The best business practices challenge by Anna "Banana" Kructhen forces one to draw on many memories of how I got into real estate sales. Not your typical story.
I spent three and one-half years in college majoring in pre-medicine. By the second semester of ny senior year I was advised that I needed many hours of elective credit in order to qualify to graduate. I signed up for a bunch of business courses, as they were available, and loved it. A revelation hit me that I did not want to spend another 8 to 10 years in school and training.
After graduation, I went to work in a Savings & Loan (remember those) as a loan officer closing loans. They wanted me to go to law school and were willing to pay half of the tuition if I were accepted. So I worked full-time and went to school at night. The Savings & Loan was not my cup of tea and I left before graduation. During that time a local real estate broker said I should get my license and sell real estate part-time. (what extra time there was I was not sure, but I took the test and got my license).
It was the early days and she did not belong to a Board or MLS. She sold her own listings and did not share well. I was on floor one day and a walk-in stopped by. I took them for a tour and the wife spotted a "for sale" sign. It was a FSBO. I parked, knocked on the door and the seller said I could show the house. The buyers bought it. I thought FSBO's were easy and found a few more. After graduating from law school never continued the practice.
My first job out of law school was as Director of Sales for a real estate syndication company supervising the sale of small multifamily buildings and many six-unit new construction apartments to small investors. The company wanted to go into single-family resales and guess who was to lead the charge.
My first mentor was Mike Ferry. I used his scripts and some of his message to train agents. It worked OK for a number of years, but some of his training can be overbearing. (still tune in to Mike every once in awhile) Years later I found Jeff Shore and his method of instruction while a sales and marketing director in a new construction upscale golf course community. I still follow him and review notes daily. For those looking for a laid back approach to make the buying process easier I recommend you explore his methods.
Now, mostly semi-retired I still mentor a few who are new or need a change of approach. What a journey and I never regret not practicing law full-time! Find and follow one mentor, it makes life easier!
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