Real Estate Sales: What You Need to Know

Chris Heller HeadshotChris Heller,February 1, 2021

Real-estate,Agent,Showing,House,Plans,On,Electronic,TabletIt’s no secret that 2020 was a rough year for most people; for real estate agents, things were no exception. Whether you’re a novice who just finished real estate school and got into the game or a seasoned professional with years of experience, there’s a good chance that your business dealings have been turned upside down by the events of the last year. 

Going into 2021, we’ve got it on good authority that things are going to take a turn for the better. At the time of writing, two vaccines for COVID-19 are already being distributed, making the possibility of an almost complete elimination of cases an imminent possibility. The economy is on its way back, and things are looking up from every point of view. 

If you’re not sure how things are going to change this year, that’s ok! With this article, our intention is to explore some of the possibilities real estate agents should consider going into the new year. We’ll be going over some of the ways you can get back on your game, techniques you can use to optimize your selling approach, and some dangerous pitfalls to watch out for. Let’s get started! 

The times they are a-changin’

This year, we’ve got a lot to look forward to. Businesses are going to reopen, evening curfews are going to be lifted, and (perhaps best of all) bars and clubs are likely to begin operating as normal. More exciting than these developments, however, are those that we’re likely to see in the real estate market. 

After spending nearly a year in and out of self-isolation and quarantine, homebuyers are going to be chomping at the bit to buy new homes. We’re in for an all-new real estate boom that’s likely to have eager home buyers buying real estate as quickly as it’s put on the market. With some judicious business management, you could profit greatly from this development. 

So what are we likely to witness in this rapidly growing real estate scene, besides eager homebuyers? Well, we’re also likely to see property owners and investors putting real estate on the market. This of course means that both buyers and sellers will be looking to find a real estate agent in order to do their business. 

How can you capitalize on this opportunity, you ask? Well, that’s what we’re here to tell you! There are a number of ways you can grow your client base this year, many of which require little or no investment of financial capital. In the following sections, we’ll get you in the know on how you can take advantage of this upwards-trending market. Read on to find out more! 

Use social media marketingstock market graphs on computers in office

If you’re a tech-savvy real estate professional, you’ve probably already made use of the social media tools available to ply your trade. If you’re among the real estate agents who aren’t as proficient with the newfangled platforms on the market, however, you may have been a bit hesitant to use these tools, instead opting for more traditional advertising mediums. 

For those who find themselves among this crowd, we’ve got some good news and some bad news. The bad news is that you’re going to have to start making use of these tools if you want to stay at the top of your game. The good news is that these tools are easier to use than they’ve ever been, and there’s no better time to begin using them than right now! 

So how does one go about the business of getting into the social media marketing game, you ask? You may be surprised to find that it’s not particularly difficult; simply research which platforms are best suited to your target demographic and how to best utilize them as marketing tools. It may take a bit of doing, but once you take advantage of these tools, you’re sure to see an uptick in sales and the influx of new clients. 

Find your niche

As you may know, one great way to grow your client base is to find a niche and build your marketing and selling approach around this niche. In every region, there’s certain to be one or two demographics that dominate the market or a certain type of real estate that’s exceptionally profitable. Now more than ever, finding a niche is a great way to up your real estate game. 

This niche can consist of just about any target demographic or type of real estate. You might focus on facilitating the business of rental properties, or you might instead focus on marketing to millennials. Whichever niche you think will be most profitable, you’re sure to see an uptick in sales and client influx once you start focusing on this niche. 

It’s important to note that, while cornering a specific niche of the real estate market can be profitable, you should never put all your eggs in one proverbial basket. Demographics change, and there’s no guarantee that any specific niche will remain profitable forever. The keyword here is diversify, diversify, diversify! 

Choose your listings judiciouslywoman in front of computer

One thing that you should definitely remain aware of is the danger of accepting listings that will prove problematic later on down the road. Some listings are near-impossible to sell, and with the real estate boom that’s sure to occur this year, one can’t be too careful. If you’re in the habit of taking any old listing that walks through the door, you’re bound to have a bad time. 

Trying to sell a listing that is objectively bad is a difficult and headache-inducing endeavor. You’ll find yourself in the awkward position of being forced to choose between brutal honesty and unscrupulously misleading your clients. Whichever you choose, you run the risk of gaining a bad reputation, a risk that has spelled doom for many an unsuspecting realtor. 

Always do your best to suss out any hidden flaws with any prospective listing, watching out for things like structural integrity concerns, noise pollution, local depreciation rates, and other similar concerns. If you’re able to see glaring flaws with a property, clients will be able to see them too. Do yourself a favor and pass up on any such listings that you come across. 


2021 is finally here and with it a bevvy of exciting new possibilities. With this new year, we hope the hand we’re dealt with is better than that of the previous year. For real estate agents, this new year has the potential to turn out far, far better than the last one did. If you’re a real estate professional, we ardently hope that 2021 will be your year! 

Chris Heller Headshot

About the Author

Chris Heller brings 27 years of experience in real estate. Chris serves on the AgentAdvice Editorial Board and is the Chief Real Estate Officer at OJO Labs. Chris brings deep expertise having held influential industry positions including CEO of mellohome and former CEO of Keller Williams Realty International.

Last Updated: 5/20/2022



Leave a comment

Your email address will not be published.

User Review
    • star
    • star
    • star
    • star
    • star
    Your Rating