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How to be a ROCKSTAR REALTOR®?



There's this misconception that selling real estate is easy - that being a ROCKSTAR REALTOR® means you get your license, print some business cards and puff... You are making a lot of money instantly. All you have to do is list properties, sit back, wait and earn money. Easy, right... Except when real life gets in the way. New real estate agents seem to come in two different camps. Either they're overconfident, sure they'll make six figures their first year, or they're a nervous wreck, sure no leads will come. None of them are true - because the real secret is simple. 


If you want to be a ROCKSTAR REALTOR®, be prepared to work, because, getting your real estate license isn't that difficult. This simply means that almost anyone can do it. But getting a license doesn't automatically make you a successful real estate agent — nor does it make you money. So, how do you achieve that coveted ROCKSTAR REALTOR® status???


After moving to Portugal more than 22 years ago, and have been in the real estate business since then, where the first 15 as an agent and now as a broker, allow me to share with you what I feel takes to be called a ROCKSTAR REALTOR®...



Answer the Phone (or Risk Losing Real Estate Leads)

I’m a Broker and a REALTOR®. I’m also an investor and have been buying and selling homes since I was 19 years old. I've made my share of calls to real estate agents... and almost every time, my call goes directly to voicemail.


Yes, there are times when you can't answer the phone. I understand and have no problem leaving a message if you are really busy. But almost without fail, I get a call back right away — and about 99 percent of the time, the agent didn't hear my voicemail.


ROCKSTAR REALTORS® answer the phone. Having a quick response record means that past clients will refer you to their friends, who may become new clients – and these referrals are the lifeblood of a successful agent.



Reply to Emails

Since not answering the phone is so common, I started using email. I wake up very early and I don't want to wake anyone up. Every morning, I sit down and send my emails while having my breakfast and drinking my coffee... I hit send and then... zilch... No response - almost never. Almost always, my email is ignored. What if I was a potential buyer???... These agents just lost an advantage, especially since many of today's buyers and sellers want to do business with digital natives.


My ignored email requests a phone call, voicemail, and (surprise, surprise) immediate callback, where the email recipient claims they never received anything. Sigh...

Set up an email address specific to your business - and check your inbox every day, even multiple times a day. Respond to everything every day.




Create a Killer Business Plan

To be a ROCKSTAR REALTOR®, you need a strong business and marketing plan. Don’t be afraid to think outside the box and proactively promote yourself through networking, social media and targeted marketing, and I will add… While every property is different, there are many similarities. There is no need to reinvent the wheel with each new listing. Craft a killer marketing plan. It should include social media and more traditional methods such as direct mailing or open houses. Not everyone is online, and you want to get in touch with as many people as possible - especially if your competition is online-only.



Have a Strong Online Presence

This comes hand in hand with your killer marketing plan... Master social media and leverage your videos and images across all social media platforms. The more exposure and good content you produce, the more market perception of your business will increase.


“Commit to technology and online marketing strategies!!!”


While other agents are wasting time on newspaper and magazine ads or even flyers, I am all over Instagram | Facebook and LinkedIn news feeds between 7am and 8am, during lunch between 1pm and 2pm, in the evening between 6pm and 7pm and late at night between 10pm and 11pm, including Saturdays and Sundays when people are more likely to search for homes for sale. I use social media to capture leads with branded content, and which is then constantly retargeted through marketing strategies, so people are always seeing my brand.


Today I am capturing on average almost three new leads per day on our website and groups, with 10% growth in traffic almost every month!!!


If you want to become a ROCKSTAR REALTOR®, you need CONSISTENT incredible work and master a lead generation strategy that works for you!!!... For me, that was online marketing.


Pay attention to Google too. Create a Google page. Write SEO-relevant BLOG posts and update your Google search list to stay top of mind with local searchers... Whenever anyone asks Google for recommendations have Google direct them to your page!!!



Listen to Your Clients Needs

My most important advice would be to listen to your clients needs and work to help them achieve those goals. Many agents are more concerned with their own financial gain or success. They take no time to listen to their clients without the understanding that helping them achieve their goals with compassion, honesty and ethics - and coming from a position of educating them - will result in the success you are looking for.





Build Relationships and Not Transactions 

Focusing on client relationships makes me a ROCKSTAR REALTOR®. Even with my busy schedule, I always take the time to talk to my clients. Two ways I do this is by first placing my phone in airplane mode and secondly never rush my clients when I'm with them. I also take every opportunity to learn.


“Early on in my career I was taught that real estate has little to do with homes and all to do with people and learned to create wealth and success by building relationships and not transactions!!!”


It doesn't matter if it's a €15,000 plot of land or a €500,000 house - I never reduce the time my clients need with me. I speak to my clients regularly and believe in the philosophy of once a client, always a client!!!


I have a loyal fan base because I don't have clients - I have friends. Ten years after I've helped someone buy the home of their dreams, they still regard me as their 'go-to resource' for pretty much every little thing, and I wouldn't have it any other way!!!



Know Your Local Market

You need to have knowledge about the areas in which you operate. You need to know everything about the areas you focus on, and when talking about pricing, deals and investment opportunities, be articulate and confident in your answers. Don't focus on dozens of neighborhoods. Conquer one, two, then move on to the next. It takes years, not weeks or months to build an empire. Have patience and endurance.


Visit properties. Knowledge is power. Know your specific market. Who are the other agents, prime developers and first class buildings???... What new restaurants are opening in your area???... Public transport and school systems???... Churches / Synagogues or Mosques???


Knowing your market is not just knowing the real estate market. You must understand the entire real estate industry, including everything that affects the real estate market as well.



Establish an Incredible Work Ethic

If you want to become a ROCKSTAR REALTOR®, you have to work harder than any other agent. If you’re not dreaming about the businesses and clients you work for, whether it’s a nightmare or a dream, you’re not working hard enough!!!


A ROCKSTAR is defined as a high-level, extremely successful artist or athlete. Perfect... How does an athlete become a professional????... Years of practice and discipline!!!... That's why so few agents are successful… This is why becoming a professional athlete is so hard!!!




You Are a Businessperson and This is Your Business

You are a real business, which means you have to promote yourself and your brand, your name, your experience and success and accolades every day, and when you stop doing that, the business will stop. You have to spend money to make money, like any other business.


This is actually the most important - and least followed… Many new real estate agents don't understand that being a ROCKSTAR REALTOR® is not like having your own business - IT'S OWNING YOUR OWN BUSINESS!!!... A real estate business!!!... You are a business owner… Congratulations!!!... Yes, you hang your license in your broker's office... Maybe you even have quotas you need to meet to stay at that brokerage. They can even provide you with leads. But it's your business, and you are 100% responsible for its success!!!


Work at it part-time and you will get results part-time... Work at it full-time and treat it like the business it is to get the best and most profitable results.


“Global is The New Local!!!”



Unlock Global Opportunities with the CIPS Designation

To truly shine as a ROCKSTAR REALTOR®, securing the Certified International Property Specialist (CIPS) designation is paramount. This prestigious qualification opens doors to global real estate, providing you with the expertise to navigate international transactions seamlessly. From understanding cultural nuances to grasping legal intricacies, CIPS equips you to excel in diverse markets, making you an invaluable asset to clients seeking properties worldwide.


Host Trade Mission Events for Global Growth

Elevate your real estate business by actively engaging in global opportunities. Host trade mission events, inviting realtors from other countries to explore the real estate landscape in your home country—like I do here in Portugal. These events foster collaboration, offering visiting realtors insights into local markets, connecting them with prime builders, and unveiling exciting developments. By representing their buyer or investor clients, you not only contribute to their success but also position yourself for generous compensation.



Expand Locally through International Ventures

Being a ROCKSTAR REALTOR® involves not only bringing global real estate to your doorstep but also venturing beyond. Explore other countries, immerse yourself in their real estate dynamics, and build relationships with those builders and agents. Market these international properties to your local audience, offering them exclusive access to promising investments. This two-way street of global and local endeavors enhances your versatility and market reach.


Conquer Global Conferences for Networking and Knowledge

Participate actively in global real estate conferences to amplify your ROCKSTAR status. Events like NAR, MIPIM, TRREB REALTOR® QUEST in Canada, and others are goldmines for networking with global REALTORS®. Forge invaluable relationships and glean insights from seasoned professionals sharing their success stories. Staying abreast of global trends positions you as a leader in the industry, enriching your knowledge and expanding your sphere of influence.



Fortify Your Global Network through Association Engagement

As a ROCKSTAR REALTOR®, active involvement in your local association’s global council is key. Being a member of global real estate associations seamlessly connects you with other global referral partners. This involvement not only enhances your local and international standing but also lays the groundwork for the final tip—building a robust referral network of trusted partners worldwide.


I am a proud member of NAR (National Association of REALTORS®); FIABCI-USA (International Real Estate Federation); AREAA (Asian Real Estate Association of America) and REAL Estate Pros without BORDERS. As a member of these associations, with like minded global real estate professionals we share and learn issues affecting the global real estate industry. 



Build a Referral Empire for Sustained Growth

A ROCKSTAR REALTOR®, knows referrals are the lifeblood of success, so forging relationships is paramount. 


Real estate is built on connections. Actively build relationships with agents met at conferences, laying the foundation for future collaborations when your clients seek properties beyond your local market.


Create a community of trusted referral partners, inviting fellow ROCKSTAR REALTORS® to join. Throughout my career of almost 23 years I have built a community of over 15,000 real estate professionals both locally and globally, and work to grow it every day. Feel free to reach out if you would like to join our “Global Real Estate” community and be connected with my trusted referral partners around the globe. We post our listings; share real estate news in each other’s markets; promote upcoming events and webinars, and with like minded global real estate professionals we are able to learn about and share issues affecting the global real estate industry. 


Collaboration is the key to success. By fostering an abundance mindset, I ensure growth and trust within the community. When referrals arise, my business will be top on their mind when they consider sending me that referral, and not another agent!!!


The best clients are often fellow ROCKSTAR REALTORS®. As you continue to build your referral business with trusted partners, sustainable growth becomes a natural outcome. One relationship at a time, just like laying the bricks for a solid foundation, you're building your business with integrity and expanding your ROCKSTAR REALTOR® network.


 “A ROCKSTAR REALTOR® knows their business is the referral business!!!”



Invest in Ongoing 

Education 

Education is the bedrock of excellence. Prioritize obtaining designations, adding value to each transaction. Stay ahead with the latest industry knowledge to navigate complexities and offer unparalleled expertise to your clients.


Credentials Speak Volumes

Holding designations such as CRS® (Council of Residential Specialist), CIPS® (Certified International Property Specialist), and ABR® (Accredited Buyer Representative) sets me apart. Continuously grow and learn through education, providing a level of service that exceeds expectations.


Stay Informed Locally and Globally

Knowledge is power. Stay informed about local market trends and global real estate developments. Understanding the dynamics of both arenas positions you as a well-rounded expert, providing clients with comprehensive insights for informed decisions.


With a commitment to education, professional growth, and staying informed, you'll not only be a ROCKSTAR REALTOR® but also a trusted advisor in the ever-evolving landscape of real estate.



By weaving these pillars into your real estate journey, you'll not only be a ROCKSTAR REALTOR® but also a global real estate maestro, unlocking opportunities and achieving unparalleled success in the ever-evolving real estate landscape.



I’ll be more than happy to share my experience with you, after almost 23 years living in Portugal.

I’ll also walk you through Portugal using Google Maps, show you the best Cities or communities and neighborhoods that match your ideal lifestyle and budget, and go over the moving and buying process as well as the best Visa process to establish residency and ultimately Citizenship.



If you have not made up your mind that Portugal is the home for you, and want to learn all about Portugal’s rich culture, tantalizing gastronomy, exquisite wine culture, real estate opportunities, and the latest updates in the ever-evolving real estate landscape, then visit the Infinite Solutions BLOG, register and be the first to receive by e-mail any new posts. Join us on this exciting journey to discover your future home sweet home!!!


As a seasoned realtor with 23 years of firsthand experience living in Portugal, I am here to guide you through every step. From virtual tours using Google Maps to identifying the ideal cities, communities, and neighborhoods that match your lifestyle and budget, I’ll make your transition smooth and informed.







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