Getting Your Real Estate Life Together: Q&A with Fred Figueroa

Name, Location and how long have you been an Agent

Fred Figueroa, Portland, OR, 3 years

How do you stand apart from other agents? 

My first several years in the business I worked for a team that focused on listing bank foreclosures. The majority of my cliental were cash investors whose primary focus was ROI on their real estate purchase. After the first several deals, it was on me to keep their equity growing, find the right deal, and sell their listings for top dollar. What sets me apart is my ability to analyze a good purchase and a good sale.

What is the key to attaining long-term clients? 

If you can learn to listen and observe with all but your five senses, you are then fully aware of the way people truly feel, the problems and challenges they're facing, and find that the solutions to others problems become your long term focus. People gravitate towards this. Clients will recognize and remember you as somebody who truly cared. Make sure to call when they are ready to transact next.

What marketing method is most effective for you and why? 

Word of mouth and outreach. Reaching out to people you do or do not know who could be in the position to relocate but don't fully realize the benefits or don't see the whole playing field can be a win-win for you and them. Pick up the phone and don't be a secret agent.

What routine do you implement in your daily real estate life? 

A morning meditation session is the best way to start every day. Being in real estate, there are multiple tasks and challenges to overcome. Having a clear head helps me assess situations with my clients' best interest in mind.

What are your DO's & DON'TS when it comes to conversation starters? 

Do talk about the "why." Find out what is stemming the urge to transact. Keep asking questions until you know the answer and then ask more until they realize it's going to be a team effort between you and them to get their goals met. Do not talk about yourself too much. The urge to transact always stems from non monetary needs.

Which goals are you looking to achieve this year and what will it take to meet them? 

Double it. My goal every year is the same as last year. I aim to double the amount of people I can help, double the knowledge and double the experience from the previous year. It will take sustained focus and an open heart to listen to more challenges I can help solve.

What's one piece of advice you would give a new agent? 

Follow-up is key. It can sound repetitive but that's because it's the best advice. Calling leads with updates even when there is no update is a great way to let them know you're still looking out for them. Follow-up should take precedence over lead generation. Picking up the phone and talking to someone is easy but it is the constant follow-up with the people you talk to that makes the difference between a good agent and a mediocre one.

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