21 things I really wish I had known before getting into real estate:

•1.       Success isn't about knowing everything real estate-it's about lead generation.

•2.       It's not easy money.  There are long hours, crazy clients going through life changes and worried they're making mistakes.

•3.       You don't work for yourself.  Anyone that's done relocation knows that your clients bomb into town for 2-3 days and HAVE to learn the entire area, schools AND find a house in that time.  Rarely do they do any of that without you sitting right next to them.  Every experienced agent out there has heard, "We're looking at offers at 7pm and will get back to you sometime around 9pm. Wait for our call."

•4.       Pens don't sell real estate.  Lead Generation and conversion sells real estate.

•5.       Just because you know a lot of people doesn't mean you're going to succeed in real estate.  You MUST systematically let them know you're in real estate AND can help them with their investment, housing and life change needs.

•6.       Dumb people can be high producers.  Just because you're sporting several degrees and use polysyllabisms doesn't mean you can sell a house.  People that learn and implement the right system to lead generate and the verbiage that goes along with it (Scripts) sell a lot of houses.

•7.       Your peers will tell you that they're selling a LOT of houses when they start out or that they're working 25 leads they picked up in an hour and a half of prospecting.  Don't pace your business on what you're peers are SAYING that they're doing.  Better yet- work for an open book company that you can verify where you're at in the food chain.  You'll be really surprised.

•8.       Because you've passed the state exam does not make you a good real estate agent.  It just means you can take a test about state laws and pass. (notice there's nothing there about helping sell houses or lead generate-but hey-you' now know about external obsolescence).

•9.       Going into real estate because you like houses is a mistake.  The best and the brightest will tell you that if they never see a house again it will be ok.  They're in the business to help PEOPLE.  If you like houses go garage sale-ing or become Mrs. Kravitz and spy on your neighbors.

•10.   Three months into it you'll think you're the world's foremost knowledgeable real estate agent... keep your mouth shut for another six months before spouting off at the office.  You'll find listening will get you a lot farther than postulating.

•11.   Company doesn't matter to anyone but you.  NAR says that only 4% of all clients care what company you work for.  If you can find a company that's going to focus on helping you build your real estate career like a BUSINESS, LEAP on the opportunity.  Your clients work with you because they know you, like you and trust you and for no other reason.

•12.   Don't reinvent the wheel.  Many have gone before you and succeeded at a high level.  Learn the systems and scripts and THEN tweak what needs to be done after you've mastered them.

•13.   Listen. Then... Listen.... Then listen! 

•14.   Read everything you can get your hands on.  Real Estate is one of the only professions out there where you can be licensed to sell and still not have a CLUE to what you're doing.  Hair dressers and massage therapists have more educational requirements than real estate agents.   Hair grows back, and a bad back massage is still a good time away from work.

•15.   You are now a marriage councilor. Welcome to the wonderful world of being a coach and guide to couples that are looking for completely different houses and yet want to live together.  Learn how to help them talk to each other in a way that the other person can hear.

•16.   You're now held to the standards of an attorney.  If you step outside of your area of expertise (which is real estate sales-not escrow, not lending, not house inspector) you can and probably will get a law suit filed against you and your company.  Learn the phrase, "Well I'm not an attorney, and I think you should consult one on this...."  Also, understand that the mistakes you make will not just effect you-- they effect your client.  Think hard about that.

•17.   Working a full time job while "Transitioning" into real estate isn't realistic.   With all that you have to learn, be and do you should really be able to jump in Full-time.  Typically, real estate classes are taught in office hours as well.  Unless you're Hermione Granger from Harry Potter I don't know how you'd be able to do that to your best.

•18.   You don't have to know it ALL.  You do however need to know how to get the answers you need.  If you don't have that ability, you've joined the wrong company.  Learn this phrase, "Great question!  Let me do some research and get back to you by _____ . It's too important to me that you get the right answer to just try to throw one out."

•19.   Join a company that you look forward to coming into the office. These people can be the best resources for your future questions, techniques and systems.  If you feel like everyone's hiding behind a closed door or just grumpy you're at the wrong place.

•20.   There's no such thing as a BAD real estate market or a GOOD real estate market.  People need to move and want to buy a home to call their own or invest for future earnings at any time.  People that tell you it's a bad market either have limiting beliefs or are undereducated.

•21.   Did I mention that you're going to have to lead generate?  If you're afraid of people this might not be the gig for you.  Lead generation doesn't have to be hard or ugly.  Infact for most it's fun. Get systemized, get into relationships and get lead generating.

Ok those are my 2 cents.  Anyone have something completely different?

Lise McCleerey,

Team Leader, Keller Williams Realty Bellevue

425-454-0911      www.KWBellevue.com