- Have a prospecting plan that speaks to your strengths and personality. And that is a plan you can execute easily and consistently.
- Market yourself is such a way that it results in a continuous stream of business.
- Develop a personal brand that is usable across various marketing channels.
- Understand the business and consistently demonstrate competency.
- Have a firm understanding of timelines no matter the type of transaction. Show that you/your team can maintain a fluid deal flow.
- Execution – communication during courting phase, cultivating the lead – boils down to regular (not overbearing) communication.
- Referrals. Ask for them early and often by educating as to why they are important.
- Clearly articulate benefits of working with yourself as an individual or your team.
- Have a well defined and effective marketing plan on listing side.
- On the buying side it’s having a expert level knowledge on how to search for prospective properties but also knowing what type of grindy-ness you need, eg. Utilize colleague relationships – read between lines to find property that meets client needs.
- Clearly communicating negotiation strategy and getting buy-in and then effectively putting forth that plan, or noting a pivot when needed.
- Good understanding of tools available to help you make your arguments.
- Conviction to not take on business when client isn’t ready to listen to your counsel.
- Follow up after deal.
- Putting together a strong support team from inspectors, attorneys, lenders, contractors, etc.