How To Get Ahead in Real Estate — by Lewis Allsopp

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Those who make it big in the property game know that immaculate planning, genuine passion and tenacity separate the best from the rest says, Lewis Allsopp, CEO of Allsopp & Allsopp.

What Does it Take to Succeed in The Industry?

There are many factors to be considered when calculating what it takes to succeed in the real estate industry.

I believe that genuine success is built on daily structures and discipline. A well-structured and laid out day goes a very long way to achieving results – this structure becomes the solid base which will hold together and support a real estate agent’s career.

I started working in the industry at the age of 16 and have religiously followed the same morning routine every day. From 9am to 11am, I follow up with managers and head staff to see what is happening across all aspects of the business. This normally shapes my day as I will then get involved wherever I can be of use.

I also read the news each morning to see what’s happening in markets around the world. There are so many different aspects of the economy that can influence the real estate sector, so I like to be on top of this at all times. Indeed, I often share global news stories with the team.

Aspiring real estate agents who join us can expect a fully comprehensive training programme run by our dedicated training team; this helps beginners enhance their learning and introduces Key Performance Indicators (KPI’s) with a step-by-step format. These KPIs and guidelines will be referred to throughout an agent’s entire career.

Meanwhile, agents who join us with previous experience are not expected to follow any set regime as long as KPIs and structure are adhered to.

It is essential for an agent to strictly follow a schedule and to-do list every day in order to succeed. Motivation is, of course, a key contributing factor to success. However, every agent will have a down day and it is at these times that routine is vital. Deals will fall through for various reasons but ensuring consistency of a daily plan will ultimately ensure people reach their goals and overcome bad times.

Agents should meet a number of their KPIs before leaving the office to meet clients. Client follow-ups are an essential part of the job and must be completed daily. Ensuring that this is done every morning before beginning the day’s activities is so important.

You must certainly have a thick skin to be successful. As mentioned previously, deals will fall through for reasons outside the realm of an agent’s control, so they need to manage inevitable feelings of frustration and continue with the routine.

In my opinion, a deal should never be thought of as ‘done’ until the transfer of a property or the handover of keys is complete.

If a step-by-step process is followed and every step has been completed to a high standard, deals will close.

Having a genuine passion for the industry will undoubtedly accelerate your success. With passion and drive comes confidence and transparency, which leads to solid relationships with clients. There is no doubt that the relationship built between an agent and a client is key to closing a deal.

A trustworthy agent is worth their weight in gold – combine knowledge and professionalism and you have a success story in the making.

And as much as technology is key in the world we live in today, real estate is still a very people-oriented industry and an agent who has charisma and brings their personality to the job is sure to do well.

Knowledge, as they say, is power – and in real estate, it is essential. An understanding of market trends, the area, the property and the economy will enable a solid relationship to be built with a client.

Experience within a company is hugely important too on the path to success. Experience is not something that can be taught; it comes from years of trial and error.

Those in the real estate industry will tell you it’s never plain sailing. Every deal is different and each one of these challenges teaches a lesson. There is always room for improvement.

Even seasoned agents who have a few knock-backs and difficult deals may need a simple reset to get back on track. This often means stripping things back and starting from the beginning – setting simple daily targets to reach simple goals.

In short, tenacity – being able to stick to the mission – is a priceless human trait in our business.