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Pillars For Your Real Estate Business
Quick Take:
Plan Ahead– Set clear goals and outline the strategies to achieve them
Be Mindful of Expenses- Stay organized with a budget that aligns with your financial means
Market Wisely- Marketing is an investment—develop a strategy that reflects your brand and brings returns
Develop Sales Strategies– Align your sales tactics with your personality and goals to attract and retain clients
Consistency is Key– Success in real estate comes from steady effort, smart planning, and disciplined execution
Pillars for Your Real Estate Business
My journey into real estate began by chance. In the early 2000s, I was in the right place at the right time, starting with simple tasks—answering phones and running errands in a busy office. What I didn’t realize then was that these small moments were the foundation of a career I would come to deeply love. It wasn’t until years later that I crafted my business plan, set up my budget, and truly understood the importance of these pillars. I also learned it’s never too late to start or optimize anything in your business.
Business Plan
Planning is at the heart of your business. At the start of each year, create a business plan outlining your goals and the strategies needed to achieve them. Identify your market, determine the tools required, and commit to execution. Diversify your approach—whether you focus on residential, commercial, new construction, or land development, each sector requires a tailored strategy. And don’t forget to pay yourself. Try using an online calculator to break down your commissions into hourly pay—it’s an eye-opening exercise.
Business Expenses
Real estate comes with a range of expenses, from business cards and MLS fees to lockboxes, property photos, and marketing materials. Then there are administrative costs—gas, meals, office supplies, license renewals, digital services, and, of course, the extra coffee and wine on those long days. Plan accordingly. Every agent’s expenses are different, so categorize your costs and create a spending plan that aligns with your budget. You’ll likely need to spend money to make money, but you can do so mindfully. A separate business bank account or credit card helps track expenses and keeps finances organized.
Marketing Plan
Marketing is an essential investment in your business. Done right, it can generate significant returns. Assess your budget, goals, and personality to determine where to allocate your marketing dollars. With countless tools available—from DIY templates to professional design services—you can create high-quality print and digital materials. Establish your online presence and incorporate your brand’s colors and fonts to maintain consistency. Start with the essentials, then build from there.
Sales Strategies
Identify your target audience—whether it’s first-time homebuyers, seasoned investors, sellers, or a mix of all. Tailor your sales approach to your communication style and authentic relationship-building methods. A strong sales strategy should align with your personality and business objectives, ensuring you attract and retain the right clients. Periodically evaluate your tactics and adapt to market shifts and evolving client needs. Prospect daily, follow up consistently, and stick to a plan.
Budget
Your budget serves as your financial roadmap, outlining projected income and expenses. Staying realistic and consistent ensures long-term financial stability and business growth. If cash flow is tight, explore cost-saving strategies. For example, ask colleagues if they have extra For Sale signs they no longer need—some sign companies offer decals with your information so you can repurpose them. If purchasing used lockboxes, check their battery life through the manufacturer’s website.
Stay focused and consistent—the money will follow.
By Claudia Castillo, a real estate agent and consultant with a passion for the industry and writing.
Learn more at castillocm.com
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