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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