Real Estate Blog - SATISFIED WITH "LETTING THINGS HAPPEN"? . . . BEING SATISFIED MEANS BEING LEFT BEHIND.

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SATISFIED WITH "LETTING THINGS HAPPEN"? . . . BEING SATISFIED MEANS BEING LEFT BEHIND.

JUST BE SATISFIED??

I read a blog post this a.m. written by a thoughtful ActiveRain member that sent a mixed message to me.

Adrienne Deans relates her experiences with leaving one brokerage for another in her question to grow her business and reach a higher level of achievement. Sadly, her former broker's message to her was that she should "be satisfied" with her present position and that she should simply "let things happen naturally".

Sorry to disappoint, but, in the real estate business, things don't "happen naturally".

HAVE A PLAN AND FOLLOW IT. Things are made to happen by real estate practitioners who have a plan, follow it and change their plan to adjust to changing markets. Never, in all my years in this business have I seen a real estate licensee succeed or even survive, by simply letting things happen naturally. Agent with blinders

FOLKS ARE USUALLY LEADERS OR FOLLOWERS. I don't believe that people change that much. Unless you have actually lowered your income goals, you'll find that you'll need to work and perhaps even change direction from time to time to continue to achieve goals that we set for ourselves. Real estate practitioners who can change direction, understand and capitalize on market trends will usually find continued success.

FOLLOWERS, however, by waiting for business to come along, ignoring market trends and waiting for things to happen could soon find themselves our of resources and out of business.

As for your old broker, most employing brokers prefer agents who are "satisfied" with just enough to pay the broker a nice split, but not sufficient for the agent to want to move to a higher level and reduce the broker's split. The large real estate companies continue to dominate market share and volume but agents who remain"satisfied" waiting for thing to happen naturally will see their fellow agents' listing and selling volume continue to grow while their own does not.

THE LITTLE KNOWN REAL ESTATE BROKER "SECRET". Large brokerages thrive on two things;

(1) market share, and
(2) broker/agent commission splits

MARKET SHARE. Ever wonder why the heavy listing agents get the best offices, clerical assistance, advertising help, open house volunteers and invitations to the "top producers" breakfast meetings?? Even in a slow market where those listing are not selling, the top listing agent get the broker respect and support. It's Home for Sale the market share of listing that they bring to the broker. If there are 25 For Sale signs in a popular community and 10 of them are from one real estate company, that company will dominate the market for:

LIST TO LIVE? Well of course. Few new agents have not heard the advise of real estate school instructors say, "You can be at the beach and still sell homes." Listing agents can easily carry 10-20 listings, service them well and they will be paid no matter who brings the buyer. Buyers' agents, on the other hand, because of the nature and time constraints of acquiring buyer clients, showings, previewing, touring and managing offers/contracts are limited in the number of actual sales (income). The buyer's agent can only receive a commission for the buyer's side of the commission. The listing agent/broker has the potential to receive both "sides".

Why listing agents lead the market.

Listings - The old maxim "list to live" is still taught in real estate school, CE and employing brokers.
Signs - If one broker's For Sale signs dominate, owners will contact that company to list their home.
Showings - Every prospective buyer who visits a listing is a potential customer or client to list or buy.
Advertising - Advertisements in a magazine, web site, blog, newspaper or sign can lead to a sale.
Sales - Without sales, the agent won't survive and neither will be broker.
Commissions - For every listing generated by an agent, the broker has the potential of two "sides".

LETTING THINGS HAPPEN NATURALLY? I fear that would be a recipe for failure. Listings rarely come naturally.

No listings means no signs with your name and phone number.
No showings means no sales.
No advertising limits the potential to sell.
No sales, no commission.
No commission, no income.

BROKER/AGENT COMMISSION SPLITS means that the "satisfied" agent will continue to have a lesser commission split with their broker. Brokers recruit new agents who may only sell 2-3 homes a year and remain at a low commission split. Every wonder why brokers continue to hold the license of agents who may close only 2-3 sales a year? Those "satisfied" agents are, to the brokerage, money in the bank. Agents who "let things happen naturally" will not usually climb the broker/agent split ladder.

SUCCESS THROUGH VOLUME. How do Buyer's Agents who do not take listings survive and thrive? By becoming a broker and receiving a commission split from every commission earned by buyer's agents with the company.

Letting things happen naturally just might mean having to get a job. Real estate commission checks just don't happen naturally. They are rewards for a good job done. You can't just put in time and collect a pay check in the real estate business.

Courtesy, Lenn Harley, Broker, Homefinders.com, 800-711-7988.

Posted by Lenn Harley, Real Estate Broker, Maryland & Virginia on 11/11/2009 06:17 AM

Comments (102)

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102 Comments on SATISFIED WITH "LETTING THINGS HAPPEN"? . . . BEING SATISFIED MEANS BEING LEFT BEHIND.

NOV

Lenn,

Your post pretty much sums up the issue. I wish I had something to add, but I think you covered all the bases.

Lenn, this is absolutely right on. Especially for those that have less time in the business. But even the 25 year and 30 year agents work constantly to keep the business going.

Lenn, isn't this the truth. I'll never forget (or forgive) the office manager who told me I was doing "just fine" and didn't need to move my business to a higher level when my sons started driving and I had more time (less carpooling). I just couldn't get comfortable with maintaining the status quo when I had all that extra time available, and I changed to another company where I was challenged to think outside the box and grow my business. We must take control and not expect things to happen naturally. That's no way to reach one's full potential!

Lenn...you're so right on everything you stated....this is a tough business and if your feet are on the desk, you'll lose....in this business, you have to keep at it or you'll be eliminated.

Hi Lenn,

As usual you tell it like it is! It doesn't matter what industry you are in things are changing and if you are not anticipating the direction its heading and making corrections you will be among the throng of "satisfied" agents, just getting by and in the poorest paying part time job!

Right on ma'am, we do need to plan out our business and make the adjustments as we see fit. We need to be in control of our business and the pace of it.

Wayne. Thanks for stopping by. That's a good contribution.

Gabe. Agreed. Otherwise, they have shrinking income and who wants that?

Margaret. I agree completely. Brokers should be encouraging agents grow their business, not be satisfied with the status quo.

Barbara. It is, indeed, a tough business and it doesn't come naturally.

Dorie. Thanks. Which is why the average income for agens is still low.

Don. Yes indeed. Plan and execute. Sitting by won't bring commission checks.

Lenn, any Broker or any person telling you "you are doing just fine" or "why would you want to do more" is not looking out for the other person, and you described why just perfectly here! Even if they get bigger and the company gets less per deal, wouldn't they make more or the same over the long run?

If someone wants to be satisfied, that is great. They can be. But if someone wants more, why not encourage that?

"List to Exist" was the phrase that I heard early on. In any case, if you're not working to move forward (in any business), you're moving backward.

Everyone knows what is the right model for them. I agree some agents are just followers, they just are. Nothing you say can get them out of that mold. The days of sitting on floor and expecting to get a buyer or have someone hand you one is over.

The ones doing good in this market in Mi are out of the box, embracing new technologies, being found on Google and having the consumers call you up when they find you.

Lenn, As always, you're right on track. As a broker/owner, I'd just as soon that agent who is "satisfied" move on.

Send me the "hungry" ones who will work, learn and try new things to keep that phone ringing.

Yes, times are harder now but it's still true:..."If you list it, they will come."

If we, as agents, just sit back and let things happen, we'd all be out of business. I speak to agents from other companies every day, stressed out, due to lack of business. If we don't set goals and strive to increase our business, why are we working?

You said it all.

Hi Lenn-You give some great advice. I am relatively new in this business and I started with a Big Company and kept wondering where all of my money was going to. When I switched brokerages, I found that I was still paying for all the same things I was paying for at the "Big" brokerage and getting more of my money back in my pocket for it.

Now..because I did decide to move from a Big brokerage to one that was not quite so known, I feel that I am teaching myself through most of this business. This is why I am so thankful for Active Rain and for experienced individuals such as yourself so willing to share. Thank you.

Lenn - I commented on the same post as well. While I understand the business side of your context, I for one look at "being satisfied" with a different perspective. I know I am in business and as a business person, numbers count. But I don't look at my business that way.

For one, I know it is my God-given responsibility to fully utilize the gifts and talents He entrusted me with. That being said, I have to put my best foot forward everyday - whether it is to present to a client, a friend or even a stranger.

I think the "side" effect of how I operate overflows into my business - which comes naturally. So, that's how I look at your post, Adrianne's and that's how I make significant strives in my life - which my business life is a part of. I dont do it solely for business. I hope you understand what I mean.

Marney. Of course the broker will make more as you succeed. They will simply exchange the high commission split for market share. Sadly, that's a concept that eludes many brokers and few agents comprehend.

Brian. Agreed. Business rarely just falls in our laps.

Missy. You are 100% on target. How many consumers walk through the front doors of the real estate companies these days??? Not many. Goodness, many companies are on upper levels of buildings where there is NO walk by business.

Marian. Thanks. It is as it has always been. That "early bird" is never satisfied.

Kay. Thanks. Satisfied agents will see their business and their income shrink.

Brenda. You're smart to learn from experienced ActiveRain members. Many of us have been market watchers for years.

Loreena. I understand perfectly. You have a "holistic" approach to your real estate business which is part and parcel of your life.

I, on the other hand, have a bifurcated approach to business/life. I don't mix the two, ever. That lets me concentrate on the professional aspects of business. For my personal life, that is devoted to family and personal goals and not mixed with business.

This approach helps me stay focused.

One of the things that I have learned is that real estate takings consistency and persistence. I have seen boutique real estate offices that had the market share on a local level. I have witness large real estate offices with high profile names, have minimum market share. When you distill it down, it up to the agents and their plan of attack and what they want to establish as goals in doing real estate with the brokerage that they chose.

Most training teaches that you SHOULD list...it doesn't teach you how to GET listings....and the magic coaching offered everywhere needs to be mindful that there are different strokes for different folks...when you find the stroke that works...work it !

What I always love about your posts, Lenn, is that you ALWAYS hammer home the fact that real estate is hard work, plain and simple. Rewarding work, but work. As a relatively new agent, whose ears are always open and whose mind is a sponge to the gazillion things to be learned about this crazy business, I respect you and my broker for not trying to sugar-coat things.

Tanya in Montreal

Years ago I had a fella work for me and he always said, "If you are not moving foward then you are actually falling behind. In many ways the same as you said. Thanks

I just left a franchise after 16 years. I am not commenting to denigrate franchises, but by their nature they have a one size fits all mentality. The larger the organization the less flexibility they have. If you fit into the mold that is great. If you don't mind being looked at as a profit center, fine too. I guess I valued my freedom more, and rather than my team putting in $500 a month to national advertising, we are now directing the money directly to the benefit of our clients.

Brilliant, Lenn... and right on the money. We are in charge of our real estate destiny. If we fail to develop a plan and see it to fruition we have only ourselves to blame. I've yet o cash a check that just fell from on high. It takes work...

Straight forward and succinct, I always enjoy your posts. The largest firm in Austin (that also started here)is a cult like company that has spread across the nation like some form of McRealtors. They do have the largest market share by virtue of the thousands of agents hanging out working there. They have all kinds of RAH-RAH going on and the best of intentions but then again, you know what you get from "intentions"! Real Estate is an honorable profession that is also a JOB! I like mine as you do yours, have a great wek!

Lenn, another issue with the big brokerage firms is that they are in direct competition with their agents, for buyers and sellers with their marketing, technology departments. etc.

There is a disconnect with most any other business, where the focus is on sales people reaching their targets and constantly striving to exceed their goals which would benefit the company. In Real Estate brokerage the goal is for the agents to just do OK and in fact not to get to the higher split.

Food for thought!

Absolutely Lenn. The points you make are not only relevant in regards to the real estate industry but any business. I've only been in the business for five years but I have seen so many agents come and go because they don't understand, or don't wish to do the hard work you mention above. Great post and best of luck to you.

Hi Lenn -- While I agree with many aspects of your post, I walked away from Adrienne's post with a completely different view than you did, which is common with e-mails as the meaning and intent versus the words are often times at odds. What I viewed Adrienne's post was not that she was going to go from the Energizer Bunny to a Couch Potato waiting for the winds to blow in her direction, but that she was not going to stress out in trying to always be bigger and badder than anyone.

One can still strive to serve each client 100% and obtain referrals and have a solid business model without the desire to dominate. In fact, no matter how hard and smart the overwhelming majority of agents work, very few will be top dog and dominate their market.

Great post Lenn! The medocre are always at their best. Success is a destination and it is a planned event!

You are right. It is a tough business, but we just have to adapt each time the business changes.

Excellent Post - The fact that her former broker told her to be satisfied and let things happen naturally tells us that she made the right decision to move. As a Newbie (I hate that term) I value the information.

Lenn, good post. That broker was encouraging stagnation to the agents. In the end, that's not a formula for much growth if everyone has been programmed to remain "just satisfied". Forget that garbage. Be proactive or die. Change or die.

Very well written post. Our industry is one in which we cannot sit back and expect things to happen. We have to make them happen if we want to make a living.

Well said Lenn! I couldn't agree more. Great post :)

So true. I believe one has to push themselves to go forward, you can't stay stuck in the mud, so to speak.

I guess everyone has different standards to go by. Some are content to be satisfied. Then there are those that are looking to have more and push themselves to achieve it. Different strokes for different folks!

Patricia/Seacoast NH

Lenn, I've been in business for many years now and am at my 3rd brokerage. None of them have ever really motivated me. Thankfully the broker I have encourages me to stretch, but it's still something I do for myself. No one helps me with my goals.

I get so much more inspiration her at AR to grow myself and my business. Still so much to learn, but I see myself making progress.

Not this broker - sorry folks but get out there and get some more sales. We had this conversation just yesterday - part time agents are just that - part time agents who do a couple of sales or more a year. Sorry that is not the culture I promote in my firm. It that is all they aspire to then I'm sure there is an office that is fine with that. Perhpas one of the big ones as you suggested.

Sooo true. Unless a buyers agent (in this market) is viewing every closed buyer with an eye toward a future listing (either from that buyer, that buyers relatives, or that buyers own sphere), and responds accordingly with follow up and diligence, they will almost NEVER achieve a long term opportunity in real estate that offers a degree of certainty. Hard lesson to learn, but explained perfectly by you. A Realtor that has generated listings and a following will have the freedom to go anywhere; not so, one without that bread and butter.

As the market changes, more opportunities for smaller brokers are appearing, but losing sight of the fundamental that just doesn't go away (listings) is not a good idea for anyone. "Letting things happen" isn't going to sprout a sign in front of a property. Wrong seed of thought.

Great post Lenn, and a message anyone can take away, even us stagers. If we raise our expectations, not lower them when things get tough, we will hit a higher target.

Thanks for the great article. Anyone who thinks that they should just let things happen will not be around for long. Taking action is job one. And you are right some are leaders and some are followers. It amazes me to see some just follow instead of lead. If I were hiring an agent I would want a leader. We must become leaders to succeed in this business.

Lenn: Thank you. My business is similar. The top performers aren't sitting around waiting for things to happen. They are proactive and have a game plan. I always admire people in our industry who are working their plan. Their results usually indicate that! Thanks again.

Maintaining the status quo is not good for anyone who wants to get ahead and succeed. And even if you are successful, maintaining the status quo will bring you down eventually.

As a newer agent several years ago, in one of our office meetings, our office manager said, "If you list you last." I took that to heart and decided I was going to last. Well the rest is history as I have become a top agent in San Francisco in a few short years.

I am a buyers agent and have plenty of business due to my marketing. My broker has shook things up in our market and is being very creative with a flat fee listing program which has tripled our listings and I am selling them. We made changes to how real estate is done and our clients love it! You have to change with the times-it is not like it used to be.

Lenn,

You made some really great points with respect to listings...some I knew..but some were points I hadn't thought of so thank you. Fortunately, I am at a great brokerage....with lots of support...and room to grow...I do think that if agents can stay put it does provide a sense of stability in an unstable market place.....but I live in a small town...and that is my take on it...

Lenn, good article. It's hard to imagine a Broker telling you to let things happen naturally.

Lenn,

That broker's advice to "let things happen naturally" sounds like a death knell for that particular agency. NOBODY in the real estate business can live by that motto and get by.

Great post.

Hi Lenn.

Sage advice. I had a broker fight with me over one of my domain names. She wanted it for her office and for me to use it for everyone else in the office. Sound familiar??? LOL They know it is a business and run it like one. Some will even try to run *you* over in the process. That same broker also told tell me that I will not find any clients focusing so much on the Internet.

Things happen naturally? No. Studying for the sales exam was not natural. Passing it was not natural. Studying for the brokers test is not natural... nor is being a business person. If I let things happen naturally then I would not get any clients. Things don't just "Happen." Though I believe in the Law of Attraction it still takes some *work* to think LOL

Listings don't just come to me naturally either. I have to work on acquiring each and every one of them. With buyers it takes work. Even with momentum it takes velocity. I don't know about other people but it does not come naturally to me. (Kinetic energy.)

For example from sales to being a broker takes work. Stating the obvious. I have been studying for it and now I have to take the exam. The brokers license does not just come natural nor does it "come to you naturally." Unless of course some people like their static energy and like being in the same place.

An exception may be one's religious beliefs where they leave it up to God. In that way I can understand why they may think it comes naturally. God makes it happen... naturally.

~ Lana

I agree with your point that you must work hard to do well, but I also read that other blog and am not sure that's what she was saying.

She didn't completely agree with her broker, but she is re-evaluating her model. Her plan is to keep doing well, without being sidetracked with the competition for competition's sake aspect. I don't think that means that she is lazy or losing the spirit, but that she is making this career into something more sustainable and meaningful.

Gee, in my experience being satisfied with where you are is not an effective way to get where you want to be! Good post and great advice!!!

That broker was once in the very same position because to my knowledge, none of us begin our real estate careers as a broker. Meaning we all start with another broker as a sales agent and progress from there. This broker had to have worked for someone else before he decided to spread his wings and move on to build his career. Memories can be short and blind us can't they? I am sure he was disappointed to lose a good agent, but he should have been happy to see a flower he nurtured blossom!

Lenn,

Lots of great information here. Like many, I started doing everything I could. I remember when I got my first two listings from one seller and then double ended them to one buyer - Shazaaam - I was hooked on listings.

Now I am blessed with the REO listings and use the opportunity to keep a team of buyer agents busy - I like the referral fee I geneart and am glad I don't have to do the day to day work in the field with the buyers.

Thanks for the post - I'm going to go ahead and reblog.

John

Lenn,

While 90% of the time, I'm on the buyer's side, I do agree with this post.

Rarely, do things just happen, you have to make them happen.

This is very true on the buyers' side as well.

Brian

Lenn,

I read her post and I think her point was there is life outside of real estate. I like being in business and I love to work, but I also realize there is a balance to that as well. I have a responsibility to my family not only to provide financially but to participate in every aspect.

Unless you can leverage your time through systems and staff, real estate can quickly consume all your time. I'm no where close to where I want to be and I'm currently carrying 20 listings but I've also realized that to continue to take on business and service my clients properly I need to focus very hard on efficiency and effectiveness.

Lenn,

A lot of brokerages are in the agent business, not the real estate business. As a Broker/Owner and operating a boutique brokerage, I do not attract or keep on 2-5 deal representatives.

I support fully those who have the work ethic, the drive and competence to achieve! That was the only way I succeeded so either right or wrong, those are my standards!

Len,

This is a perfect recipe for people like yourself. It works every time, and the comments are also from people who have experienced the same things.

However, there is another side to this equation, and there are people who make things happen without all the "hard" work. They are blessed with a flow and an ease about theml They are naturals and they are "like ducks in water". Most of us belittle them for having it easy and ride them to work harder! What they really need is to be nurtured and to learn how to manage that ability to flow and flow business. We have met many of these in our years as owner brokers, in real estate, in music, in sports, in business, etc...

Not all of us are fashioned the same way, our DNA is an example, so hurray for those "Naturally Gifted", we need them. All the best to you. Alexandra

Thanks for the "kick in the butt". ;) I work hard, but this just reminds me WHY!!

Excellent post Lenn! Hard work does pay off. Truly in this business you will get out of it what you put into it.

Brokers work the number of listing agents exponentially. The more you have out there the greater the possibility one of your office listings will sell.

Lenn, Nice post. I believe you may have saved a lot of new agents with this post who need to hear the facts. That's some hard core straight talk for everyone in this business.

Joe. A broker would have to show me a direct benefit for $500 a month.

Jesse and Kathy. Indeed. Those checks are hard earned and deserved for the hard work and experience it takes to get them.

Russell. Large brokerage are often just high numbers of agents. Agents must develop their own value to themselves.

David. I've observed that for decades. The new agent is valuable to the broker.

Jerry. It appears that you have a handle on reality.

Chris. You may be quite right. It is the title "over it" that got my attention. We can change our business model to suit new circumstances, but if we are ever "over it", we can find ourselves out of business.

Jim. It certainly doesn't happen by stading by.

Joyce and Terry. Absolutely. I've adapted so many times now, I can identify with almost any business model.

Michael. Thanks. I believe that she made the right decision too.

Michael. Proactive is the essential element of any successful agent.

#31. Indeed. It's called running a business.

Jackie. Thanks.

Patricia. Agreed. We do have to push ourselves to get the job done.

Connie. Good for you. You can never rely on a broker for motivation. At the same time, no broker should encourage an agent to stagnate.

Anna. Agree 100%. Real estate sales has to be their #1 job or only job.

Laurie. I believe that many small brokerages was made possible by the Internet. It surely did for me.

Michelle. If a stager is in business for themselves, or dependant on generating business, they better be proactive. In many way, I suspect that it is even harder for stagers to grow a business.

Frank. Indeed. We must lead ourselves to acquire business and lead our clients to the settlement table.

Paul. Of course the strong self motivated loan officers will succeed over those who just wait for thing to happen.

Margaret. I don't know of a business that can succeed by accepting the status quo.

Frank. Good for you. Now you can bring those homes to market and hard working buyers agents can sell them.

Pam. Absolutely. Flat fee listings and buyers agents to sell them is a good model for today.

Lorraine. Indeed. Consistancy is hard work and takes discipline. The successful agents have it.

Sally and David. And you must continue to work it.

Tanya. Sugar coating in this business is a disservice to the agent and their clients.

Richard. That fellow was correct.

Years ago I had a fella work for me and he always said, "If you are not moving foward then you are actually falling behind. In many ways the same as you said. Thanks

Lenn,

This is very sound knowledge that should be printed and posted in every office. Will it, no, because it makes to much sense. Thanks.

Lenn, Amen Sister! Our business is an ever evolving one. We need to change to survive. The strong move forward and the weak minded (or closed minded) will fall behind.

For all of the reasons you stated above, I am opening my own office. I'm leaving the big red balloon next week to set off on my own. I've only been in my market for 2 years. (Really, 1 and 1/2 full time). I have more business than I ever dreamed I would have. Yes, I am one lucky gal that married a genius when it comes to web sites. That certainly made a difference. However, I had to convert the leads and work them, HARD. I knew starting over would be difficult, and it was. Lots of long hard hours and dedication. When I told my Broker I would be leaving, her comment was "Don't you think you'll loose business since you won't be with <insert big red balloon name here> any longer? I've had one closing related to my company. ONE. The others came from my hard work. Many of the top producing agents that have been with that company for years are struggling and they can't figure out why. They refuse to "think outside the box", period. Times have changed, and we must change with them. I hand out referrals left and right to agents in my office and others, that I don't have time to work. That's what thinking outside the box can do for you.

Now that I will be running my own Boutique firm, I will think differently than many most agencies in my area. I don't want to be the biggest...I want to be the best. I want each of the clients that come through my company door to feel it was the best experience they have ever had, period. I can do it and I know the agents that I have chosen can do it as well.

I have always preferred buyers, honestly. That will all have to change now. As you mentioned above about listings, I will now HAVE to focus on that, if I want my company to survive. I want my signs all over my market place.

Wow, I've written a small book here. Oops! LOL. As always, another great post from you :)

As in everything in life.. we succeed by working hard at it....including our relationships with others. It just doesn't happen naturally when it comes to individual success.

Good addition to Adrienne's blog. I've had to change a few horses mid-stream too. Real estate, and how we practice is a constant change and flux. There is a thing as balance, and we all need to find ours.

Lenn......... several of the principles you state in your post are found in Gary Kellers book,"The Millionaire Real Estate Agent"...

I hope many agents read what you have here and take it to heart.....

LISTINGS are where it's at!!!!

WTG on the star, Lenn!!

=-)

I don't think the point of her post was to be a slacker. I think the point of her post was that all her hard work had paid off. What didn't pay off was the emotional trade off that goes along with that. Being driven constantly is exhausting and leads to burnout.

Her previous broker was trying to help her understand the concept of balance, which she seemed to be missing. That "be satisfied comment" seems to have stemmed from trying to get her to appreciate everything her hard work has given her already.

The agent you reference seemed to have worked hard for success. She lacked an appreciation for it, based on her post.

Well covered. The feeling of comfortability could describe my whole marketplace. There are few that care to do more, move up, produce more. It's like a whole community of realtors that are just comfortable where they are. It being a small town it's hard to move into the roll of being the top guy but I'm striving to get there. Great post.

Lenn, great post! I am more of a buyer's agent, but I know exactly what you mean about listings. I just love buyers! I love the guru that says "If your sales suck, it's because you suck." Now - that is blunt!

Lenn,

I do not know how to "let things happen naturally".

I do not know to be satisified.

I am always pushing, always looking for a better way, never content with being second.

Does not mean that sometimes we are less than first, but not content there.

Gotta, look for better ways...

Lenn, I just heard a managing broker say this recently and I about flipped. Sometimes a large firm isn't the best for all. I remember that I had a following of buyers in the $300 - $375K price range. I produced. The managing broker told me that I had to sell in the $500 to $600K range and I told him that I had a niche in the $300 - $375K range. Needless to say, we know what he did. He did me a favor.

A very interesting post. I started with a small local independent office and focused on the internet and got sales. I was persuaded-partly becasue I was still green - to move to a big company and I would be amazed how my sales would increase, and no it did not matter which office, the brand name alone would assure my success. Well a little into my first year with them I realized - not so. No help, no advice, no nothing except a monthly bill. I moved on up to my own company and now MY hard work is paying off.

Hi, Lenn. This is one of the best posts I've read on Active Rain! Someone once quoted something that stuck with me and has been a really good motivator in all aspects of my life. You've probably heard it before...."If you always do what you always did, you'll always get what you always got."

I've often wondered by brokers carry agents who are clearly "dead wood," instead of weeding them out and focusing on highly-motivated agents. Good explanation!

Lenn - looks like you hit the nail right on the head, I am actively pursuing listings again in this turning around market.

Balance is key in all things in life. You have successfully found a balance for you that allows you to shine, grow and prosper in all areas professionally and personally. But it didnt happen because you said 'just be satisfied' and to 'let things happen naturally'. It happened because you worked a plan and planned your work. Adrienne is just having that AHA moment that you had many moons ago. :0)

Lenn - Great job! It looks like you are not "satisfied". As a real estate agent, business person or a home inspector like me, being "satisfied" conjures images of complacency. No matter what business you are in and no matter if you are the business owner or an employee, all of us should continuously strive to learn and improve how we do what we do. While successful, I am never satisfied. It is not likely that I will ever settle for complacency in my business.

Thanks for the post and insight.

God Bless,

David Selman
Ellis County Texas
Selman Home Inspection

"Accurate Investment Protection You Can Trust"

Lenn, your posts are always well worth reading on Active Rain! Thanks for all your contributions!

Lenn - fantastic insight. After 4 years primarily working with buyers, I've switched brokers and am learning to get the listing side of business. What a world of difference. Thanks for sharing your knowledge from a broker's viewpoint.

Lenn ---- what a great post --- this is exactly what I have been preaching to my agent-owners for a long time. I still like the quote about success -- "If one advances confidently in the direction of their dream, and endeavors to lead a life which they have imagined, they will met with a success unexpected in common hours." Henry David Thoreau
One has to go about doing what they know they are supposed to do.

Geez.. I was hoping everybody would read that original post and kick back and be satisfied while I cleaned up...

I agree with you. You need goals, and to be motivated to grow. Otherwise you just stagnate. I once had a manager I had no respect for. He asked me one fall for next year's goals. I gave them to him, then called back and told him I wanted to revise the numbers. He said, "They don't matter anyway. Don't stress yourself. The boss wants these and I just have to give him something."

How pathetic. And what a poor manager!

Good advice Lenn. There is nothing natural about success. You have to put in the work.

James. Sad but true. Too many brokers and agents believe that busines grows out of their phone. HA! Only if the phone is ringing.

Elizabeth. I believe that a small boutique office, if the overhead is reasonable, can survive and thrive as a Buyers' Broker. I did that for 8 years before changing my business model again in 2007. Granted, there will not be the listings that don't sell, the agents who compete for and don't get listings, but you could have some very satisfied buyers and the brokers will make money on volume of their buyers' agents. Worked for me.

Sally. Nothing in the real estate industry happens naturally except "the market" and that should determine what we do and how.

Carla. Interesting. It's easier for an individual agent to change their business model than the huge brokers. Sort of like turning an aircraft carrier around. It happens very slowly.

Alexander. I've never read Keller's book but sound principles are sound principles.

Malina. I don't believe that is was suggest that she be a slacker either. She was not, however, encouraged to expand and grow her business.

David. Interestingly, many large brokers train today just as they did 20 years ago. I completed a broker's management class last year and the 3 hours coverning business development did not mention the Internet.

Judi. Good for you. We have a brain and need to exercize it regularly.

Barb. I'm never surprised at what I hear. What on earth did that broker intend to convey?

Corinne. Good for you. Reaching the goal of your own company is the best goal.

Leslie. Ah! The dead wood. I figured that one out 20 years ago. They answer the phone for free and bring in two sales a year for which the broker, in my area, brings in about $6,000 on average. Multiply that by 40 and you've covered your overhead.

Mike. Good for you. I'm not ready for that. I love buyers.

Martha. I suspect that you are right.

David. Neither will I. Neither will I.

Cheryl. Thanks YOU for coming by.

Liz. I believe that many agents don't seek new avenues of business because they are either afraid of rejection, don't understand the value of what they are offering or just don't understand how our business works and the responsibility of business generation for each one of us as individuals.

Paul. HA! There aren't many on ActiveRain regularly that will every be "satisfied".

Erica. That is hardly the way to encourage agents to work towards a goal. Goals are important. I always have several.

Wayne. I agree.

I wish I could hand out cards with some of your comments to agents...they don't realize how they are being used by their companies. I decided this year that I would get my broker's license in the next five years. I'm tired of generating income for someone else.

I understand and appreciate the focus of the other post, and it is important to realize that if all this happened naturally, we wouldn't need any skills or experience or HARD WORK. That being said, it is easy to get on the treadmill and never get off.

Lenn,

Well many of those agents & brokers that just stand by to "just let things happen" are the ones that are standing by waiting for the business to come to them. They are also the ones that are asking me how I get so much business. It is hard for them to understand the concept of actually working.

Lenn - super advice. We cannot be complacent if we want to be successful. We have to set goals, work hard, adjust to the market, embrace technology and keep learning. I have found ActiveRain to be one of my best sources for the latter.

Lenn - If an agent could be satisfied so easily than there would never be any reason to leave a firm. I think she needed to leave so she could be satisfied knowing that she was leaving behind a lackadaisical broker.

How well put all this is. I really enjoy reading your posts. I like how you are so full of information and good advice. Thanks for allowing us to share a part of you.

Good things may come to those who wait, but only junk that has been picked over by the motivated...

Hi Lenn, You have captured it and stated it perfectly. I ask my self daily how to do better, do more, etc...some of us are never satisfied! or is it just impatience. Thanks for the post!

Verlyn

One of my favorite quotes read on a calendar my first year in real estate (and Lane must have been reading my mind :)

"Good things come to those who wait...the things left over by those who hustle."

Abraham Lincoln

Lenn, I think you post needs to got to many agents in this market who are sitting around "waiting for the market to come back" - when I hear that I wonder if they are even paying attention - this is the market adjust to it. I will never "come back" it may morph into something new and you'll be lost if you don't change with it.

Lenn, your post are always so timely. I am so happy to be a part of this AR community. It is amazing how much wisdom is being imparted in this forum. I look forward to your next blog.

List to exist...that about sums it up. I love working with buyers but I can be so much more productive when other agents are doing the time consuming work of showing multiple homes.

Lenn..... I don't think this could be said any better. Things don't just happen. We have to get out there and make things happen.

NOV

At the risk of being the lone wolf... I dont know how a broker can make money on agents who close 2 or 3 deals a year... unless they are paying desk fees... and I would gladly give a higher split to an agent who closes 100 deals over one that closes 20... I am a Broker who works pretty darn hard to keep everything going...including my agents who are not always motivated on their own...

I dont think all brokers or all sales persons are created the same... I used to be a top producer and I know what kind of hours that takes... being the broker I get the pleasure of doubling that working time.. and I have no one to support me... if they dont produce I still have to pay all the overhead... I had a lot more fun and free time and carefere living as a salesperson...

Real Estate is hard work, long hours and dedication.... and the brokers I know follow that pattern and work ethic... being a broker is not easy or fun or all that rewarding... it is hard work, longer hours and dedication....

Dawn. Thanks. Fact is, many licensees are not interested in or equipped to be a broker or managing broker. It's complicated. Broker/Owners usually have a higher income than most agents. However, many don't want the responsibility or risk.

Larry. HA! Reminds me of when I went on the Internet. My then broker couldn't figure out where I was getting so much buyer business.

Barbara. ActiveRain is a tremendous assist in focusing on different aspects of our business.

Carol. It could also be that she needed to leave to make sure she was on the right track with hard work.

#89. Thanks for dropping by. Discussing these matters helps us all.

Lane. Funny. I agree completely.

Verlyn. I suspect that it's a reflection of some well placed ambition.

Frank & Sharon. I don't understand that quote.

Kathryn. Agreed. Our market will never be the same, but then it never has been as it was. It's constantly changing and we must change to sell in different markets.

C Lloyd. AR folks are indeed wise. There's a wealth of experience here.

Robert. I suspect that there's a bit more to it than that. I was simply driven to buyers agency by the feeling in my gut when writing an offer for my own listings. That was many years ago but I never looked back.

Roland. That is the essence of my practice and it works for most successful practitioners.

Debra L. I appreciate your experience. That said, I have worked around and observed broker/owners who kept agents on their roster who closed one or two contracts a year.

Once the office is opened, overhead fixed, the $5,000-$6,000 contributed by these agents each year pays the overhead. Often they contribute more than the "uber agent" who lists many homes but keeps most or all of their commission because they control "market share".

Once companies start to charge "head fees", the brokers become more careful about the agents who take up space. However, those agents are often the receptionists and save the broker clerical overhead. It's complicated and it's different for many companies. Desk fees are one way to eliminate the "dead wood". However, when a broker is rewarded by the company for recruit, recruit, recruit, the quality of the new hires is often a disappointment.

All the above said, the tides have turned and overhead is trimmed, offices closed or consolidated and agents who don't produce are not as welcomed.

NOV

Good post! I find nothing happens naturally in real estate. It's based on hard work.

NOV

Now because I did decide to move from a Big brokerage to one that was not quite so known, I feel that I am teaching myself through most of this business. This is why I am so thankful for Active Rain and for experienced individuals such as yourself so willing to share. Thank you.

Attorney, Attorneys, Lawyers, Immigration, Malpractice, Criminal, Divorce

Marian. You are so right. It is the self starters who succeed in real estate.

#100. I like your comment, but I can't tell whether you are a real estate licensee or other entity.

Well said Lenn! Don't be satisfied with "Letting Things Happen", Go get it!!!!!!!!

NOV

Thank you Lenn for your post! We need to take charge and utilize our God given talents to the best of our ability.

NOV

HI Lenn, Well thought out and presented. Great advice to grow your business by. I too have survived three major recessions by thinking outside the box. Learning and practising good business models as well as staying in the loop with new technology is a given to grow your business.

Hi Lenn, you are SO RIGHT GIRLFRIEND!

Intentional work...pays off.

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