Record Year For a Real Estate Agent? It Could Be, Consultant Says

Professional paralysis is a direct result of a lack of confidence in an overheated market, says Wayne Fredrick of See the Field Consulting. Fredrick is a former RE/MAX Broker/Owner and regional director.

Appearing on “Good Morning RE/MAX” alongside host and RE/MAX Chief Customer Officer Nick Bailey, Fredrick outlined what it takes for a real estate agent to avoid that paralysis and succeed in a market that’s on fire.

“I’ve been around in real estate for 35 years and this is the hottest market I’ve ever seen,” Fredrick said. “What we’re finding is in a really hot, hot market, if you’re not confident and you don’t have your skill sets down, you can get left behind.”

For agents looking to stay on top rather than becoming an afterthought, Fredrick offered this advice.

1.     Change Your Mindset

“Look at yourself in the mirror. Do you think, ‘I’m really good at this’? ‘I really have a great value to bring to the table’? Because I think that’s where it starts.”

2.     Find a Leverage Point

“What I hear a lot of agents saying right now is, ‘I have buyers, but I can’t find any properties. I just have to wait for something else to come on the market.’ To me, that’s just wrong. That puts your business to be basically subservient to someone else’s business. If you have a buyer, leverage that buyer. Take that buyer out and find out in deep questioning exactly where [they] want to live geographically … then go and market to that area and say, ‘I have a buyer, ready to write in this price range with these criteria. If this is your house and you’re contemplating selling, please call me.’ Use whatever you have.”

3.     Create a Dialogue

“We’ve become almost a scrolling society now that if you don’t get my attention early, you’re probably not going to get a second chance to get my attention. So how do we differentiate ourselves with that first contact and show value? To me, it’s all about dialogue. Fabulous dialogue still wins the day.”

4.     Don’t Waste Time

“The game we play is not to try to turn people into clients. It’s to identify who isn’t going to be a client and politely get away from them as fast as possible. … You can’t waste time right now.”