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I have been studying intensely why some Real Estate Agents fail and others succeed.  I am here to help you succeed in your career.

This is the path for your success as a Realtor.

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  1. Six months savings in the bank to cover you at a minimum.  Twelve months would be ideal.
  2. Choose the right office to work for—most important criteria is make sure they have a good training and mentoring program for new Agents.  This is absolutely critical and one of the most important requirements for your success in your first two years.
  3. Be Honest.  This is so simple yet so hard for some people.  Be Honest with your customers.  Be Honest with your colleagues.  Be Honest with your manager.  Be Honest with your friends.  Be Honest with your family.  But most importantly, be Honest with yourself.
  4. Care about your customers.  Help your customer get what they want and need and in return you will get what you want and need.  Again, very simple but so hard for some people.  When you truly care about your customers they will know it.  They will value it.   They will share their story of how you helped them.  Be different and make a difference in the lives of your customers in a positive way.
  5. Start working right away.  Don’t be afraid.  Conquer your fear.  Call reluctance has killed many careers.  Don’t keep making excuses for not calling or getting in touch with your sphere, working floor or hosting Open Houses.  Just start doing it.  Make the calls.  Do the sales activities to get you in front of potential customers.  Don’t procrastinate.  Every minute that goes by in the beginning of your career when you’re not doing anything makes it so much harder for you to succeed.
  6. Preview–Preview–Preview:  Learn your inventory.  Local market expertise is a learned skill.
  7. Role play with your Managing Broker, Trainer or Colleagues to practice.  The only way you’re going to build confidence is by practicing.  You can learn from your mistakes with your colleagues so you’re ready once you’re face to face with new Clients.
  8. Identify your Competitive Advantage as a Realtor.  What sets you apart from the competition.
  9. Start hosting Open Houses right away.
  10. Commit to your career as a Realtor.  You are a professional.
  11. Put in the work!  This is a job based on showing up everyday at the office when you’re new.  Go to work at your office–don’t work from home!  Only a small percentage of new Agents do well working from home in their first year.  Dress professionally at the office, look the part.
  12. Start building your internet presence immediately with your blog/website.  Content marketing is a powerful tool to connect with new customers.
  13. Handwrite personal cards to friends and family letting them know about your new job as a Realtor.  Include at least five business cards in each note you send.
  14. Always remember to listen more than you talk when you meet new clients.  The art of listening will help you immensely.  Don’t be the stereotypical Real Estate Agent who is always talking, always pushing and so annoying.  Just shut up and listen.  You will be amazed how this will help you develop strong and lasting relationships with your customers.
  15. Start building your database right away–Direct Mail List of your sphere and farm.  Email list (Mail Chimp free when you have less than 2,000 contacts).  Database of your key contacts and champions with phone numbers so you can call.
  16. For your personal life make sure you prepare your spouse, boyfriend, girlfriend, close family that succeeding in real estate is going to take time.  It’s going to take you one to two years to build up your business–set the expectation up front before you start.  One of the biggest stresses for a new Agent could be dealing with those closest to you and if they are not supportive or patient this could end your career before it starts.
  17. In your first year start farming a neighborhood or geographic area.
  18. In your first year start building your content marketing engine on your website/blog.
  19. Have fun!  Enjoy your life.  Enjoy your job.  Your enthusiasm will shine through.  Don’t be somebody else.  Be yourself, enjoy helping your clients.  Create a positive and memorable experience so when think of you they have good thoughts.
  20. Don’t Give Up!!  Never give up!  Day always follows night.  The sun always comes up.  Business always turns as long as you stick with it.

Light Bulb Moment!!  As I go through this list I see all of these action items are within your control.  You can do it!  It’s not the market!  It’s not your manager!  It’s not your colleague down the hall!  It’s not your competition!  It’s not the weather!  It’s you!  Your success is all based on you and what you do with the opportunity you are given.  Don’t waste it by playing the blame game!  Look within yourself and be the best Realtor you can be.  You will thank me afterwards.   OK, let’s do it together!

 

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OK, let’s talk about the art of listening when it comes to sales or just the skill of listening in general .  I say it’s a skill because it can be learned and improved upon in time.  I feel a lot of Real Estate Agents who don’t do well can be tied to poor listening skills.  One of my strengths in sales my entire career is my ability to listen well and connect on a genuine basis with my prospective customers.  I want to help you listen better because you will see a huge improvement in your customer relations and your sales numbers will go up.

The Negatives of Not Listening

  • Dating—have you ever had a bad date?  Had a friend who went on a bad date?  What do they say?  That guy just talked about himself all night long, his job, his car, his trips—he was so boring.
  • Have you ever been to a party and you end up talking to someone who just talks and talks and never let you say a word?  Pretty frustrating.
  • Bought anything recently?  Car?  Jewelry?  Service?  Some salespeople just talk on and on and it’s annoying.
  • Have you seen the old Woody Allen movie, Take the Money and Run—great scene when Virgil (Woody Allen’s character) is in jail.  He’s in jail quite a bit in the movie.  Rather than being put in solitary confinement for punishment they put Virgil in a room with an insurance salesman.
  • It’s human nature, we want to talk and express ourselves.  Especially when buying or selling a home.  Biggest financial transaction for most people.  My wife and I just bought a car recently.  The salesperson helping us was a professional.  He let my wife talk about what she wanted in a new car.  What was important to her.

 

Benefits of listening—

  • In general people want to be around people who are good listeners.  The art of conversation.  It’s a two way street.  Think about the last time you had lunch or coffee with someone who you enjoyed talking with.  It was a give and take.  You talked about subjects which were interesting to both of you and you were able to share your ideas and express yourself.  We all want to express ourselves.  This is one of the biggest benefits of listening, letting the other people share and be energized during the conversation.
  • In sales, good listening skills gets your customer talking about their situation—you learn what is important to them.
  • Build the relationship—people love to talk and express themselves rather than being “sold.”
  • By letting your customer talk they will tell you everything you need to know rather than you guessing or telling them.  Think of yourself like you’re a lawyer—you’re building the case for why they need to buy or sell their home.
  • It doesn’t matter what you think or feel, it’s up to them.  You can advise them but never make decisions for your clients.  Never do this!!!

 

How to Listen Better—Some Tips

  • Make good eye contact.  Focus on who is talking.  Don’t play on your phone.  Don’t fidget.
  • Don’t interrupt when they’re talking to ask questions or make a point.
  • If you’re at a table then take notes.  Ask permission first.
  • Don’t sell when you see an opening, remain quiet and let them keep talking.
  • Read Body Language
  • If you don’t understand a point they’re making then ask them to clarify.
  • Ask good questions.  Open ended questions to keep the conversation going.
  • Concentrate.  Keep your mind on the conversation.  Don’t daydream.
  • Let Silence be your friend.  If there’s silence don’t feel compelled to fill it.
  • When you do talk, keep it to a minimum.  Don’t blab on and on.  Short and simple.   Don’t put people to sleep while you’re talking.  
  • OK, here’s a big point.  When you’re talking don’t try to show how smart you are.  Some people get too caught up in being right about issues and showing how smart they are.  This is not important when you’re helping your customers.  Help them with the information they need.  Don’t lecture them.
  • Be calm.