RISMedia's Real Estate Magazine

APR 2019

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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RISMedia's REAL ESTATE April 2019 51 In our recent Voice of the Real Es- tate Agent Report, over 1,000 real estate professionals from around the U.S. shared insights on the big - gest opportunities for growth in the next year. Specifically, we looked at how these opportunities translate into earnings. Responses to the survey show that the top opportunities to earn more this year focus on three key areas: 1. BUILD A STRONG REFERRAL NETWORK Fifty-six percent of respondents said that referral growth is the most sure - fire way for agents to realize profit- able gains in their business this year. More than 92 percent of top- performing agents in the study at - tribute their professional success to their strong referral base. These top performers gain most of their busi - ness from repeat clients. Where does that leave those who don't yet have a portfolio built to rely on repeat business? Two op - portunities rise to the top: commu- nity involvement and growing your local market knowledge. Those who climbed to top-performing sta - tus grow their referral base through community efforts. They engage in volunteer opportunities and network in both professional and community venues. They cultivate referrals by working side-by-side with neighbors. The second key to growing your client referral base is growing your local market expertise. Focus on becoming the go-to resource in the community by publishing blogs, vid - eos and social media posts that truly help others. 2. EMBRACE DIGITAL MARKET- ING AND SOCIAL MEDIA Thirty-two percent of agents recom- mend increasing online marketing to grow your business. Across every segment measured, agents unani - mously warn against ignoring online marketing and social media opportu - nities. Some responses cross over into a broader concern for the profes - sion's ability to keep up with evolving technology. Most agents shared that they don't embrace digital and social media marketing because they don't have time to invest in the area, they don't know where to start, or they simply prefer to not have a digital presence. If you're not skilled in this area, you can build a mentor relationship or enroll in continuing education and professional development courses to help you gain the skills and com - fort you need in this space. 3. MANAGE YOUR TIME Twelve percent of agents indi- cate that time management is the most important aspect of earning more this year. Sometimes that's easier said than done given the competing priorities in the day and the life of an agent. Respondents who are successful in owning their time rely on several habits, including building out their team, automation and taking a "whole lifestyle ap - proach" to their time, which means they plan their real estate schedule into their lifestyle versus the other way around. You can download the full Voice of the Real Estate Agent Report at realestateexpress.com/agent- insights. The report shares tips and best practices from real estate professionals spanning all markets and specializations. RE Alexis Petersen is the director of content at Real Estate Express, the national leader in online learning for pre-licensing, continuing education and professional development. For the last six years, she has been educating real estate professionals on how to successfully launch and advance their career. She's also a seasoned marketing veteran, with nearly 15 years of experience. To learn more, visit www.RealEstateExpress.com. 3 Keys to Successfully Scaling Your Real Estate Business Commentary by Alexis Petersen I f you're looking to scale your real estate business this year, you may find some comfort in knowing that you're not alone.

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