Top Real Estate Agents in Mumbai
As one’s odyssey in the business of real estate progresses, there are four truths that become critical for developing the right mindset. Some of the truths may be highly obvious and the others may appear to be false or presumptive. But they are generally true when seen through the lens of success in real estate.
Real Estate Truth No.1 – It’s Easier to Be Born Rich & Connected
Though not always necessary, it is definitely easier for someone dealing in the business of luxury sale, to be born rich or connected. There is really no doubt about that. Success in Real Estate or any other business where you sell luxury items is easier when you already have lots of connections to well-heeled high net-worth individuals. It is also helpful if you can play reasonably good golf! A lot of high end buyers lay a lot of stress on connections, club memberships and trust circles. I can many a real estate agent can look back a lot of times when she / he made a great listing presentation with PowerPoint charts and graphs and statistics and lost the the sale to the buyer’s golf buddy!
Well I for one certainly wasn’t to the manor born and nor did I have connections in high places. Success is a definite outcome when you are persistent and provide spectacular service but the process just takes a while longer. There are lots of real estate agents in the high end or luxury real estate space who are heavily into socializing and hanging around in all the right places, bars and clubs and it creates a successful lifestyle for them. This form of ‘prospecting’ has never been an option for me though! I cant for the life of me visualize myself playing golf. Besides its a cliche that all top CEO’s and head honchos play golf especially in a hot and humid country like India! My socialising skills are also pretty limited due to the fact that I don’t drink all that much and my modest and grounded background rules out any such hectic socialising for me in order to make my connections with ‘Prospective’ buyers. Instead, I focus on trying to outwork those people for whom real estate sales is an avocation and not a vocation!
Real Estate Truth No.2 – It’s all in your Head!
I have always felt that any limitations that a person feels that may be holding a person back from success in any field is all in one’s head. One has to get over the fact that old school ways of networking and socialising are passe and not everyone is wired to play golf, drink at Willingdon club and party every night! In fact, it is highly important to have the right mindset because the right mindset can be a game changer. In fact having a truthful character and mindset can be highly important for success when dealing with HNI’s. Just like a horse can sense a rider who is nervous, wealthy individuals often have highly advanced ‘BS Detectors’ and can easily smell intimidation, insecurity and insincerity. I believe that at a basic level, one must be confident and good at what one does. To be successful, the following three tactics can help:
a. develop a concrete plan to establish yourself as a market expert.
b. let the right people know about your services.
c. serve clients diligently and professionally until they buy, sell or refer someone to you.
Real Estate Truth No.3 – Being perceived as an expert
This one’s a no-brainer! Wealthy people are accustomed to dealing with experts in all aspects of their lives – be it for medical, legal or tax reasons. They have the power to obtain and thereby expect the best guidance possible. A lot of times, this is a honorable aspect for them. Additionally, rich folks are used to working with the most experienced practitioners in any field and will not settle for anything less. They want to be able to brag to their friends that their doctor is the best in their field or that they hired the same lawyer to represents Sachin Tendulkar! Or that they hired Gupta & Sen Associates to help them rent or buy a property – not just any broker :-). A wealthy individual’s circle of experts serve as status symbols and these service providers are seen as people who are worthy of themselves. Expertise in real estate is all about gaining expertise in the following five critical areas:
- Market and Values
- Listing Preparation and Positioning
Real Estate Truth No.4 – Competence and Trust
Competence and trust lead to lasting relationships. As a luxury real estate specialist my ultimate goal is to become the trusted advisor to a group of high-end individuals who call for my opinion on all matters pertaining to real estate. People who have achieved status and wealth in life appreciate qualities like consistency and discretion. They do not want to share their personal business matters with dozens of people. But what they do want is a small circle of trusted advisors whom they can turn to as and when situations arise. Once a professional achieves this kind of expertise and trust, the referrals keep coming. Confidence comes from competence and competence is a result of education, practice and working your socks off to outwork and outlast your competition!