What to Expect When You Become a Real Estate Agent
So you've taken the pre-licensing courses and you passed the licensing exam. You've chosen a Brokerage to affiliate with and you are officially a Real Estate Agent. What's next? That exciting life of luxury you dreamed about begins now. Tuesday lunches consisting of catered sandwiches and perfectly chilled shrimp cocktail. Being the center of attention at social functions when everyone notices you are a Real Estate Agent. Put a couple of them in your car and show them a beautiful home and you're done. And hey....that doctor over there in the corner is ready to retire out of state and needs to sell his house. Of course he'll hire you. Look at how charming you are. Can you hear the Brinks truck backing up to unload the stacks of cash?
I honestly think that many that get licensed have these views of being a Real Estate Agent. The actual work is not evident in the daydream. Here's the reality. Real Estate is among the toughest professions out there. For starters, you are self-employed. No one is going to spoon feed you leads. And if they do, you won't make much on them because the person doing the spoon feeding is going to want a large share of the commission for finding the lead.
Your number one priority is to find buyers and sellers. That's your job. Finding people who need your services. You can sit in the office and fill out a practice contract for the 100th time, knowing in your gut that as soon as you feel confident in the systems you'll be using, the business will be easy to get. Forget it. You'll get to know the forms and the systems AFTER you have a reason to use them. Get out there and find some clients. But how?
Start by letting everyone you know that you are now a Real Estate Agent. These should be people that love you and want you to succeed. It's going to take some time to get them to associate you with real estate, but that's okay. You'll figure out a system of keeping in touch and reminding them. Maybe you'll call them once a month, or mail them a newsletter. Without a system of staying in touch, you'll be sunk.
You'll also need to figure out other ways of getting business. Maybe floor time in your office. That's a great idea! Open Houses are a great way to meet buyers without representation. Networking groups. Your inclination is going to be to throw business cards at anyone you meet who expresses an interest in real estate. Don't do it! Get their information first. Find out why they are so interested in you being an agent. Are they thinking of buying or selling? Get their number. There is a 100% chance you'll call them. Throw a card and them and you should be imagining it thrown in the trash later that day, or ending up under a pile of junk on their desk.
You are now in the business of getting names, numbers and determining motivation. Selling real estate is secondary. If you focus on prospecting, selling houses will happen naturally. Just never stop prospecting.
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