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YOUR Best Tips
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 Don't Chase Leads -- Attract Prospects

To succeed at niche marketing and attract prospects, it is not enough to simply define your target market and know everything there is to know about it.

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You must use your knowledge to distinguish yourself from the competition. This will enable you to provide prospects with a compelling reason to choose you instead of the competition.

What Prospects Look For In Real Estate Agents

As a result of their training and experience, real estate agents add significant value to the process of buying and selling real estate.

However, if asked, clients are unlikely to say that they chose individual agents because of the value that they added to the process.

Clients are more likely to say that they made their choice on the basis of agents’ specific personal characteristics.


From a business perspective, astute marketing is the the key to attracting prospective clients. 

At the personal level, there are 12 traits that prospects seek in choosing real estate agents.

The more of these characteristics that you possess and demonstrate, the easier it will be to attract prospects.

1. Diligence

This category includes
  • attention to details
  • concentration on client’s goals
  • endurance
  • enthusiasm
  • hard work

2. Expertise

In real estate, this is the accumulated know-how from experience, training and continuing education that makes you good at what you do.

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3. Flexibility

More often than not, clients’ circumstances and market conditions continue to change and evolve. Clients need agents who can respond effectively to newly changed circumstances, not remain focused on the way things used to be.

4. Good listener

A good listener understands and accepts what clients say. High producing agents consistently report this as a critical element of effectively serving clients and succeeding in real estate.

5. Hard-working

The most successful agents work very hard--and smart--at servicing listings and searching for suitable properties for buyers.

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6. Helpful

The major challenge of being helpful is to assist clients as much as possible without becoming pushy or intrusive.

7. Hungry 

Agents who are hungry for a higher level of success work harder for clients than those who have become complacent with the success they already achieved.

8. Networked

Clients appreciate agents who can refer them to other service providers such as lawyers, mortgage lenders and trades-people. A good network of referral partners can help you attract prospects.

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9. Patient

Being patient means allowing sufficient time for appropriate actions and the best decisions possible.

10. Specific market knowledge

To develop this knowledge it's necessary to continue to research and monitor what's happening in your market.

11. Strong negotiator

The best negotiators bring about the best possible outcomes for all parties.

12. Trustworthy

The higher the competence of sales people, the more trustworthy they will appear to prospects. And the more trustworthy they appear the more attractive they will be to prospects. It's that simple.

The more of these characteristics that you possess and demonstrate, the easier it will be for you to attract prospects.

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How Do Measure Up?

Knowing what clients' expect is one thing...but knowing how you measure up to clients' expectations is something entirely different.

There are 2 ways to assess how you measure up to clients expectations.

Planning Tools
One is to ask your clients by means of a client satisfaction survey.

The other is to conduct a self-assessment.

One approach to conducting your self-assessment is to customize the sample outlined Planning Tool MP-4 as outlined in Planning Tools for Your Marketing Plan.





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What Is Your Best Success Tip?

With your help...and the help of other people like you...I plan to create the best online source of success tips.

I recognize that you are already very business with your regular activities and do not have much time available for new projects. So, I have made it as easy as I possibly can for you to contribute.

Simply complete the form at the bottom of this page and I will do the rest. This will allow you to share your experience with others...and also help them succeed...but with the absolute minimum amount of time required.

Once I receive your tip, I will do a light edit to ensure that it reads well. This edit will also eliminate any typos or other gremlins that may have found their way into what you wrote.

Then I will add your tip...with its own URL...to the site. If you wish, I will send you the link so that you can tell colleagues and clients where to find the web page that you created. Imagine your pride in being featured on the best online source of success tips.

Once a month I will select from the previous month's tips two individuals as Exemplary Service Providers.

One of these Exemplary Service Providers will be from the USA and the other from outside the USA.

I will use the following two criteria in selecting Exemplary Service Providers:

  1. how well the tip exemplifies one or more themes of this website.
  2. how well the tip exemplifies the principles of client service as discussed throughout the site.

When I select you as an Exemplary Service Provider, I will advise you by email. At that time I will also request any additional information I need for your Exemplary Service Provider profile.

Like your best success tip, your Exemplary Service Provider profile will have its own URL.

However, unlike your best success tip, your profile will be promotional in nature. Not only will it feature you as an Exemplary Service Provider, it will also promote the benefits that clients can expect to receive from your ability to deliver exemplary service.

Think of what a powerful promotional tool this will be...and how effectively it will help you attract even more clients.

Describe your best business tip in 5-10 words

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