Things change fast in real estate. When the market's booming, everyone's a genius. Houses sell themselves, and it's easy to look good. But there's a twist, as Warren Buffett puts it: "Only when the tide goes out do you discover who's been swimming naked." And guess what? The tide is starting to look like it's on its way out. The market is overflowing with agents and growing stiff with AI and proptech innovations leading to unsustainable business models and practices.

So, what separates the sustainable winners from the underprepared when the water recedes? Building a sustainable infrastructure is where the real skill comes in.

What You Need for a Solid Infrastructure

Knowledge is the cornerstone. You can't sell something effectively if you don't understand it inside and out. Then there's your network. You can use it to get your foot in the door on the best deals. Add the right tools and systems to avoid chaos, and you now have the beginnings of a strong infrastructure.

Nearly half of real estate agents in the US, one of the most vast real estate markets globally, have made only one, or Zero sales in the past year. Why is that? It’s not only a lack of preparation for future demands and trends, but they lack the proper training, and have poor presentation. It’s almost as if they were set up to fail. You are too, if you don’t make an effort to adapt, or if you don’t belong to a leading real estate agency that cares.

Being an agent is the current trend. I receive two resumes daily, I meet with 30 candidates on zoom, 12 in person, and out of the 30, I hire only one every year. For the lucky one, we offer enhanced digital access, effective training, and powerful presentation to ensure that they keep up and are prepared when the market shifts. You have the hope, we have the plan.

Here are 6 things you can do to avoid 0 deals and death by failure:

1. Dedicate Yourself Entirely: Half measures? Save them for cocktails. Real estate is an all-in game. Block out distractions, carve out your empire-building time, and get ready to hustle harder than you thought possible.

2. Build Your Database: This isn't a hobby; it's war. Your database is your arsenal. Load it with prospects, contacts, and intel. If your contact list isn't your best friend, you're already losing.

3. Command a Strong Digital Presence: If you're not online, you're invisible. Your digital presence is your global business card. Make sure it's so compelling that it's impossible to ignore.

4. Learn the Market: Don't just skim the surface. Dive deep. Knowing your market means understanding trends and needs. Be the oracle that clients are desperate to consult.

5. Expand Your Network: Your network is your net worth, and in real estate, it's everything. From the barista who knows everyone's business to the high-powered lawyer looking for a new mansion, make sure they all know your name.

6. Stay Agile: The market waits for no one. Adapt or get left in the dust. That means embracing new tech, new methods, and new ways of thinking before anyone else even catches on.

Chaos is the enemy. Systems are your key to keeping it at bay. Build an infrastructure that works while you sleep.

The truth is, real estate isn't just a sprint to the next sale; it's a marathon. And in a marathon, it's not just about how fast you run. But who wins?The winners are prepared for the long haul. The ones who have better systems and better preparation. All agents want to make money and close deals. But you need to pay the price.

Thank you for reading. I now have two positions available in our Nicosia and Limassol offices. Submit your application at [email protected], and who knows? Perhaps we'll meet over a Zoom call, perhaps we meet in person, or perhaps we can call ourselves partners.

Until next time,

Nikolas Michalias