Build the habits that lead to success

Whether you're nurturing a new lead, helping a client close a sale, or supporting a real estate team, communication is key. Getting known as "the one who never calls or emails back" will drive away leads, risk sales and create resentment among your colleagues. Sure, you're busy — but you won't be busy for long if you neglect this important responsibility.

Part of your job in selling a home is letting buyers know what makes that listing special. However, it's a mistake to magnify the good and ignore the bad. Inflating expectations by making a listing look better than it is can only result in disappointed homebuyers who take their business elsewhere.

Believe it or not, some agents actually rely on Zillow home values when setting a price for their listings. No inspection of the property, no comps, just one and done. There's a word for that, and it's "lazy." While the Zillow estimate may be a useful starting point, you have way more data to work with than they do. And that means, when you put in the time, you can set a price that will both attract buyers and maximize results for your client.

As the buyer's agent, one of the first questions you should be asking a new client is whether they've been preapproved. In a competitive market with a continuing shortage of available homes, preapproval is more critical than ever. In addition, help clients understand the difference between a prequalification that's based mainly on a credit score, and a true preapproval, where most of the application and underwriting are done upfront.

A preapproved client can move ahead with confidence. A client who is only prequalified could find stumbling blocks on the way to closing.

Even if you're not technically part of a real estate team, you still need backup. Whether it's the admin assistant who helps with your paperwork or the colleague who covers for you when you're on vacation, give them the respect and consideration they deserve. This includes covering for your counterparts in equal measure. The result will be willing, enthusiastic assistance when you — and your business — need it most.

As you work to build your business, be persistent. Building good habits takes time. When you make a mistake — and everyone does — learn from it, fix what you can and keep on moving forward.