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Today I share with you the number one thing you need to focus on to build a successful career in real estate and help you make more sales.

I interview a lot of people who are looking to get into a career in real estate for my clients. The question I always ask is: “Why do you want to get into real estate?”

95% of the time peoples’ answers revolve around their love of property. They like looking at houses, or they have an interest in going to open homes in their area.

Wrong answer:

The right answer is because I love dealing with people.

The people who focus on property only, get this wrong and find it hard to make it in a career in real estate. They focus on the property not the people and this leads to low listings and sales.

The people who focus on building great relationships right from the time they make first contact make a huge impact. People love them and keep coming back and referring people in their network to them. After two years they rarely prospect because they are so busy with referral business.

If you are not getting enough listings and making enough sales to prosper then follow what I am about to share with you.

I was speaking with an agent recently who is retiring from her successful career in real estate. She has over 2000 qualified contacts to pass on to the person who is taking over from her. She has been averaging 10 sales per month just from this.

How valuable is her network and what is her contact list worth?

If it’s looked after correctly by someone who knows how to maintain these relationships, it will be worth millions. How much would you be prepared to pay for this?

The value has been created because from day one this lady focused on building great relationships with everyone she came into contact with.

She has also always improved her skills and it’s been worth millions to her in her successful career in real estate.

It all starts with building exceptional relationships.

Here are some things that will help you to build great relationships and have a successful career in real estate:

1. Be genuine. Be genuinely interested in the person you are with and do not get distracted.There is a simple thing you can do to keep your focus on the person you are with. When they are speaking repeat what they are saying silently with you inner voice in your mind.
    

   By doing this the other people will notice that you are genuine and interested in them, what they are saying and what their needs are. There are very few people who can or will do this in this world full of distractions and self-interest. Most people focus more on what they are going to say, than on what the person is saying and when you come across someone who is genuine, it feels really nice.

2. Commonality. Find something that you have a mutual interest in, ask them questions about this and then ask for their advice. People feel empowered when they are asked for advice. If you take notes about what they are advising you on they will love you for it.
    
   Some things that may be of interest are:
   – Sport
   – Gardening
   – Travel
   – Music
   – Reading
   – Family
   – Children
   – Schools
   – Current affairs
   – Careers
   – Any topic of general interest.You will find something while you are in their home that is of common interest.
3. Do not be a topper. The average person can’t help themselves from being a topper; they always brag about how much bigger and better they are.
    
   The way to stop yourself from doing this is to make a commitment to never speak about yourself and always lead the person to tell you more about themselves through asking good leading questions.
    
   Questions like:
   – Tell me more…
   – What did you do then?
   – How did that make you feel?
   – Did you like it?
   – If I ever get myself in that situation can you tell me what’s the best way to handle it?
    
   Then listen intently and ask more questions.

   Think of a time when you were with a bragger/topper when you just couldn’t get a word in, how did that make you feel?

   How soon did you want to see that bragger/topper again?Who do you like spending time with?

   People with whom you have a great relationship, ask questions and listen to your answers with genuine concern for you.

So be genuine and interested, find something in common and never be a topper and you will establish great relationships, which will allow you to go on and build a successful career in real estate.

From there you will receive excellent referral business and there will come a time when you will not have time to prospect because you are so busy.

If you want this, start right now by focusing on other people and you will build great relationships.