The Rookie Series - Ten Secrets to Looking as if You've Done This Before!

Education & Training with Sell with Soul

Last August I held a 3-hour workshop in Denver called "The Confident Rookie - Ten Secrets to Looking as if You've Done this Before!" Fun time, good crowd.ja

For whatever reason, my inbox & forum have been flooded lately with questions from new and newer agents on many of the topics I covered in this presentation, so what the heck? I'll do a blog series here on the Rain and score some easy points ;-]

A little disclaimer... despite the title of the series; I'm not going to tell rookies how to trick their clients or prospects into believing that they're a competent real estate agent, capable of handling someone's real estate needs, so that they'll allow the rookie to practice on them and learn what he's doing. Nope. What I am going to cover is how to BE a competent real estate agent who IS capable of handling someone's real estate needs, so that the rookie will have the confidence to sell himself to prospects and yes, get the experience he needs.

But I will never, ever ever advise anyone to "Fake it til you Make it" as a business philosophy. Will it happen? Oh yeah, it'll happen every day, this year, next year and for years after that. I've been selling real estate for 12 years now and I still have to bluff my way through situations on a regular basis. But that's actually one of the topics covered - HOW to do that, without jeopardizing your credibility or your license.

Here are the Ten Secrets According to JA:

  1. Know Your Systems
  2. Practice with Your Printer (sounds silly, I know)
  3. Preview, Preview, Preview
  4. Drive Your Route Ahead of Time
  5. Cheerfully Waste Your Time
  6. Find Your Handyman
  7. Let Your Seller Prospect Do Most of the Talking
  8. Get Comfy with Your Commission
  9. Admit that You're New
  10. What to say when you don't know the answer

Stay tuned...


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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Yvette Gardner 04/07/2009 02:22 PM
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Kelly Young
The Platinum Group Realtors - Colorado Springs, CO
Colorado Springs Real Estate ~ 719-226-0126

Jennifer, this will be great and what a service to new and "older/experienced" realtors who want to grow and learn a better way.  One great lesson I continue to learn is to promise less and deliver more.  I think as a new agent or new to an area of this business the natural tendency is to promise the moon and then get in trouble when we either don't or can't perform.

Apr 02, 2009 12:57 AM #1
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Jennifer, there used to be a saying in the military, 'If you can't dazzle them with your brilliance, then baffle them with your Bull S**t.'

Apr 02, 2009 01:30 AM #2
Tim Bradley
Contour Investment Properties - Jackson Hole, WY
Commercial Real Estate Expert in Jackson Hole, WY

Understand the forms you are making people sign! I work with agents all the time who don't understand terms in the contract, or can't adequately explain agency. Yikes.

Apr 02, 2009 01:37 AM #3
William James Walton Sr.
WEICHERT, REALTORS® - Briotti Group - Waterbury, CT
Greater Waterbury Real Estate

Details on the list, Jen. Details -are they forthcoming? Interesting advice. I like it, but I want specifics. P.S. What about us working Dad Realtors????? Oh....

Apr 02, 2009 02:46 AM #4
Charlie Ragonesi - Big Canoe, GA
Homes - Big Canoe, Jasper, North Georgia Pros

The day I learn all I need to know in this busines is the day I will look for another occupation. Saying I don't know but will find out is sometimes the hardest thing we have to say.

Apr 02, 2009 03:43 AM #5
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Charlie - there's a way to do that without sounding defensive (which is how I think it sounds most of the time)... stay tuned!

William - lotsa Dads are signed up for the REALTOR Mom's conference! Join us! And yes, specifics on the way.

Tim - No kidding... I got into an argument yesterday with a 12-year agent over a contractual provision that he had no excuse for not understanding.

Gabe - Oooooooh... I'm a terribly BS dazzler! So I have to know what I'm doing!

Kelly - about half the class I taught was experienced agents and they seemed to get a lot out of it too!

Apr 02, 2009 03:49 AM #6
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

All great topics. I really like your idea of having a handyman as part of your team.  And #10 is such an important one. It is OK to not know the answer, as long as you get back to them with it in a reasonable period of time.  That is the most important thing for some one to learn in ANY business! We will never know it all

Apr 02, 2009 04:08 AM #7
Linda Jandura
Raleigh Cary Realty - Apex, NC
Realtor, North Carolina Buyer & Seller Specialist

Not bad advice for all of us "former rookies" too. I hated it when our BIC used to tell us to "fake it to you make it"

Apr 02, 2009 05:47 AM #8
Sue Gabriel
Cleveland, OH

Looking forward to them all!

Apr 03, 2009 12:40 AM #9
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Linda - It's awful, isn't it? I think it's so disrespectful to the general public to even say those words!

Robert - I could not be a real estate agent without a handyman. Period.

Apr 03, 2009 12:53 AM #10
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

Thats why you are .... welll, YOU!  you sorta got things figured out and can adjust quickly for the market conditions. 

Apr 03, 2009 02:04 AM #11
Kelsey Barklow
Hurd Realty - Johnson City, TN

Nice post Jennifer, for rookies and veterans alike. I like that you are doing a Rookie series. I need a good review course. Thanks.

Apr 03, 2009 01:45 PM #12
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