When you go into real estate, the information they have you study to take the test sounds like a job description, but don't be fooled. It is NOTHING like what you will actually be doing. The simplistic information tells you the functions of a real estate agent the way real estate might have been done decades ago. Unless they updated the books during the past 11 years since I took the initial courses.
What I don't remember in the course material is what it takes to go out there day after day and make new connections, or keep up with those you have already in your data bank. Some agents rely on these lists to bring them new business.
Others get coaches who primarily keep the new agent motivated and a way to go forward with each day. I remember one agent who volunteered last year at the Carmel Art Festival. It was her mission to "touch" 100 people a day and tell them that she's in real estate. And she did that but forgot a prime factor:
YOU NEED TO ACTUALLY 'TOUCH' THE PEOPLE IN A REAL ESTATE WAY.
Here are 6 things I religiously do pretty much every day:
1. Every day I stop to chat with, let's say, 10 people. Sitting down helps, because you are more relaxed.
2. I try to make the talk about them, meaningful ie. finding out what's happening in their life. This could be about their husband, wife, kids, their neighbors, etc.
3. The minute something comes up that could be real estate related, I remind them I am a real estate broker. This even to my closest friends!
4. I try to find a way where I can get some helpful information for them, something where I have to get back to them, email them or whatever. It could be a zoning thing, are you allowed to prune your neighbors tree if it overhangs your property, what the person down the street is selling his home for, you get my drift.
5. Follow up.
6. I also hand out my business card left and right when I talk to people. The front of the business card has enough space for me to write a note or two--it might be a telephone number I'm giving them, or an email address of someone else--while the back has my real estate information on it.
Just think, over a one year period that is more than 3500 personal contacts!
Obviously, these are not necessarily 3500 "unique" contacts because you will go back and see some of them several times over the course of the year. Still, it's a whole lot, some of them interwoven, because you will meet up with their friends, maybe family and business associates.
And then the hard work starts, to ferret out those who want to buy and sell. But at least I have a base from which to start.
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