Whether considering real estate career as an option, or being a new agent, invest in activity that will pay dividends for the entirety of life.
This is serious stuff.
This potential agent is at the crossroads that will prove self-defining.
The choice they face is to be a finite player or infinite player in this business.
Hi, I am Annette Lawrence, a real estate agent living in Dunedin, FL. As an active participant on the real estate agent website, Active Rain, I witness brand new and rookie agents asking the same question. Generally, this is after they have selected a brokerage and office and realize, "THEY ARE ON THEIR OWN!" I believe there is a better way to start and a better plan than to be thrown into the deep end and watched to see if the new agent learns to swim.
The finite player is pre-disposed to measure themselves by the standards of others, to compare themselves to others, to make a goal to beat others. They are compelled to place inordinate value in systems, process and methods.
The infinite player competes with them-self, betters them-self, whose joy does not emanate from comparison to others but from personal advancement. They are compelled to place inordinate value in how they are incrementally more able to move forward in their greater purpose.
The authenticity of the two is revealed in:
- The finite player focuses on their how and what.
- The infinite player is focused on their WHY.
Before I would take ANY action with a newbie agent or one considering this 
career, I would press to their 5, 6 and 7. The way this appears is asking the newbie, 'What is important to you about a career in real estate?" The first three responses will be about their circumstances. The next two or three response will be about how it affects those dear to them. Then response 5, 6 and 7 reveals the individuals higher purpose.
This greater purpose may look like, financial freedom, autonomy, create a legacy to leave behind, help others, teach, liberate and the list is only limited to the infinite aspirations of the heart. It is these higher purposes, that when understood, enable many to endure life's greatest challenges, obstacles, injustices, tragedies, calamities and illness. A greater purpose gives the capacity to absorb the speed bumps in life without being shaken apart or driving off the road. A greater purpose is to be greater than the challenges.
The new agent should then construct a business based on where they see they are a part of something meaningful that is bigger than themselves. This is at the root of authenticity. Build your business on your why, not on the how (systems) and what (available resources).
The most common of business models assess what skills and resources are available and leveraging them to create success. Skill will dictate the HOW and resources will dictate the WHAT.
For example the finite (how, what) real estate agent will develop a business that offers, "I'm a great agent, look at all my designations. I have a website, IDX property search, value calculator and a cell phone. Do you want to hire me to sell your house?"
The vessel of real estate is uniquely applicable in touching lives in profoundly meaningful ways.
Why is this important? Why is "why" important?
Behavior is driven by belief.
A wise new agent should craft their business model around their 'belief' and those of like mind will resonate with the message of 'Why this agent is qualified to talk to them."
This briefly suggests the great chasm that exists in the younger agent and the winter agent. Winter agents are all about the what and how. We have been there, done that and have the scars that prove it. We also have a vast array of resources developed throughout the years. We have confidence in the trade craft we have developed.
Until the winter agent is able to forward their message of why they exist within the greater purpose, those who are new, will NOT BELIEVE. They will see inconsistency, which creates cynicism and ends with disbelief. Winter agents will interpret this as a lack of commitment while the new agents feels compromising their beliefs and convictions is too high a price to pay.
Be well aware, the consumer sees and feels the same thing.
That, in a well packaged capsule, is the problem with agent image.
Agents must work within a system that communicates and creates inconsistency, creates cynicism and ultimately, disbelief.
A new agent needs to articulate their why, then build their dream.
MLK changed the world NOT with a 'I have a plan' speech, but with the speech beginning with "I have a DREAM."
People responded not because of his dream, but because he articulated THEIR DREAM ALSO! The 'dream' resonated.
Dear new agent, people will do what they believe, so share with them what you really believe and they will respond because it is what THEY believe also. Be authentic, true to your greater purpose, to your 'why' and others will know what you stand for and from that will come trust and commitment.
Real estate is but the vessel, just the how, to reach your why and your dream.
The infinite 'why' agent business model will convey a message that could sound like this. "This is the only planet you and I will ever live on so we must be good custodians of it. Renewable energy, sustainable design and the choices I make every day, I believe, affect how others must live their life. In my heart I believe that the design and engineering of the homes in which we live can have enormous impact on the quality of life we all enjoy. Housing should be affordable, sustainable and accessible to everyone. That is why I embrace every home buyer or seller with the hope today we can make this world a better place. Let me help you find your new home."
People DON'T buy what you do. They buy WHY you do it.
This intuition is expressed when you hear comments like, "Doesn't feel right" or "Gut instinct.'
At this point, the newbie actually has something to say that is worth saying. The infinite newbie is not measuring him/herself against others but by the transformation promised in sharing their greater purpose. In this regard, there is nothing wrong with being new.
Now to the easy stuff:
Step two: Put yourself in the path of your believers. Consider the art gallery or museum.
Who goes to the art gallery or museum? People who enjoy and embrace new ideas and like to be in the environment where people try things out. How can the agents greater purpose be applied to this audience?
"This painting reminds me of Christopher Stills study in white. The study sticks with me because I visited a home for sale in Tarpon Springs where the study was inspired. Are you familiar with Stills? He and I share a belief that Florida possesses some of the most unique natural environments in America and we must be exceptional custodians or our children will know who blame. There are several communities in the area demonstrating an active awareness of environmental impact. Do you live in one?"
Identify those who share your 5, 6 and 7 and they will reward you with their blood, sweat, tears and unrelenting commitment.
Wishing you the best of Success,
Annette
PS: Identifying where ones greater purpose (avocation) and work (vocation) intersect and constructing their business platform at that intersect is the key to creating the most fulfilling of business/career choices. This topic is covered in future blogs.
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