Having a Real Estate licenses ..Doesn't mean you know how to drive.

Real Estate Agent with Realty Executives Platinum

Early on in my career as a Real Estate Professional I can say I was very naive. I was unaware of many things regarding  finance and Real Estate in general . I was proud to have been smart enough or good enough to pass my Real Estate exam. I had already envisioned how life would change as of that moment.

First, thing I went back to my broker at the time and said "I passed ". We waited and my licenses arrived. Now What ? This is were most Real Estate agents begin to realize that the grass is not greener on the other side. I asked my broker , "What Next" He simply handed me the phone book and said "Call them and ask everyone if they or anyone they know would want to buy or sell?....... few minutes of calling and then it happened someone said "Yes"....Then the  prospect at this time proceed to ask basic questions like where did I have homes to sell and what was the interest rate and so on......I was unprepared for many of those questions and I guess people could smell fear over the phone., I lost my first great lead. The prospect hanged up.

I had  learned a valuable lessond.By doing those calls and losing a great lead. I had a licenses however there was nothing else other than having the licenses. I then began to go over the questions the client asked and began to seek the answers. I never realized that to be able to understand the answers to those basic  questions would lead me on a never ending quest to understand the various worlds we as Real Estate Professionals most be aware of. I began to learn how to answer those questions .

I had the answers but  knowing the answers was only a  small part of this profession. I had spoken to more people and even though, I had the answers the results were the same .The prospect's simply never called back or never returned. At this point , I was confused . I realized that knowing the answers was just a small component of the whole process. Clients noticed that I was not as confident in my answers because of how slowly they answers came. Once again , I began to read about effective communication and another journey began a skill that is only mastered with practice.

Eventually, I had acquired decent communication skills and prospects were able to feel that I was knowledgeable and confident. However, I was still not ready, As I took out clients  to show them homes. I would show them  homes for most of the day. By the time I was done showing property everyone was  tired and bored. I would do this over and over again with various client's and no offers were ever written. Again confused, I then proceed to ask other agents who were successful and they laughed, because they had been were I was not so long ago. They told me to fisrt try not to show more than  4-7 homes at one point and ask questions.

Know I had all the skills, I thought. Writting my first offer made me mindful of how much more i needed to learn. When I saw the contract for the first time I was scared of all the little writing.  Because i had heard somewhere that the devil was in the fine print. I began to read all the contracts.Beaware that California has more disclosures and forms than most states. (I feel sorry for the trees).I began to read every form and understand how important each one was and how it could protect and even destroy my clients and career. The seriousness of the career path I had chosen was made apparent . I was astonished to know the complexity of acquiring a client, trying to discover their needs and wants and watching out for them as we pursue their dream of home ownership.

Ladies and gentleman, I left  the business for a few months.I needed to prepare for all the challenges that I would face in this career. I began to prepare by reading and learnig from other succesful agents. Preparing   as if I was  a soldier who was going to go to battle soon. I  made education a top priority. When i returned i would be  ready. I had prepared myself because I understood the seriousness  of my profession my efficiency,knowledge and skills would determine the financial well being of not just one person but in most cases the whole family. Since, then I 'm always humbled by the people who entrust in me their financial well being. A responsibility I take very seriously.

The Real Estate license allows me to be the driver and  I strive to become  a better driver everyday. The clients,prospects we deal with are people  who depend on our skill as drivers to take them home.

Thank you for your time.......


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Pete Elsner
Homes for Sale St. Louis - Kirkwood, MO
Very insightful post!  It makes you think about all the people who get in this business think it is easy money!  Keep it up!  Pete Elsner
Feb 16, 2007 02:28 AM #4
John Marlow
Foxhall Investments - Chevy Chase, MD
John Marlow
It's not all peaches and cream.  SO many people think getting your license is like getting permission to print money, but that is definitely not the case.
Feb 16, 2007 03:30 AM #5
Lynda Eisenmann
Preferred Home Brokers - Brea, CA
Broker-Owner,CRS,CDPE,GRI,SRES, Brea,CA, Orange Co

Hi Mario,

Thanks for the great post and you are so right.  I've long used a similar analogy. Just be cause you have a license doesn't mean you know how to "get behind the wheel". It just means you know how to pass a test right?

As for broker training, some say "There's your desk, there's your phone, good luck, you're own your own".

Sounds to me like you've made real progress, congrats!

Feb 16, 2007 03:35 AM #6
Rick Irving
My Texas Home Real Estate - Fort Worth, TX
Rick Irving Knows Real Estate

I love the headline. It was a great post. Keep them coming!

Rick Irving
United Country Real Estate
Fort Worth, Texas

Feb 16, 2007 03:40 AM #7


Great post Mario and oh soooo true.   It's like being thron into the water with all the sharks, you sink or swim!



Feb 16, 2007 03:46 AM #8
Joan Snodgrass
Midamerica Referral Network - Kimberling City, MO

Good analogy, Mario.  Getting the experience, learning, all take time.  There is the occasional 'beginners luck', but sometimes that is not healthy for the agent in the long run. 

We've had a run of unusually cold temps for this time of year, so have been able to enjoy our fireplace.  I noticed that the fires seem to be exceptionally pretty - nice crackle and flames.  My husband tells me that is because the firewood is dry and 'seasoned', versus fresher greener wood.  Perhaps it's like real estate agents?



Ozarks Joan 

Feb 16, 2007 03:47 AM #9
Randy Prothero
eXp Realty - Mililani, HI
Hawaii REALTOR, (808) 384-5645
Mario - This is a must read for people thinking about getting into our profession.  I consider myself a good, experienced agent, yet I continue to spend a lot of time and money on education every year.  It is part of my budget.
Feb 16, 2007 03:51 AM #10
Heather Saul
Weichert Realtors Hoey Group - Wildwood, NJ
Mario I really enjoyed your post.  I experienced something very similar when I started and it takes time and practice getting it right.  I also think it takes determination - you can't give up.
Feb 16, 2007 03:53 AM #11
Michelle Maddox
Mario thanks for the post.  I am currently a full time teacher and I have decided to take those wonderful organiziing skills and communicating skills and become a full time agent next year. It is hard trying to be a part time agent.  I am looking forward to learning as much as I can. Good Luck in the future.
Feb 16, 2007 04:01 AM #12
John Hruska
Homes Charlotte, LLC - Charlotte, NC


That's why I tell the new people studying in class for your license and taking state exam have very little to do with being successful in this business.  Thanks for the post

Feb 16, 2007 04:31 AM #13
Danny Smith
Not only does knowing the areas your trying to work help. But it also helps to be quick on your feet. When the situation arises one needs to think quickly and speak with enough intelligence to portray your capability's.
Feb 16, 2007 05:19 AM #14
Aziz Abdur-Raoof
RE/MAX Rewards - Columbia, MD
Howard Co. Real Estate Scoop
I enjoyed reading your post and am reminded that its a business --Lead generation business.
Feb 16, 2007 05:48 AM #15
Michael Jordan
Tarbell, REALTORS - Murrieta, CA
Mario, being a new agent myself, I can empathize with you, as I am going through this process too. Lucky I have the Rain for a resource.
Feb 16, 2007 07:06 AM #16
Kelli Fronabarger
Bend River Realty Inc. - Bend, OR
Realtor - Bend Oregon
I think this should be mandatory reading for all new agents. Great job!
Feb 16, 2007 07:26 AM #17
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services
Mario -- you are doing a great job!  I had to deal with the California contact recently (the one in NH is only 3 pages) -- and I was totally overwhelmed.  I think it would take a least 1 year in the business per page to understand that form!  Good Luck.
Feb 16, 2007 09:44 AM #18
An Idabel OK Broker ~ Judi K Barrett
Judi Barrett~Integrity Real Estate Services~Idabel, Oklahoma - Idabel, OK
BA, Integrity Real Estate Services -IDABEL OK

YES and I get driving lessons daily.

Judi Barrett

Feb 16, 2007 09:51 AM #19
Tony and Suzanne Marriott, Associate Brokers
BVO Luxury Group @ Keller Williams Arizona Realty - Scottsdale, AZ
Serving Scottsdale, Phoenix and Maricopa County AZ
Learning what you need to pass the licensing test and learning what you need to run a real estate business are two totally different things - unfortunately!
Feb 16, 2007 10:26 AM #20
Glenda Crowell
John L. Scott, Bend - Bend, OR


Your post has many great points for those starting out and is a good reminder for those more seasoned brokers ~ just having a license doesn't mean much without having the ability to build rapport, set goals, hone your closing skills ~ you would not be in real estate if you wanted to be  a tour guide.


Feb 16, 2007 11:22 AM #21

Great job!!!! I knew i married a caring man.

LOVE YOU..............

Feb 16, 2007 12:40 PM #22
Luke Constantino
Brooklyn/Manhattan Real Estate - Brooklyn, NY
Residential/Commercial Real Estate Brooklyn NY
Very nice post
Feb 16, 2007 07:45 PM #23
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