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How many years have YOU been in the business?

By Barry Owen

Real Estate Broker/Owner with Pareto Realty TN #251071

August 22, 2008 01:07 PM

Does it really matter how many years a REALTOR has been selling real estate?

Does it matter how many deals an agent has done?

Does a high number of years in the business or volume of deals establish any useful "grounds" to expect superior performance?

My answer to all of the above is a firm "NO"

Sure, years of experience may lend some wisdom aand multiple deals under the belt certainly exposes the REALTOR to a lot of "School of hard knocks" learnings . . . But they don't in and of themselves a MASTER make!

Often when I hear of a deal getting ugly, one of the first quips I hear from one REALTOR to the other is: "WELL! How long have YOU been in the business?"

WHO CARES?

It doesn't take a seasoned veteran to know the business. Ethics and Character don't evolve because of the number of deals you have done. You either have them or you don't.

I coach my newer agents a very simple script: "I've been in the business long enough to know right from wrong . . . and to know that I can always seek the guidance of others in my office when I get stumped."

So . . .

Let's all worry a bit less about what others' credentials are and focus more intently on the needs and goals of our clients . . . We are in these transactions to serve our clients and more often than not bring the whole thing to a climactic conclusion which includes a smooth move.

REALTORS "posturing" to establish personal superiority must ALWAYS take a back seat to consummating a sensible deal between a willing Buyer and a motivated Seller. Keep YOUR ego out of the thing and hold true to honor and respect for all parties to the transaction regardless of what comes at ya.

Some of the most honorable and successful agents I know have been in the business fewer than 5 years.

I truly LOVE this business and everyone who has committed themselves to investing their WHOLE selves into the preservation of the diversity of persoanlities in this business.

Y'all are AWESOME!

Best,

Barry Owen

Career Development Coach/Consultant

Principal Broker

Keller Williams Realty - Nashville, TN - Green Hills

www.theowengroup.net

www.creatingspaces.blogspot.com

Simply & BOLDLY Living the FourFold Way in Open Space!

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Jeff Jenkins

Abreu realty llc - Wolcott, CT

I have only been in this business since 10/2007 and I had to take 7 months off due to 3 major back surgeries. I have a great mentor that has taught me something everyday I have worked with him. I feel with the right guidence most can do well. I have not made millions but I have become comfortable in a declining Market. So far So good Thanks Joe Abreu.

Aug 22, 2008 01:24 PM

Bobby Stevens

Windermere Real Estate/Lane County - Eugene, OR

Realtor, Eugene, Oregon

Barry, I can't tell you how great it is to read this! As a new agent (but an experienced businessperson) I've struggled with this subject. I believe, as you do, that ethics, character, and service (the kind that puts the needs of buyers and sellers first), are the qualities that make a great agent.

I love your new agent script for responding to the question and will undoubtedly use it.

And anybody who says "Y'all are AWESOME!" is, well, AWESOME!

Aug 22, 2008 01:26 PM

Marchel Peterson

Results Realty - Spring, TX

Spring TX Real Estate E-Pro

BARRY, I came in to real estate with a lot of previous sales experience so my answer to the question was that I have been in sales for 15 years. Sales are sales and no one ever knew that I was a new agent.

Now that I have been in real estate sales for 11 years it is no longer an issue but that worked for me back then. For those who have not previously been in sales I like your responses.

Aug 22, 2008 01:40 PM

Lou Ludwig

Ludwig & Associates - Boca Raton, FL

Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Barry

The number of years in real estate is a factors but really counts is your dedication to your customers the quality of your customer service, your professional development and your attitude.

Good luck and success

Lou Ludwig

Aug 22, 2008 01:46 PM

Tom Davis

Harrington ERA,DE Homes For Sale, $$ Save $$ Buy Today ! - Dover, DE

FREE Delaware Homes Search!, $$ Save $$ - Find Homes! Delaware Realtor

This is a relationship business... so everyone remember to treat others the way you wish to be treated! My motto is fair..great post!

Thanks,

Tom Davis

World Class DE Realtor

Aug 22, 2008 01:50 PM

Lynda Eisenmann

Preferred Home Brokers - Brea, CA

Broker Associate ,CRS,GRI,SRES, Brea,CA, Orange Co

Hi Barry,

Good information, to me sometimes it makes a difference and other times it doesn't. BTW, normally I prefer not to work with the highest producer, they rarely have time to take care of business. Very often I expain to clients it isn't always about production, "we know the place with the arches probably sells the most burger, right? Then you have to ask the question, are they the best burger out there? Maybe, maybe not..."

Now not trying to be a wise-guy here I did notice this below your photo: "Development/Transformation training and experience - in the industry since 1993"...and this is because???

Aug 22, 2008 01:50 PM

April McGiffert

Bank of America-Millbrook - Millbrook, AL

Thanks so much! As a relatively new agent I often worry about "the experience issue". I spent 7+ as an real estate office manager before deciding to get my license. So even though I have only had my license a couple years, I have spent many years learning about the business. I have a great mentor who is always willing to answer my questions. She always tells me that no matter how long you have been in the business you will always have more to learn.

So thanks!

Aug 22, 2008 01:51 PM

Barry Owen

Pareto Realty - Nashville, TN

Aw shucks Lynda . . . and I still think of myself as being slightly "green" :-)

Seems every day I learn more about what I don't know.

Wise guy, eh?

Hmmmmmm . . . Those who live in glass houses should not cast stones :-)

Best,

Aug 22, 2008 01:59 PM

Jesse Barron, REALTOR® - Real Estate Made Easy™ in Anne Arundel County, MD

Keats & Co. Real Estate, LLC - Annapolis, MD

I the number of years someone has been in busy is not as important as how many deals they've done. The more deals you do, the better you get at anticipating what may be the unexpected for many. You learn what to do and what not to do. You also get better and better at expecting what's going to be coming from the other side of the deal. It becames easier and easier to "size people up."

The "magic number" is debatable, as some adapt more quickly than others.

Having a graet mentor can fill many of the gaps. A great mentor will teach you what to anticipate.

Aug 22, 2008 02:44 PM

Lynda Eisenmann

Preferred Home Brokers - Brea, CA

Broker Associate ,CRS,GRI,SRES, Brea,CA, Orange Co

Hi Barry,

Thanks for the nice response.

If you don't mind me adding my 2cents worth here, I would imagine you were probably a better coach in year 5 than you were in year one or two, correct? I would also imagine that you're better today and year 5? Anyway, I see some value in the years, that is if we continue to learn and not just rest on our laurels. Fortunately I continue to learn from newbies and seasone vets alike.

Great job!

Aug 22, 2008 02:50 PM

Royal Goodman

Royalty Home Solutions - Madera, CA

"We Treat You Like a King"

Barry. That was some good points. IF you think about it, It might be better to use a new agent. He is excited and will work harder for you. Thanks for sharing. Royal..

Aug 22, 2008 03:35 PM

Barry Owen

Pareto Realty - Nashville, TN

Lynda,

Your 2 cents is totally welcomed . . . It's great to get feedback on a post and helps me think deeper. Sometimes I find myself writing a blog because I have committed to doing one every day . . . resulting in my not thinking things through completely before they hit the board . . . one of the hazards of stream of consciousness writing :-)

Yes, you're totally right . . . There IS that mystical 10/10,000 rule - Most folks who have acheived "mastery" have "invested" 10 years and/or 10,000 of "practice" . . . and so yes, my prior experience has built to a broader base of knowledge and certainly helped with my effectiveness as a coach, Broker, and Real estate consultant.

This wanders a bit from the primary point of the post . . . "Years in the business and/or number of deals closed" does not necessarily a master make" . . . There's much more to it . . . and "bragging rights" have no validity in a negotiation or dispute.

and so . . . at the end of it all, I love to hear anyone (Thank you for saying it) who has 30ish years of experience acknowledging the truth that we all can learn from each other.

Thank youfor your input,

Best

Aug 23, 2008 02:01 AM

Mary Strang

Viroqua, WI

Part of the biggest problem in "The Business" is often the misunderstandings and disagreements that develop between agents because it is a competitive business and the agents are mostly independent contractors. Having said this, I personally do believe time on the job counts a lot, because the longer your in the business the more mistakes you make and learn from them. Training is better now that it was 20 years ago, so the learning curve is so much shorter now.

Aug 23, 2008 02:33 AM

Julie Q. Fuelling

Keller Williams Katy @ Cinco Ranch - Katy, TX

Real Estate Consultant

As in any aspect of life, experience is the best teacher. It counts.

julie, www.fuellingkaty.com

Aug 23, 2008 07:09 AM

Steve Mangus

not active - Oklahoma City, OK

Barry.....thanks for the post. As one who has only been in the business for 1 1/2 yrs. (great timing, eh?) I real.y like your script for new agents. While experience is no doubt a great teacher, enthusiasm, persistence, and a willingness to say, "I don't know but I'll find out." makes up for the lack of experience. After all everyone was new at one time.

Aug 23, 2008 07:13 AM

Jeannette Kohlhaas

Keller Williams Jacksonville Realty - Jacksonville, FL

www.MoveFREEwithMe.com

Barry,

Great points. Sorry I won't be able to make it to this Mega Agent Camp...Next time!

Hey, another suggestion for new people is....."I may be fairly new to the Real Estate business, but I'm NOT new to Life!!" (Especially if they've been in customer service or sales before!) Sometimes, the new people are more "excited" about what they are doing and may have more time to devote to the client!

Make sure you tell us what you're learning at KW Mega Camp!!

Jeannette Kohlhaas-Keller Williams realty JAX

"A Straight Shot to a Successful Closing!"

(904) 735-8666

Aug 23, 2008 10:05 AM

Roland Woodworth

Blue Cord Realty - Clarksville, TN

Blue Cord Realty

Barry... Each year can be much different from the year(s) before... Yester year is gone.. What can you/we do this year... this is what counts !

Aug 26, 2008 10:06 AM

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Stream of consciousness commentary on the real estate industry from the perspective of a Principal Real Estate Broker and Founder of Pareto REalty, LLC in Middlle Tennessee - Also a Career Development Coach with vast Organizational Development/Transformation training and experience - in the industry since 1993

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