The Rookie-to-Rookie Show - The Unanswered Questions

Hi, it's Melissa Brown, here, from Coldwell Banker United in Charlotte, NC.  Here are my comments in response to the questions above:

1.  My website is www.MelissaBrownHomes.com    This website is provided through my brokerage, and it's not where I want it to be.  My next "technology" purchase is going to be a website that I get to have more input into, more links, etc., my blog...I dunno...more WOW!  I hate to do too much changing because I've actually gotten 4 leads that led to closings from my website.  But people have to FIND your website, so since I've joined ActiveRain, I've been trying to blog more so that my name will rise higher on Google SEO.

2.  I'd say I work more from home than in the office, but I like both.  I'm one of those people who get very distracted by conversations around me, so if I'm in creative mode (preparing property brochures, creating flyers, blogging) I like the solitude of my own house.  HOWEVER, I don't have a dedicated home office and I HATE having all my stuff everywhere (I can't believe my husband hasn't blown a gasket over it)  I'm working on finding a space, but my favorite spot is my kitchen table, looking out through the bay window and watching deer, squirrels, hawks and birds.  I just love it.  On the other hand, I can scarcely come up with a single time in my office that I haven't learned something from my more experienced colleagues.  I love to hear their stories, bounce ideas off of them, and soak up any advice they give.  Very congenial and helpful group.  I also make it a point to be at the office for tours of property to learn more about the market and to support my colleagues.  If I want them to support me, I believe the effort should be reciprocal.  I also go to every training session they offer, which is a lot.

3.  Before I discovered Jennifer Allan, I was first exposed to David Knox through my Coldwell Banker training.  I'm sure his methods work well with many people, but they were hard for me to integrate because it's not my personality.  However, he's very smart and has a lot of great ideas, which I've tried to incorporate (particularly on CMAs and pricing).  I also listened to a series of tapes from Larry Kendall of Ninja Selling.  Larry is rom Colorado, and I really enjoyed his tapes and advice.  He's a lot closer to Jennifer's philosophy than David Knox, but in the last year, I've spent all my training money on Sell With Soul products.

4.  I'm embarrassed to say that I didn't do ANY homework on this one.  A good friend of mine who is one of the most likable and trustworthy souls I've ever met, was the Vice President of Sales at Coldwell Banker, and I talked to her before real estate school, and after.  I like her and trust her so much that I didn't even consider anywhere else.  Plus, Coldwell Banker has such a great national reputation, I felt like I needed to have a big brokerage behind me as a rookie.  For me, there are pros and cons to a big brokerage:  pros - name brand recognition, leads, mega training, lots of technology available, lots of agents from whom to get help.  Cons - I don't get to keep as much of my paycheck and huge companies are sometimes slow to make changes.

5. I'm full-time real estate, so I can't really answer this.  I can't imagine how difficult it would be to have another job and do real estate.  Some of my colleagues have had to do this because of the economy and they tell me they tell their clients up front.  Some of them have teamed up with other part-timers so they could cover all their clients' needs.

6.  Like I said in the teleseminar, I find that my sphere folks are ALWAYS bringing up real estate first, so I don't feel like I'm being salesy when the subject comes up.  If your market is very expensive and your clients can't afford to buy, where are they living?  If they're not renting, see if you can explore where they live and go from there.  Otherwise, I would suggest trying to find social/civic activities where you'd find this clientele - you'd be surprised how many people you know.  Try to become an expert/master of your market and start blogging yourself silly about that market - do blogs on estate homes, market reports, private schools in the area, golf courses, holiday activities (or a monthly activity calendar throughout the year), any topic that you think this high end market would be interested in.  Research how to write effective blogs on ActiveRain, and make sure your titles and tags are going to help your SEO.  Click here for a good tutorial from Brad Andersohn on blogging and SEO.  Click here for Janie Coffey's blog on tags.  Click here for Brad Andersohn's blog on how to use photos in your blog post.  Check out AR staff member Jeremy Blanton's blog for more tutorials and info.  There's so much help on ActiveRain - take advantage of it!

7.  I agree with Jennifer about getting out and around and learning your market and meeting people.  The more you know about your market, the more of a realtor magnet you will become.  Do you have kids in school?  Faith home?  Community group? I'd try to set out to meet one new person a day - just going out and being yourself with a smile on your face and an open attitude.  It sounds too easy to be true, but it's attractive to people.  

I hope these help!  Please contact me at 704-654-9700, or email at Melissa@MelissaBrownHomes if you have any other questions.  Thanks so much for joining us on the rookie teleseminar.  It was great fun, and many thanks to Jennifer for organizing this FREE event that helps so many of us! 

Hi Jennifer,

I thought I would answer your questions to.  I'm June Piper-Brandon from Glen Burnie, MD.  I have been in the real estate industry for 24 years and have sold real estate in England, Canada and now here.  I am now the Broker of my office and Office Manager.   Here are my answers..

1.  Yes, I do have a website - http://www.junepiperbrandon.com - this is the one thing you must do if you are going to survive in this industry.  People have to be able to find you.  Whether your site is one your company provides you with and you can personalize or whether you go with someone else, you must have a website and be sure you promote the heck out of it or no one will know it's there.

2.  When I was a successful agent I worked mostly from home.  I had a full time licensed assistant that worked in the office and processed my contracts and took care of the files but I was much more productive working from home, I would go to the office maybe once a week.  When I first started out though, I was in the office all the time,  it was easier for me to get motivated and learn by being around others.  I did all the floor duty I could and asked a lot of questions of the more experienced agents around me. 

3.  I took the Hobbs Herder training, I also did Tom Ferry, Craig Proctor.  Don't buy in to their stuff is my best advice.  You will learn a lot at the seminars but their products are very expensive and they sound good but it's better to develop your own systems from bits and pieces from everyone you hear.  Read the books too and adopt different aspects from each one that will work for you.

4.  Choosing a broker is the hardest thing.  I signed on with the company that I took my license with .  I don't regret it.  They had an excellent training program, great mentors and great support.  However, don't be afraid to move on once you have exhausted what your broker has to offer.  I chose to work in an environment that wasn't supported by that broker so I moved to another one and my business just took off like crazy.  Now I am the Broker.  I like to think I learned from each of my mentors and brokers along the way. 

5.  Be careful not to over commit yourself if you keep your full time job.  And, be careful that your real estate doesn't interfere or conflict with your full time job.

6.  Your SOI isn't just your friends, it's everyone you come in contact with.  Be sure you let your attorney, accountant, doctor etc know you are an agent and attend events where people that may buy in your market might be attending.

7.  I was new in town when I got my license in Maryland.  I talked to everyone, wore my name tag everywhere I went, handed out business cards and joined several groups where I would meet people.  Then, I took as much floor duty as I could and walked the neighborhoods that I wanted to sell in and talked to the people. 

Hi, Jennifer.  I can relate to #4, in particular, having just changed agencies. What your broker DOESN'T do is just as important as what he/she DOES do!!!!

Unfortunately, you usually won't be able to discern the diffeerence until you acquire a little "mileage."

Thanks everyone for sharing!!  I always love reading these follow ups!

Meilissa, I just want to thank you for the links you provided in your comments above on SEO, tags and photos in blogs.  They're excellent!  I just implemented one of the tips (on titling my blog) today! 

And thanks to all three of these women who shared so much information on Saturday.  I learned so much...and also felt more reassured that the way I'm approaching building my business, and the hurdles and missteps there have been along the way, are all OK. -- Tanya in Montreal

Victoria - I have found myself in the same boat many times.  I can get "sucked in" to reading great stuff, and spend hours at a time in my jammies.  It is great to get out and interact with other agents and your sphere though.  The struggle I face is finding enough time in the day to work my business, learn, and take care of my family.  Still struggling with time management!

Tanya, you are quite welcome!  You can find lots and lots of tutorials by using the search box on AR.  Also, just send these guys an email - they're great about getting back to you.

1. Do you have a web site?  VictorValleyDreamHomes.com   If you don't have one, stop what you are doing and get one now.  Point2agent will set you up.  If you can activerain, you can set up your own website.

2. Do you work primarily from home or from your real estate office?  I work in the office, I get too much help at home.

3. Did you take any sales training courses held by the "guru's" of our industry?  If so, any recommendations one way or the other?    Mr. Internet helped me with my website and took his classses.  I didn't sign to  the web site, but was doing the call in classes and got dropped.  Beware and log in.  I read some Buffine and Zeller, great idea, just now me.  So glad I found Jennifer.

4. Any advice on how to choose a broker?   Go interview them. Have a list of questions.  You  are choosing a place to work, not interviewing for a job.  Make sure it's a good fit.  If not move on.  Find a supportive broker.

5. If a new agent keeps a full time job in the beginning, any advice on if or how to disclose it to prospective clients?  I would leave a message on my phone, that I return calls noon-1 and 5-6PM.  Leave it at that. 

6. I work in an expensive market where the people in my sphere of influence can't afford to buy yet. Any suggestions on ways to reach other prospects?   Expand your sphere.  Do something new you are interested in. 

7. Any suggestions to generate leads if you're new to town?   Jump in, get active, (kids in school, join the PTA, join a church or whatever, join the Rotery, etc.) meet people, be interested in those around you.

Hi Jennifer, I'm obviously not one of the ladies but I will answer your questions as best I can.

1. Do you have a web site? Yes, www.deanbergstrom.ca

2. Do you work primarily from home or from your real estate office? Home, I was told there was not currently any available office space.

3. Did you take any sales training courses held by the "guru's" of our industry?  If so, any recommendations one way or the other? Not, yet. Hopefully I will be taking some shortly.

4. Any advice on how to choose a broker?   Money is a key point for me. I selected a brokerage that did not charge in excess for office fees, etc.

5. If a new agent keeps a full time job in the beginning, any advice on if or how to disclose it to prospective clients? I am a full time agent.

6. I work in an expensive market where the people in my sphere of influence can't afford to buy yet. Any suggestions on ways to reach other prospects? I have this exact issue myself, I would appreciate any suggestions.

7. Any suggestions to generate leads if you're new to town?   Same as 6.