New Salespeople VS Experienced - Survival or Success?

I cannot believe that we have almost worked our way to the last three months of the year once again. The kids are back in school, the weather is cooling off and before you know it, it will be the holiday season.

Have you noticed the older we get - the quicker time goes by?

For many years I would wait until the end of year period between the middle of December and the first week of January to set my goals for the coming year.  Sometimes those goals would be accompanied with a plan and some years they would not, consequently some years I would reach my goals and some years I wouldn't.

Needless to say with this "sometimes approach" peak performance and desired results were not always being achieved.  I sensed that I needed a revision and overhaul to the entire process to make it more rewarding.

This is what worked: 

Long before setting any goals for the coming year, an evaluation of the current year was needed and it really had to begin early in the fourth quarter (October/November).  This provides a fresh look at what just happened during the hot summer months (I mean the hot business in the summer months), what worked for me, what didn't work for me and the why things did or did not work and there is no blaming the market.

Most sales people start out a new year with a fresh attitude and lofty goals, unfortunately most goals go by the wayside by midyear for two primary reasons.

•1.    A real self assessment of the prior year was not properly completed.

•2.    The plan to attain the new goal was not property formulated.

Once the focus on the goals is gone, many sales people revert to survival mode.  It's the survival mode that's responsible for 70% or more of the new agents in the business getting out of the business by their first renewal.  Most will tend to go back to doing what they did prior to entering real estate.  Many will keep their license active with a license hanging company, however, will never use their license again.

The real question here is why is the failure rate so high?

The industry offers a variety of training for newer agents.  Much of the training provides for CE (continuing education) credit and even newer agents are taught to go and get their CE credits.  In fact, if a program doesn't offer CE credits, many agents will not attend.

Even as I mention the above, I would be remiss if I didn't point out that the very successful agents will spend thousands of dollars flying out of town and booking hotels to attend NON-CE programs that enhance their business. 

One of the differences between the new agent and the seasoned agent is that the experienced agent has clearer vision as they have already been through the fog associated with newness in the business. 

My advice to newer agents is this:

•A.   Get focused as quickly as possible.

•B.   Trust in yourself quickly, you have brokers and trainers to call if you have questions.

•C.   Utilize a written plan with time lines to follow.

•D.   Invest in yourself, get the right training.

•E.   Find a mentor to communicate with (this would be someone that is very successful that agrees to mentor you).

Put it all together and create a fabulous career!