The property industry is constantly evolving, and staying ahead requires both strategic planning and consistent execution. In a recent podcast with Simon Gates, industry experts Mark Hinkins and Danny Lambert shared valuable insights on what makes top-performing estate agents successful. Here are 10 actionable tips derived from their discussion to help estate agencies grow their business.
1. Implement What You Learn
One of the key traits of successful estate agents is their ability to put learned concepts into action. It’s not enough to attend training sessions or absorb new ideas; the real growth happens when these ideas are consistently applied in day-to-day operations. Mark Hinkins emphasises, “You don’t have to be amazing at everything, but you do need to be consistent in your efforts.” This means that whether it’s a new marketing tactic or a fresh approach to client communication, the key is in the consistent application. Agents who regularly implement what they learn tend to outperform those who don’t.
2. Stay Authentic
Authenticity is crucial in building trust with clients. The best agents are those who are genuine in their interactions, both online and offline.
“Being authentic means that what clients see on camera is exactly what they get in person.”
– Mark Hinkins
This authenticity fosters stronger relationships and builds long-term trust. When clients feel they are dealing with someone real and transparent, they are more likely to engage and stay loyal to that agent. Authenticity also helps in differentiating yourself from the competition.
3. Don’t Be Afraid to Fail
Failure is a natural part of the growth process. Successful agents are not afraid to take risks and make mistakes because they understand that each failure is a learning opportunity. Danny Lambert emphasised, “Don’t be afraid to fail. The best agents aren’t the ones who never fail; they’re the ones who learn and grow from their failures.” This mindset allows agents to take calculated risks, innovate, and ultimately achieve greater success. Embracing failure as a step towards growth can lead to more creative solutions and stronger resilience.
4. Dedication is Key
Dedication to the role is another hallmark of top agents. Consistency in effort, even when results are not immediate, is what sets successful agents apart.
“It’s the dedication to keep going, even when the results aren’t immediate, that makes the difference.”
– Danny Lambert
Dedication means showing up every day, putting in the work, and staying committed to long-term goals. This steady effort is what builds momentum and leads to significant achievements over time.
5. Avoid Unnecessary Changes
Not every problem requires a drastic change. Often, agents may think that altering their approach will solve their issues, but consistency in proven methods is often more effective. Instead of constantly changing your approach, focus on refining and improving what’s already working. This doesn’t mean being resistant to change, but rather being strategic about when and how to implement changes. Often, small tweaks to existing processes can yield better results than overhauling the entire system.
6. Leverage Social Media Consistently
We can’t stress the importance of maintaining a consistent social media presence. Scheduling posts in advance and using automation tools can help maintain a regular online presence, even during busy times. According to Mark, “the key to successful social media is consistency. Even if you’re not seeing immediate results, staying active and present will pay off in the long run.” Social media is a powerful tool for brand visibility and client engagement. Regular posting helps keep your brand top-of-mind for potential clients and establishes you as an authority in the industry.
7. Use Your CRM Effectively
An estate agency CRM system is only as good as the data you enter into it. Proper data entry and management are crucial for maximising the potential of your CRM.
“The difference between success and failure often lies in how well you use your CRM. Simple tasks like marking contacts properly and creating detailed match profiles can significantly impact your ability to close deals.”
– Danny Lambert
A well-maintained CRM can help agents track leads, manage client relationships, and streamline their workflow, ultimately leading to more successful transactions.
8. Don’t Archive Potential Leads Prematurely
Archiving leads too soon can lead to missed opportunities. As Mark puts it, “how many agents make the mistake of archiving contacts after a lost appraisal, only to lose out on potential future business. Just because a lead doesn’t convert immediately doesn’t mean it won’t later. Nurture these leads with follow-up communication and personalised touches to keep the door open.” Instead of writing off leads too quickly, agents should consider setting up a follow-up schedule that keeps them engaged with the lead until they are ready to act.
9. Create Your Own Opportunities
Self-employed agents, in particular, need to be proactive in generating their own leads. Relying solely on leads generated by a larger business can limit your growth. You need to be out there creating your own opportunities. This involves not just waiting for business to come to you, but actively seeking out new prospects, networking, and using creative marketing tactics to generate leads. Agents who take the initiative to create their own opportunities are often more successful in growing their business.
10. Focus on the Long Game
The property industry is a long-term game, and patience is essential. Mark and Danny both express the importance of delayed gratification and maintaining focus on long-term goals. “Success in real estate doesn’t happen overnight,” Danny noted. “It’s about playing the long game, nurturing relationships, and staying committed to your processes.” Whether it’s through consistent follow-up, nurturing client relationships, or staying committed to your processes, the agents who focus on long-term growth rather than quick wins are the ones who build sustainable success.
Conclusion
Growing a successful estate agency requires a blend of consistency, authenticity, and strategic action. By implementing these 10 tips, agents can position themselves for sustained growth and success in a competitive market. Remember, the key is not just to know these strategies but to consistently apply them in your daily operations.
For more insights on how to leverage technology and best practices in your estate agency, check out our latest articles or reach out to our team for personalised advice and a demo.
