you set your business goals for 2021, be sure to back them up with a comprehensive plan to reach the goals. Creating a plan for achieving the goals will ensure that you remain motivated all year round to reach your goals.
4. Keep Your Goals Small to Make Them More Real.
If you often find yourself committed to your goals early in the year, but you always end up losing track of your annual resolutions later on in the year, try breaking them down to daily commitment statements. Writing and displaying them is an excellent way of making your daily resolutions real and actionable.
5. Create Deadlines, Incentives and Accountability Checks.
If you are looking to inspire a quicker realization of your business goals, it is always good to incentivize them. Keeping your goals on a timeframe and establishing deadlines within which specific resolutions are supposed to be realized makes them more achievable. Additionally, instituting regular performance reviews and accountability checks for your annual resolutions will ensure they remain top of your mind.
Why Unrealistic Expectations Can Lead to Disappointment.
When planning for the future, getting overly ambitious will cause burnout and disappointment when you fail to accomplish unrealistic goals. On the other hand, resolutions that are not challenging enough tend to dupe realtors into a false sense of success.
Your 2021 business resolutions can bring positive changes and some motivation for the year, or they could be a de-motivator. Here’s why unrealistic expectations become hurdles:
- At times, agents make unreasonable resolutions forgetting how quickly things can change on the economic scene.
- Sometimes agents set annual resolutions beyond reach then become demotivated when their plans prove unattainable.
- During strategizing sessions, real estate agents will attempt to shoot at a pipe dream that is insurmountable within a year-long deadline.
- Failing to prioritize resolutions or pushing them aside in favor of other things sets up agents for disappointment.
Endnote
By designing realistic business goals now, real estate industry players can be more successful in 2021. The best thing about setting strong, realistic resolutions as a real estate agent is that you can be sure your business will have a solid plan and clear roadmap for the new year.
Give Back, Stay Safe
Give Back, Stay Safe
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We’re sharing how to give back to your community while still staying safe during the era of Coronavirus.
Prepare Homemade Meals
The holidays are the season for giving, and even with the pandemic there are still ways that we all can safely help prepare and deliver food for those who are in need of a homemade meal. Check in with your local food banks and kitchens to see if there is anything they are looking for, and follow these CDC tips for how to safely prepare food for someone else while following COVID guidelines.
Make Donations
A great way to support your favorite organizations this holiday season is to donate! This doesn’t just have to be monetary donations, though those are always welcome. Now is a great time to go through your closet and donate extra clothing or some of those toys that your kids haven’t played with in awhile! Just make sure to wash/disinfect all donations before dropping them off.
Volunteer at Food Banks
Now more than ever it is imperative to make sure our communities are taken care of. Food banks all over the Bay Area are now accepting donations and volunteers to help pack food and to help distribute boxes to families in need. Due to COVID-19, volunteers are asked to sign up before coming down to the Food Banks to help adhere to capacity and social distancing guidelines.
Homemade Gifts
It’s no secret that this Holiday season is going to look very different, and as a result there are a lot of at risk groups in our community who will not be able to see their families this year. One way to help make this new normal a little bit brighter is to make homemade Holiday cards and letters and to send them to local nursing homes and shelters for occupants to enjoy. This is a great opportunity to give back as a family from the comfort of our own homes.
Send a Tree to the Troops
Decorating our homes for the upcoming holidays is a simple and safe way to spend time with family and to bring a sense of normalcy back into our lives. However, for the men and women deployed with the Armed Forces, they might not have the opportunity to spend that time with their family. To help bring a little bit of holiday cheer to those serving our country, considering donating a Tree to the Troops! Through the Christmas Spirit Foundation, you and your family can be part of giving a piece the holidays back to those deployed around the world. Learn more and find out how you can donate here.
Millennial Home Buyers: What’s Attracting Them To The Market?
Portrait Of Excited Couple Standing Outside New Home With Sold Sign
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Millennial Home Buyers: What’s Attracting Them to the Market?
Today, millennials are a major home buyer demographic. As more millennials look to buy homes and settle down, real estate agents need to fully grasp this generation’s needs to capitalize on the market potential of this demographic. The vast market potential that millennial home buyers herald is very exciting and should inspire agents to make attracting this demographic top on their list of priorities.
So, Who Are Millennial Home Buyers?
Millennial home buyers are the most extensive home buying force in the US real estate market currently. This demographic of home buyers is made up of the persons born between 1981 and 1997. They form a significant home buying demographic and represent the largest home buyer demographic in our country’s history. Some brokers and agents will tend to overlook millennial clients, but the forecasts point to a booming millennial real estate market. Millennials are quite particular about what they want. Thus, agents need to capitalize on the main things a typical millennial shops around for when searching for a home to buy, then embrace a good selling approach to entice these younger home buyers.
How Can Real Estate Agents Attract Millennial Home Buyers?
1. Millennials Are Looking for Convenience. Offer It.
Beginning with how you engage them as a real estate agent, the amenities offered by each listing they come across, to the home buyer add-ons available in the property market, millennials love convenience. Your real estate market acquaintance is indeed valuable when dealing with millennial clients with a whopping 89% of them saying they would transact via a real estate agent when buying a home.
No doubt about it, millennials love simplified and convenient services. As a real estate agent, you need to brush up on the efficiency of your service offerings to position yourself as a reliable service provider millennials can reach out to. Attracting more millennial clients requires agents to understand how they think, to always keep an eye on trends, and to adjust their selling techniques to resonate with these buyers.
2. Millennials Mostly Look for Listings Online. Tune Up Your Online Presence.
Let’s face it: most millennials grew up when the Internet and technology were becoming a hit. As a real estate agent looking to appeal to this tech-savvy demographic, you need to take your online marketing efforts a notch higher. For most millennial home buyers, the decision of buying a particular listed property comes after a thorough online search. To attract millennial clients, your online presence and your consistency in showcasing properties that are hot for this market demographic are key. Additionally, nine out of every 10 millennial buyers rely on online resources for home buying education. To attract these buyers to the market, you need a strong online presence.
3. Millennials Crave for Captivating Visuals. Use Them on Your Online Platforms.
Most millennial search is done using online visual content. Consequently, every agent needs to up their game in the digital space. Using fascinating visuals of listings on all your online marketing platforms will increase traffic, and thus lead to more conversions. While running such online marketing campaigns, you could also leverage high-quality videos and virtual house tours to attract younger home buyers. Giving them a feel of the magnificence and aesthetics they are looking for on all your online platforms and social media channels. The appeal that comes from lifestyle photos and videos taken on listed properties is enticing to this demographic, and thus attracts these types of buyers to your market.
4. Millennials Have a Soft Spot for Luxury and Style. Capitalize on It.
A top trend in the growing millennial home buyer market is the prioritization of luxury and style. Any real estate agent looking to capture the attention of this demographic and win them over will need to showcase a lavish lifestyle in the properties they are selling. Fascinate millennial clients and increase your chances of getting more conversions by displaying exceptional properties and showcasing the luxury and style of listings. By highlighting sophisticated outdoor living spaces, eye-catching courtyards, or even a swimming pool, you are attracting more millennials to the market.
5. Millennials Can’t Resist Reasonable Deals. Offer Them One.
One crucial fact agents need to remember is that millennial home buyers will look for alternate listings once they discover a home is out of their price range. If you are looking to attract more millennials, you have to get your pricing right by ensuring your prices rank within your local real estate market’s price range, and present buyers with multiple financing options to avoid losing their interest.
The Bottom Line
The home buying habits for millennials are unique. By leveraging these tips, everything will point towards an excellent future for real estate agents and brokers, and position them to attract more millennial buyers to their market.
Agent to Watch – Cory Cadle
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We’d like to introduce you to one of Novembers Agents to Watch, Cory Cadle! Cory’s main goal is finding his clients a safe place that they can make their own, and he does it all with a great sense of humor and a smile on his face. Read on to learn more about Cory!
Why did you choose to pursue a career in real estate?
What other industry can you help people secure a safe place to call home, as well as help them increase their long term wealth.
How do you think your clients would describe you?
Straight to the point, very punctual and loves to laugh
What is your motto?
Put others first and good things will happen
What is one thing people must do when they visit Sonoma County?
When in Wine Country, go Wine tasting!
What does a perfect day in Sonoma County look like for you?
80 degrees and by the water
What’s your favorite way to relax?
Go for a nice hike by Lake Sonoma or visit the local beaches
What’s your favorite local happy hour?
KIN
What’s your favorite local restaurant?
Starks Steakhouse
Agent to Watch – Elissa Morrash
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We’d like to introduce you to one of November’s Agents to Watch, Elissa Morrash! She is passionate about guiding her clients through their real estate journey and understands the importance of having a house to call your own. Read on to learn more about Elissa!
Why did you choose to pursue a career in real estate?
A house is not just a house, it’s a home. This has never been truer! As a real estate agent, i get to play a role in some of the most important moments in life. It is beyond gratifying for me to help someone buy a house, or sell their family home. Often, there’s been a significant event – a wedding, birth of a child, or something sad like divorce or death. I love being a part of that and knowing that I helped out at an important time. Real estate is about life – and I like that!
How do you think your clients would describe you?
Wow, well, let’s see. Probably as professional and smart. .Compassionate and understanding and is a good listener.. As a person who pushes to get results. I’ve been told I am a ‘no drama’ agent – which I think is great because there can be a lot of stress in real estate! Oh, and I’ve also been told and that I am fun to work with.
What is your motto?
I am an advocate for you. I am here to get you what you want.
What is something people might not guess about you?
I wrote and illustrated a book when I was 11. Of course, it never got published lol.
What is one thing people must do when they visit Sonoma County?
They should come in the off-season. It is beautiful here in the winter rain when the mist is over the vineyards and the wineries are warm and inviting.
What does a perfect day in Sonoma County look like for you?
A long luxurious picnic lunch at a winery, maybe doing a vertical or special tasting, with good friends and a knowledgeable vintner to tell us about the wines we are tasting.
What’s your favorite way to relax?
I love facials and massages. There are several great places in Sonoma County to book these services. And a glass of sparkling wine helps too!
What’s your favorite local happy hour?
Willli’s Seafood Bar in Healdsburg.
What’s your favorite local restaurant?
I live in Cloverdale and we have long balmy evenings. Many friends are foodies who shop locally and are great cooks. There are so many good restaurants here, but there’s nothing like a dinner on a deck at someone’s beautiful Sonoma County home!
