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This past Wednesday Antonia Watson of The Watson International Team at Corcoran Real Estate held a real estate learning seminar at the beautiful CitiBank office in Midtown Manhattan. It was a successful seminar and 40 real estate agents were in attendance with differing levels of experience in the industry.
Over the course of the two hour event, Antonia covered many of the tips and tricks she utilizes to building and maintaining business, reputation, and income as a real estate broker. Most of the tips that she shared were call-to-action based, and others were pointers easily integratabtle into a daily routine.
Two of the main components that Antonia stresses in order to become a successful real estate broker, and any successful businessperson for that matter, is quality of resilience and time management. Being able to set apart certain times during the day for designated activities is key to maximizing the day’s potential, Antonia teaches. When there are gaps in one’s calendar, those should be filled with prospecting. A real estate agent always needs to have a center of influence and lengthy list of leads that they can circle back to. Antonia also recommends adding “living” as part of your schedule, because part of sustaining success in one’s business is about maintaining a healthy work-life balance.
Another key item that Antonia addressed during her real estate coaching seminar was the language of sales, and how to speak to both prospects and clients with ease. The key is to listen intently to what the client or prospect is saying, repeat what they are saying, affirm what they have said to be true, and to continue to ask questions. She made it clear that an agent cannot force someone to make a decision, especially when it comes to matters as serious as purchasing or selling a home or investment property. The best way to ascertain the needs of a prospect or client is to ask questions about their motivations and timeline, and nod and smile in approval.
“Selling isn’t hard, you just have to get out there and do it,” -Antonia Watson.
