They Come, They Go, But More Go than Stay
Over the years I managed, trained and been a broker/owner who had the responsibility to interview and hire new agents into the business. I always used a list of questions that helped me decide the motivation and potential of the licensees. It's not all about the background, experiences and intelligence but about the willingness to invest both financially and personally into a new career. I made good hires and some not so good hires.
Successful agents present a glamorous picture of the world of real estate. We drive nice cars, live in nice houses, get to travel and seem to have clients always waiting for our services. The outsiders looking in see poised and confident real estate agents that lead a fun career and life. The new agent wants the same for themselves.
They don't see the long and late hours, days of working with no days off, the early morning distress calls and the weeks, months and years of experience and learning that has taken place to get to that level of success. It looks easy and we are at fault for making it seem like no effort is needed.
When the new hire starts, there is lots of new energy and enthusiasm. There is a commitment to learn and time is invested in studying forms, learning scripts, figuring out where to find buyers and sellers and maybe even shadowing a seasoned agent. There is lots to do and then frustration sets in. The self questioning begins like when will I get my first sale and why should a seller pick me over other more experienced agents? The appeal of the job has begun to fade and looks a lot less appealing. Reality has set in that it isn't nearly as easy as it looked and doubts and uncertainty come to mind.
Maybe this wasn't the right choice for a career. It is so much harder than ever imagined and the results aren't happening fast. Money is running tight and so is the energy and commitment that was there in the beginning.
These are the REAL reasons why real estate agents don't make it in the business.
- Looking through rose-colored glasses
- Unrealistic time table for results
- Cash flow not sufficient to relieve day to day bill pressures
- Not enough direction and management
- Failing to establish systems to build a business
- Inexperience, not knowing the right questions to ask
- No sales skills or no real desire to learn
- Not understanding how an independent contractor must work
- Lack of creativity and interest in being resourceful
- No written goals or plan
- Not a self starter
- Unwillingness to venture out or be rejected
- Easily distracted by other responsibilities
- Lack of dedication and time commitment
- No love for the business
New agents need to look into the future and know that it isn't going to be easy. Most successful agents take years to develop routines and master the skill of closing deals. You have to like people and want to serve. It takes commitment, determination and a clear goal. If you don't that, you will be one of those agents that comes and goes.