How many times has a broker heard these words from a new licensee? Most brokers have a training program in place for those new agents, but when the agent starts, they come into the office, look around, and say “what do I do?” They kind of wander aimlessly until someone points them in a direction.
As a broker, I can sit with an agent for 1 hour and teach them how to get business. I'm sure most brokers can. It’s really not rocket science, but it does involve talking to people. It seems like many of the new agents that go into the business think that you go into the office and people will come in and ask you to sell them a house or sell their house for them. You really do have to go out and grab the business.
There are a rare few that “get it” and are not afraid to talk to people. Is it really our fault? When you think about it, we grow up with our parents telling us not to talk to strangers.. so what do you expect? Don’t be shy and don’t be a “secret agent”. It’s a numbers game.
Here are a few tips for new agents looking to get their business going quickly.
- Hold an open house. Talk to everyone that walks in the door and see if they meet YOUR requirements to be a client of yours. Ask qualifying questions such as “Do you live in the area now?” and “How long have you been looking for a home?” Not all people walking through will be buyers. Neighbors are my favorite! They are future sellers that may just be sizing you up.
- Canvas a neighborhood with information on a new office listing or sale. Knock on the door and tell them about the property and then ask them questions. Learn some scripts and make them your own. I was a follower of Mike Ferry back in the day, and still use his scripts that can be downloaded from his website. Regardless of what you say, KNOW what you are going to say and practice, practice, practice!
The above two items should keep you busy and should get you some good customers to work with. Good Luck out there! I know you can do it!