• The more people you serve, the more you will be served.
  • Your level of passion will determine your level of success.
  • Develop a plan of action to provide unexpected service.

Tell us about mobile technology in your business for a chance to win an iPhone 6s. Take our survey!

Questions provoke thought and evaluation. Thought and evaluation reveal opportunities and opportunities lead to new and better ways to grow your business.

Successful agents are in a constant state of evaluation. They search for ways to refine their business and to better serve more clients. They understand that the more people they serve, the more they will be served.

Successful agents ask themselves the following five questions.

1. Who is my ideal client?

No two agents are alike. Some prefer sellers, while others would rather work exclusively with buyers. Some love working with first-time homebuyers, and some love working with investors.

Successful agents ask themselves which part of the business they prefer. They understand their level of passion will determine their level of success.

The saying “a niche will make you rich” doesn’t refer only to financial rewards. Working with your ideal client will also make your life richer by reducing stress, keeping you excited about the business and giving you the ability to be fulfilled by helping the people you most desire to help.

2. What does my ideal client need?

Successful agents realize they are problem-solvers. They realize the greater their ideal client’s pain, the more they have to gain by offering a solution.

Does my ideal client need information? Does he or she need guidance? Does he or she need confidence that you will lead in the right direction?

Identifying your ideal client’s need and providing the solution is the pathway to success.

3. How do I find my ideal client?

Successful agents study the demographic information about their ideal client. They understand first-time homebuyers will be younger than other segments of the market. They realize the younger people will be found on different types of social media than baby boomers.

Listing agents understand that sellers begin the process online and by visiting open houses, so they make sure they are online and sitting at open houses. Luxury agents understand that being involved with charity organizations gives them the opportunity to meet luxury property buyers and sellers.

Study the patterns you see in your favorite past clients. Where do they spend their time? How did you find them? A look back at how you found your ideal client in the past will lead you to more ideal clients in the future.

4. How do I attract my ideal client?

The best way to attract your ideal client is not to seek them but to become the type of agent they will seek. After identifying their ideal client’s needs, successful agents develop marketing that will draw their ideal clients to them.

Free reports such as “5 mistakes most home sellers make that cost them thousands” prompt future sellers to identify themselves by requesting the free report.

A report titled “7 secret tips that make buying your first home easy” will draw first-time homebuyers to you.

Successful agents focus on providing information and solutions to their ideal client. The results of these efforts are a business that consistently grows.

5. How do I create a raving fan?

A raving fan is someone who appreciates your service so much that they search out ways to refer business to you. They become your ambassadors. They reach people for your business whom you would not reach otherwise.

Successful agents evaluate what they can do to create raving fans. They develop plans of action to provide unexpected service. They understand the more raving fans they can create, the quicker their business will grow.

What questions are you asking yourself?

Are the questions you are asking yourself negative or positive? Are they questions that will lead to innovative ways to grow your business?

You must evaluate your business to reach the level of success you desire. Ask yourself the five questions above and seek new ways to grow your business. New levels of success are only a few questions away.

Don’t wait, evaluate and take massive action.

Jimmy Burgess is the founder of Real Estate Sales Machine. Follow him on Twitter.

Email Jimmy Burgess.

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