Why don’t we think about clients’ specific needs?

Other than that narrow exception that agents make for first-time homebuyers, agents don’t think of clients as having specialized needs that require customized solutions. Instead, agents provide a cookie-cutter approach to standardized service with the same scripts, the same materials, the same programs. That needs to change. Here’s how.

Make it about them: How to win trust and more clients

When meeting with new clients, take a page from other service industries, and focus on their needs first before you launch into a pitch. That way, you can tailor it to clients’ specific needs and win their trust along the way.

How a spirit of generosity will win you new business

Follow the advice of your grandma, and never arrive at a party empty-handed. Contribute to any given situation by giving prospective clients useful information, advice and comfort. They’ll thank you with new business.

Why you should treat everyone like a client from the moment you meet

Successful real estate agents foster a relationship dynamic in which clients and potential clients start thinking of them like their other service providers, such as their accountants, their dentists and their hair stylists.

WATCH: 6 pitfalls that can get agents in legal trouble

Copyright and intellectual property, deceptive images, audio-visual recording, cannabis, smart-home tech and teams — these are all legal pitfalls real estate agents need to be aware of to avoid fines, legal trouble and even prison. Tune into the entire discussion for the 411 on possible legal issues.

WATCH: 7 things agents need to change today

Better Homes and Gardens Real Estate Rand Realty’s Joe Rand outlines seven things agents need to stop doing immediately to differentiate themselves onstage at Inman Connect New York.

WATCH: The top things brokers wish agents knew

What do brokers wish they could tell real estate agents? Seasoned real estate brokers Anthony Askowitz and Felicia Hengle join Joe Rand onstage to spill the best-kept secrets in the industry on the Inman Connect New York stage. 

WATCH: 10 things agents must know to navigate a shifting market

Platform wars, easing lending standards, search as a commodity — the landscape of real estate is changing, and at the same time, the market is shifting. How should agents navigate?

WATCH: How to overcome discounter objections and keep your commission

Carolyn and Paul Zweben, of Douglas Elliman Real Estate, want their full commissions — every time. They sat down with Joe Rand onstage at Inman Connect New York to discuss defending their paycheck and shared their top tactics for overcoming commission objections. 

10 trends agents need to know in a shifting market

As a real estate agent in a turning market, what do you need to know to put your success first? Joe Rand and Katie Kossev go through their top 10 onstage at Inman Connect New York.