3 REASONS WHY REAL ESTATE AGENTS STRUGGLE IN THEIR BUSINESS

Based on Aidan's experience in Vietnam's real estate market, he points out 3 main reasons why real estate agents continue to struggle in their careers and ultimately leave the industry.

1. NOT spending ENOUGH time on the the RIGHT activities of prospecting customers and closing deals.
You should be spending 99% of your time just doing prospecting and closing, which you can learn the required skilla and knowledge to function might be thinking. For me, on job training as a real estate agent if the form of learning, do not be afraid to make mistakes and shorten your learning curve by coping successful agent.

2. The difference between marketing brand and marketing prospecting.
Some real estate agents often over emphaze the need for PERSONAL BRAND marketing. They focus on the fact that becoming an authority in you market or niche is the way forwards. If real estate agents put their time and effort in marketing themselves as an authority. Often, they will find that they get sucked into the cycle of needing to frequently produce quality content that are unique, taking their time away once again from the RIGHT activities. They lose focus on their objective as an agent, which is to consistenly find customers and close deals. Agents who get sucked into marketing themselves as a brand, practically find that their time and effort spent does not translate into successful transactions, which produces income that is the life blood for property agents. Marketing a personal brand is considered to be above-the-line marketing, which is a luxury you can have only once you are consistenly producing income, or the agency you joined should be doing it for you because of the resources they have at their disposal.

On the other hand, "marketing prospecting" is meant to generate a pipeline of potential customers for our business. The effort of real estate agents than is to focus on the diversity of lead generation channels ( both online and offline modes), as well as the quantity of content to attract the attention of potential customers. Focus should be to maximize your exposure to the market in a consistent manner so that potential customers can easily find you; the more you multiply your content on as many channels, the more you increase your chances of having more leads, it is as simple as that. But many real estate agents are still not motivated enough to do so, and as a result continue to struggle in their business.

Therefore, the SECOND big reason is not knowing the difference between "marketing brand" and "marketing prospecting". Knowing is only the first part, make sure that you are spending your time and effort on marketing to prospect for customers, especially if you are new agent just starting out in our industry. By starting off in the right direction and footing will help you to be financially stable in the shortest time possible. For experienced agents that are already in the industry for some time now, but is still not doing your marketing right, do change your methods before it is too late.

3. Push and pull marketing.
Frequently, real estate sales experts and trainers are too often quick to compare the fact and details of traditional forms of prrospecting ( outbound marketing methods) versus modern forms (inbound marketing methods), before emphasizing why inbound marketing is the way to go for real estate agents. While technically they are not wrong to say that pull (inbound) marketing has more advantages when compared to push (outbound) given how customers these days are adverse to the invasiveness of push marketing, my own experiences tell me that success is determined by putting equal effort in establishing both push and pull marketing.

As a new agent to the industry, chances are that you will prefer to limit your financial resoureces to be spent on marketing, for fear of now knowing when your next pay will come. Therefore, push marketing is important to you because more often then not, push marketing is more about the effort and time as opposed to the monerary outlay required. Push marketing is about the real estate agent proactively sending messages to an audiences/potential customers, this familarly takes the form of actively sending emails, mobile messages, phone calls and other cold calling methods in general. You are generally in control of your marketing expenses and chances are effort/time equals to resuls; the harder you work, the faster you can expect results. This is useful for real estate agents who are hungry enough to want to close their first property deal in the shortest amount of the time possible.

On the other hand, pull marketing is about using paid advertisements to reach out to an audience. Nowadays, is has shifted predominantly to the online domain; think google and facebook advertising. As you can guess, the more money you are prepared to invest, the more customer leads you get. However, careful management and know-how is needed; not having the ability to manage this form of marketing carefully can easily lead to wasting money. More often than not, what real estate agents need to know that on a small budget, they should not expect to have good quality and quantity of leads, because pull marketing channels are very competitive with many big spenders.

Hence, the third big reason is not striking a balance between push and pull marketing; sustainability is very important and a balance needs to be strike between marketing expense and the revenue is proportionally generates in return. Failure to do so has resulted in many real estate agents failing because they have not been able to generate cash flow.

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