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I See the New Agent.."and I think to myself...What a Wonderful World"!

By
Real Estate Broker/Owner with Mike McCann - Broker, Mach1 Realty Farm & Commercial Land Broker-Auctioneer Serving Nebraska

Pat Kennedy wants us to share our tips for new agents.  contest 

Not sure I qualify as a salty old successful veteran since Soaring to New Heights! Mike McCann Nebraska Land BrokerI am a young early '60's and only in the business for 23 years. But what the heck...you have heard me say a lot of this before as I advocate and defend new and inexperienced agents and I still believe it holds value for New Agents as well as those who are struggling.

We all want to soar to new heights...so here are my Top 20 Tips!

Bonus Tip: If you are a new agent, I am going to let you in on a secret...if anyone here on AR or anywhere else says they have a perfect life and career...they might be BSing ya!!

I have not been down the path that any of you have been on...but I have been on a pretty rocky one just the same in my younger years...So...

What can a new agent do who has little experience but a huge desire to succeed? 

In no particular order:

Tip 1: Order a thousand business cards with a current picture of you and give them out in the first (or next) 6 months or less.  If you are not handing out cards daily to everyone and constantly putting them on bulletin boards, etc...you are wasting opportunities.

Tip 2: Do not get upset when a friend or family member does not use you (trust me...that may be for the best).

Tip 3: Quit reading "guru" books by inactive agents and start reading every blog that you can here on AR. Read the ones that have value to your young (or struggling) career.

A good place to start is with those who have commented on Pat Kennedy's blog...  Also, many of those who have welcomed you here to AR are extremely successful and willing to share their methods. 

Tip 4: Every single new agent should spend a minimum of 10 hours a week reading blogs and learning on AR...not leaving long comments....reading and learning. If you must leave a comment...make it short...if it becomes a long one...turn it into a blog. Remember that every thing you say and write on AR or other blogs will be floating in cyberspace for a longtime to come.  

Bonus Tip: Create a file of blogs you want to return to for reference.  (Actually every single agent and broker should do this regardless of success).

Tip 5: Don't be afraid to Talk...to people...to agents...to lenders...to other professionals..and ask questions...then walk the talk...

Tip 6: Learn your communities...learn what has sold, by whom and with what agent and brokerage and to who and why...where did the buyers come from. Who sold and why. 

Tip 7: What agents are recently out of the market and on to a different stage in their life?  Their clients are left treading water many times or do not want to use the referred agent. Maybe you can help them, ehh?

Tip 8: Go to church, school, and other activities and let people know what your career is. No kids...volunteer at the schools...especially grade schools where there are growing families with needs for larger homes.

Tip 9: Learn what others are doing to be successful...did I mention to ask questions...Observe. Listen.  Bonus Tip: Know the answers or where to get the correct answers. Don't make up the answers. 

Tip 10: Always speak the truth...always do what is is morally and ethically right.  (as well as legally right...and they don't always match up... so make sure you have your bases covered)

Tip 11: Let everyone know in your Sphere of Influence and beyond what you are doing and how they can help you.  Use Social Media to your advantage...not for party pictures!

Thought for today:  Only one person invented the wheel...everyone else copied and fine tuned it!!

Tip 12: Buy a comfortable pair of shoes and wear them out handing out recently "Area Solds and Listings" fliers or other fliers made for only a few cents each. Form callouses on your "knocking knuckles".  I know...you do not want to do this...neither did I...wish I would have though because I do it now.

Tip 13: Do not take worthless or unsaleable listings. Do not work for free...or list a property for more than what it should be. Only a fool will buy a million dollar listing for two million...and very few fools are left out there...so do not take a listing for way more than it should be listed at.

Tip 14: Don't waste your money on worthless advertising. Don't buy worthless internet leads. Most advertising is worthless in my opinion. You can spend from $1,000 to $10,000/month on advertising... DON'T DO IT.  Every salesman in the world has the next best thing to make you successful but the only thing that will make you successful is you.

Tip 15: Give maximum effort:  My favorite saying right now is this:

EFFORT EQUALS OPPORTUNITY FOR SUCCESS…LACK OF EFFORT EQUALS OPPORTUNITY FOR FAILURE!! Your Choice...Pick only one!

Tip 16: Make sure your managing broker will help you be successful...if they have no time for you...or are an active listing broker (which makes them your competitor and probably the one who gets the good phone leads)... do yourself a favor and go somewhere else. (yes...there are some good active listing Brokers out there but can you find the right one for you?)

Tip 17: Answer your phone whenever it rings...otherwise you are wasting their time and effort.

Tip 18: Wear the type of clothes that successful...not rich...successful people wear in your market area. You do not have to wear expensive clothes...but clean and correct for the occassion will help!!

Bonus Tip: Regardless of what year or type of vehicle you drive...it should be clean inside and out.

Tip 19: Develop a Referral Network NOW with agents in other communities that your area people move to or from. Don't wait years to start this...that referral lead may be just around the corner.

And finally,

Tip 20: Always remember...every single agent and broker started somewhere and were once as inexperienced as any new agent is today! It gets better and easier so DO NOT GIVE UP!

GOOD LUCK !!  Feel free to contact me if you have questions or thoughts...or a lead for my area!!

Posted by

 

Mike McCann Nebraska Land Broker This has been Mike McCann...Nebraska Land Broker...Coming to you from the Farm Land of Nebraska and America!! Visit me at www.mikemccann.com to learn more about the agricultural and farm land for sale market. 

Many farms For Sale in Nebraska are not listed publicly...please call, text, or e-mail with your questions, wants, and needs!

Mike is your Ag, Farm, and Auction expert throughout Nebraska!

308-627-3700 and 800-241-3940 call or text me at these numbers or

mike@mikemccann.com for easy e-mail access! Mike McCann Nebraska Land Broker

 

Comments (53)

Mike McCann Nebraska Land Broker
Mike McCann - Broker, Mach1 Realty Farm & Commercial Land Broker-Auctioneer Serving Nebraska - Kearney, NE
Farm & Commercial Property For Sale 308-627-3700

Hi Sandra Graves   Yes number 7 is a great one and it really is true.  When I moved from Colorado Springs I had a great agent take over my book of business.  The first year I made a ton of money off of referrals...but a couple of families wanted to use someone other than who I referred...and that is okay and is how it works...and agents and brokers move on...retire...pass away...get lazy...

Hi Janis Borgueta Yes..I agree...maybe some of my tips will not work in a particular area but others will...and I am sure that I have not put all the best tips on the list...so take a few and add you best ones to it and share!!!

 

Oct 29, 2015 12:50 AM
Mike McCann Nebraska Land Broker
Mike McCann - Broker, Mach1 Realty Farm & Commercial Land Broker-Auctioneer Serving Nebraska - Kearney, NE
Farm & Commercial Property For Sale 308-627-3700

Hi Roger D. Mucci   The gold star...I had forgotten about the stars...I would like to have them back!!

     AR Gold Star...those were the days!!  

Oct 29, 2015 01:01 AM
Mike McCann Nebraska Land Broker
Mike McCann - Broker, Mach1 Realty Farm & Commercial Land Broker-Auctioneer Serving Nebraska - Kearney, NE
Farm & Commercial Property For Sale 308-627-3700

Hi Sham Reddy   Thanks for stopping by...can't help but notice your photo...have a great day!!

Hi Kat Palmiotti   Yes, I think we all can learn from each other..and believe me...I have learned more from other agents than anywhere except from the school for hard knocks...

Hi Chris Lima   Yes...I also learned #2 and #16 the hard way...I even took a refresher course with #16. I know there are some great active Brokers out there...but there are at least 2 crappy ones in Nebraska that I am aware of.

Have a great day!!

Oct 29, 2015 01:10 AM
Vera Gonzalez
RE/MAX Suburban, Inc. - Sterling Heights, MI
Gonzo For Real Estate

This is a great list Mike McCann - Nebraska Land Broker ~ #2 is generally hard for most people even years later. 

Oct 29, 2015 02:13 AM
Sybil Campbell
Fernandina Beach, FL
Referral Agent Amelia Island Florida

Hi Mike, that is great advice for a new agent, thanks for sharing.

Oct 29, 2015 03:09 AM
Tracy Lee Parker
RE/MAX DFW Associates - Royse City, TX
Buy*Sell*Rent

Hi Mike, 

Very good list! I see alot of agents trying to do the social media thing first, but if you aren't handing out cards and talking to people everyday, not sure social media will do it. I am watching and listening to the new agents in our office. I will let you know!!

Oct 29, 2015 04:05 AM
Dick Greenberg
New Paradigm Partners LLC - Fort Collins, CO
Northern Colorado Residential Real Estate

Hi Mike - Great post and wonderful advice for new agents. I particularly like the way you have highlighted the power of AR as a learning tool.

Oct 29, 2015 04:38 AM
Mike McCann Nebraska Land Broker
Mike McCann - Broker, Mach1 Realty Farm & Commercial Land Broker-Auctioneer Serving Nebraska - Kearney, NE
Farm & Commercial Property For Sale 308-627-3700

Hi Vera Gonzalez   I used to be upset if family and close friends did not use me and then I had a couple of doozy deals with each and I said enough...never will be upset about again.

Hi Sybil Campbell   Thank you for your kind words...and for stopping by!!

Hi Tracy Lee Parker Thank you for taking an interest in the newer agents.  I know some of them are supremely confident but a few low blows and that can easily be shaken...I know because it happened to me years ago!!

Hi Dick Greenberg   I have encouraged newer agents in my area to join AR and use it but I suspect they do not because the ego agents...I mean the experienced agents in their offices are not using it...to which I say "Fools"...

Oct 29, 2015 05:53 AM
Mike Cooper, Broker VA,WV
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Mike, that is sage advice. Who says you're not an old salt? You only collect that kind of wisdom with time.  

Oct 29, 2015 06:34 AM
David Alan Baker | Laveen & South Phoenix Realtor
Keller Williams Realty Phoenix - Laveen, AZ
Your local Expert

I like the bit on worthless advertizing.  That is the kryptonite, and some folks make it sound like the BOMB.  Get this, and *$&% will happen.  Well, as newbie, take some of his advice, and the work will pay off.

Oct 29, 2015 07:51 AM
Sandy Padula & Norm Padula, JD, GRI
HomeSmart Realty West & Florida Realty Investments - , CA
Presence, Persistence & Perseverance

Mike McCann - Nebraska Land Broker Clearly, this is one of the best entries I have read to-date. I vote for you!

Oct 29, 2015 08:39 AM
Mike McCann Nebraska Land Broker
Mike McCann - Broker, Mach1 Realty Farm & Commercial Land Broker-Auctioneer Serving Nebraska - Kearney, NE
Farm & Commercial Property For Sale 308-627-3700

Hi Mike Cooper I look like am 50 (+) ... and feel like I am 40... I look through eyes that see everything like I am 30 and have the wisdom of ... well I have the wisdom some days of a wise old man and some days of a wet behind the ears newbie...truth is I am somewhere in between!!

Hi David Baker Realtor - Laveen Homes for sale  One of my favorites was when a Salesman called with  his spiel "we just had a spot open up and want you to have first shot at it..." to which I answered..."what happened to the last guy...why did he quit advertising?" to which I  heard..."click".

Hi Sandy Padula and Norm Padula, JD, GRI  Thank you for commenting here and on the re-blog...and for the vote for best entry!!

Oct 29, 2015 11:32 AM
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

What a great list of tips for the newbie.  I wish I had this information when I began 17 years ago.  

Oct 29, 2015 01:24 PM
Debb Janes
Nature As Neighbors - Camas, WA
Put My Love of Nature At Work for You

A perfect blueprint for a new agent. I love your attitude about new agents too. I feel the same and always hope they find a lucrative career quickly. With this great primer - they should get off to an excellent start.  Best of luck in the contest and congrats on the feature. 

Oct 29, 2015 11:40 PM
Mike McCann Nebraska Land Broker
Mike McCann - Broker, Mach1 Realty Farm & Commercial Land Broker-Auctioneer Serving Nebraska - Kearney, NE
Farm & Commercial Property For Sale 308-627-3700

Hi Joan Whitebook   Me Too!!  It would have helped me to understand some of the processes...especially the time I was sitting at the kitchen table and crying when a close friend selected someone else. Or the time(s) when I was not sure I could go on another month...

Hi Debb Janes   New agents are the life blood of our industry despite what some will believe. I hope my thoughts will help at least two people...at least one new or struggling agent...and also myself...because I saw a few things that I have gravitated away from that I am going to do more of in the future!!

Oct 30, 2015 03:10 AM
Mike McCann Nebraska Land Broker
Mike McCann - Broker, Mach1 Realty Farm & Commercial Land Broker-Auctioneer Serving Nebraska - Kearney, NE
Farm & Commercial Property For Sale 308-627-3700

I wanted to Thank everyone who has commented on or read this blog.

Many of the 20 or so tips will work for all of us...and I am sure that there are dozens of tips I can add to the list.

I want to clarify that there are many really great managing Brokers who are actively Selling. And yes, I do believe they are competition for business. However, If you have a great Broker...then utilize him or her as much as you can without going overboard. Learn from them and others in the office.

Just remember that your biggest competition is not the broker or other agents in your office...It is for the control of your own mind.

Here is a Bonus Tip for All of Us:

Always Make Them Tell You No. Whoever or whatever it is.

There are really two types of No's...  there is No as in 'it is never going to happen No'  and then there is Know as in 'you don't Know unless you ask the question' what their answer will be and you are assuming it is NO. 

If you don't ask the question...then you are going to be right and the answer is No.

But if you ask the question and they now have an option and now Know and understand what you do or what you are asking...many will say Yes.

And the others? Make them tell you No...never  assume that No will be their answer!  You just may be surprised!

Oct 30, 2015 03:33 AM
Patricia Kennedy
RLAH@Properties - Washington, DC
Home in the Capital

Mike, thanks so much for taking part in the October Challenge.  Your words of wisdom will be appreciated.

Oct 30, 2015 05:38 AM
Mike McCann Nebraska Land Broker
Mike McCann - Broker, Mach1 Realty Farm & Commercial Land Broker-Auctioneer Serving Nebraska - Kearney, NE
Farm & Commercial Property For Sale 308-627-3700

Hi Patricia Kennedy   Thank you for hosting the contest and for our kind words...and for reading a blog by a guy who does way fewer blogs than you do!!

Have a nice weekend!!

Oct 30, 2015 05:42 AM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Mike McCann - Nebraska Land Broker although it is numbered #19 and #20, those are two important aspects. Specially, #19.

Think of it as a way to build business.

Oct 30, 2015 02:43 PM
Nancy Laswick
United Real Estate - Phoenix, AZ
Your REALTOR® For The Valley Of The Sun

Outstanding post Mike McCann - Nebraska Land Broker and one that should be required reading for every new agent. Congrats on your well-deserved Feature.

Oct 31, 2015 03:02 PM