The Confident Rookie Series - SECRET NINE - Admit That You're New

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Education & Training with Sell with Soul

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Here we are - the second-to-last installment of the Confident Rookie Series!

A lot of new agents worry about being taken advantage of by experienced agents, if the experienced agent were to find out that they're new.  So the obvious solution is to pretend that they aren't new, right?

Unfortunately, no. The thing is - if you're new, it will almost certainly be obvious to the agent on the other side of the table, whether you own up to it or not. And the more you try to fake experience, the more obvious it will be. When I'm on the other side of a transaction from a rookie agent who is trying to pretend she knows what she's doing, she almost always embarrasses herself. However, if the rookie agent tells me upfront that she's in her first year and to bear with her if she goes overboard crossing her t's and dotting i's... I'm a lot more willing to make the experience pleasant for her.

And I think you'll find more agents with this mindset than not. Yes, there are some amazingly jerky people in our business and if you happen to run into one of them early in your career, they may very well make that transaction miserable for you... but the good news is that - think about it - you'll only have a handful of "first deals" so chances are good you'll have a decent agent on the other side. Just be upfront with them about your lack of experience, confidently, and they may even go out of their way to help you. The same goes for inspectors, appraisers, attorneys, closers and lenders.

However, what if you do run into a jerk on your first or second sale? I did - my third sale actually and 12 years later I still remember him vividly. He was abusive and condescending and said some pretty nasty things to me - you can read about him in Chapter Eleven of Sell with Soul. And he did intimidate me to the point of embarrassing myself in front of my client. Turned out that he later checked into a mental facility for "anger issues."

An abusive agent is going to abuse everyone he comes in contact with - it's not just you and it's not personal. He'd abuse me, he'd abuse Johnny and he probably abuses his mortgage brokers and title reps on a regular basis. Keep your cool, follow your instincts and you'll get thru it.

But this doesn't mean that your inexperience as a new agent won't be used against you, even by a nice-guy opposing agent. That other agent has a duty to represent his client's best interests, so don't believe for a second he's going to help you negotiate against him or his client. If you don't know how to help your buyer determine if a listing is overpriced, if you don't know how to get your buyer what he wants at the inspection, if you don't know how to appeal a low appraisal, the other agent will definitely take advantage of you. It's his job.

So if something sounds fishy to you - AT ALL - ask for help from someone in your office. Even if it doesn't sound fishy, have someone review what you've done... or better yet, what you're getting ready to do before you do it!

 

 ja

 www.SellwithSoul.com

It's not too late to register for Saturday's
"Representing Your Buyer in a Short Sale" teleseminar with Janie Coffey.
Details and Registration here.

Next Week...
The Art of Commission Negotiation
Details and Registration here.

 

The Confident Rookie Series:

  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 a 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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The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. June Piper-Brandon 04/17/2009 01:44 AM
Topic:
Real Estate Best Practices
Groups:
Real Estate Rookie
Selling Soulfully
Coaching-Personal Development
New Agent's Fasttrack to SUCCESS!
Real Estate Professionals
Tags:
rookies
all blogs

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Rainer
46,743
Nannette Hilliard
Century 21 Zwygart Green County Real Estate - Monroe, WI
CDPE, ABR, CRS

In any transaction  rookie or veteran I always make sure we help each other out. Makes selling real estate a lot more fun.

Apr 17, 2009 12:36 AM #1
Rainer
145,279
Mike Hendren
Mike Hendren Photography - Cloudcroft, NM

Jennifer, you are absolutely right!  The most important thing you can do when you're new in ANY field, is ask questions!  Don't ever try to fake or bluff your way through it, especially when you're working with other people's money!

Mike Hendren

Apr 17, 2009 12:47 AM #2
Rainmaker
484,157
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

The thing is - what the rookie agent wants more than anything is to NOT embarrass himself or harm his client... but when he pretends to know it all, that's exactly what he does. I've worked with a few brand new agents who were unbelievably clueless AND arrogant about their expertise - and I tell ya - I came pretty close to being one of those jerky agents!

Apr 17, 2009 12:53 AM #3
Rainmaker
747,325
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

Good Morning JA!  I agree with you, I think the vast majority of agents will mentor you through your first few transactions to help it move more smoothly.. it is better for everyone involved to work towards the common goal. As for the jerks... sure you will find them... Let them burn a bridge and when you become a super star NEVER show their listings again!!!  Pay backs are a B!

Apr 17, 2009 12:57 AM #4
Rainer
2,683
Aaron Williamson
WestUSA Realty - Phoenix, AZ

Personally, I prefer a win-win attitude in approaching my life; unfortunately, some people like to build themselves up stepping on others.  Thirty- years ago, I had a run in with one of these types of people and to this day I hope to hear of bad things happening to his Karma. 

Your whole series of confident rookie building is a joy to read.  Thanks

Apr 17, 2009 01:04 AM #5
Rainmaker
484,157
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Karma is our friend!!!! Well, sometimes... So, yeah, experienced folks - do help our rookies without jeopardizing your fiduciary relationship to your client. It'll come back to bless you someday!

My very first deal back in 1996 was my first week on the job. I was clueless! The listing agent on the condo we wrote an offer on went way out of her way to help me and to this day, I'm grateful to her. I hope she's been blessed over and over again!

Apr 17, 2009 01:15 AM #6
Rainmaker
333,694
Rita Fong
RE/MAX REAL ESTATE TODAY, Executive Broker 901-488-9590 - Marion, AR
Realtor - Marion Arkansas Homes for Sale

Hi, Jennifer, I think there are always some "mean" people in every field, I think they like to step on others to make themself look better.  Yup, it comes around goes around.  For any newbies, inexperience is not a crime, as we grow in this industry, that's how we get experience.  I am fortunate to have people to walk me through along the way when I first started.  And I don't mind asking question at all, it goes vice versa, if you are sincere and nice to ask for help, people will help.

Apr 17, 2009 01:38 AM #7
Rainmaker
1,007,256
June Piper-Brandon
Long & Foster Hampden - Baltimore, MD
Piecing Dreams One Home at a Time

Jennifer, I have a lot of new agents right now in my office and most of all they are afraid to admit they are new and that they don't know what they are doing.  Some are more confident than others, but one in particular is extremely afraid.  She's on activerain too, I'll be sure to advise her to read your blog.  Thanks for posting. June

Apr 17, 2009 01:40 AM #8
Rainmaker
1,026,935
Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

You are dead on with this!  There is nothing wrong with being new - but everything wrong with being new AND clueless AND putting pride before a client's best interests.  Honestly, I think the large majority of agents out there are helpful and want to make the deal work...and they will be helpful to a newbie; however, it is incumbent on the newbie to seek help when necessary and not be too prideful to admit they don't know it all. It's the attitude that will get you every time!

Apr 17, 2009 02:32 AM #9
Rainmaker
122,939
Glenn S. Phillips
Lake Homes Realty - Birmingham, AL
CEO, Lake Homes Realty / LakeHomes.com

Ahhh Mark Twain was right... "Never pick a fight with someone that buys ink by the barrel." 

Great stuff Jennifer! G

Apr 17, 2009 03:42 AM #10
Rainmaker
484,157
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Glenn - you'll have to clarify that for me! I don't get it!!!!

Susan - You know I was thinking of you when I wrote this - 'specially that part about it being the other agents job TO take advantage of you if it serves his client.

June - Please do pass this on!

Rita - great point! I love it when someone else behaves badly making me look extra good!

Apr 17, 2009 07:10 AM #11
Rainer
273,383
Irene Tron
Valparaiso, IN

My first day in the office after the saleperson course, I realized very quickly just how unprepared I was for the real world of real estate.  Fortunately, I was blessed to have people around me willing to help and answer questions.  I don't think I could have fooled anyone with my immense knowledge even if I had tried.

Apr 17, 2009 08:16 AM #12
Rainmaker
122,939
Glenn S. Phillips
Lake Homes Realty - Birmingham, AL
CEO, Lake Homes Realty / LakeHomes.com

Hi Jennifer, Mark Twain basically said that if you pick a fight with him, he would write about you in books that would be printed in great volume... and you wouldn't look good.  It would be a battle you might win today with your fist but he had an audience of thousands in which he could punish you back.

Apr 17, 2009 09:37 AM #13
Rainmaker
484,157
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

OMG! I love it!!!! And yes, I have written about some of the idiot agents on the other side of the table... identities disguised of course.

Apr 17, 2009 09:46 AM #14
Rainmaker
122,939
Glenn S. Phillips
Lake Homes Realty - Birmingham, AL
CEO, Lake Homes Realty / LakeHomes.com

of course!  :-)

Apr 19, 2009 11:58 AM #15
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Rainmaker
484,157

Jennifer Allan-Hagedorn

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