ARE YOU PLAYING TO YOUR STRENGTHS? YOUR SUCCESS AS A REAL ESTATE AGENT MAY DEPEND ON IT...

By
Real Estate Agent with Coldwell Banker Residential

When I first became a real estate agent, my broker was a guy that could sell ice to Eskimos... 

He was high energy.  Always running around the office from appointment to appointment.  He had built his business by door knocking, cold calling, and asking for referrals.  The ABC's (always be closing) of real estate sales...

He encouraged me to take a class by legendary real estate coach Floyd Wickman.  A good class.  Old school.  I learned a lot...

But I also learned this wasn't the way I dreamed of building my business.

My broker became frustrated with me.  He saw talent.  He knew I had experience with cold calling.  He said I had the gift of gab...

But it still wasn't for me.

I was soon exiled to a new real estate coach.  My little group of promising newbie agents was now being coached by a very successful agent with 26 years of experience...

She excelled at "working" her sphere of influence with what she called "pop bys".  A pop by was a short visit to her old clients.  On these visits, she would often bring a little gift that she had made...

Something in a basket.  Something with a cute ribbon or a bow on it...

Again, I felt like a fish out of water.

How would I compete with this lady on her terms?

The answer is I couldn't.  I would have failed.  And I would have ended up like 80% of new agents.  Out of the business in the first year...

Today I am in my 5th year in real estate sales.  My business is approaching the "tipping point".

I will have a record year in 2010.  My business is stronger than ever.  My business is generating new leads almost daily...

These prospects are contacting me.  They want to work with me.  They like me for who I am, not for acting like someone else...

How did I do it?  I did it my way.

Make sure you do too...

Are you playing to your strengths?  Your success as a real estate agent may depend on it...

Ken

 

Comments (16)

Retired from ActiveRain
Baker, OR
In real estate, as in life, it's usually better to be yourself. Trying to please others by becoming someone that you're not comfortable with internally will fail and make you unhappy in the process. That being said, it is good to expand your comfort zone and try different ways of doing things. Just add your personal touch to it.
Feb 01, 2010 01:59 AM
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005
Hi Rick. Thanks for stopping by. I learn every day. Part of what makes being a Realtor fun... Thanks again, Ken
Feb 01, 2010 03:46 AM
Scott Cowan
RE/MAX Professionals - Olympia, WA

Ken- Your story sounds remarkably like mine. I too had coaching from great coaches but whose methods while great for them were not a good fit for me. I have built my business so that I am comfortable with the way I conduct business. I am always up for learning from those who have great ideas. I just implement them so that they make sense to me.

 

Best,

Scott

Feb 01, 2010 07:44 AM
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005

Hi Scott.  Awesome.  It seems you are a bit further along the curve than me...

But I am on your heals!:)

Thanks for reading,

Ken

Feb 01, 2010 10:43 AM
John Walters
Frank Rubi Real Estate - Slidell, LA
Licensed in Louisiana

Ken I think when you are hungry enough you will find a way to suceed.  I am glad for you.

Feb 01, 2010 12:20 PM
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005
Hi John. Thanks so much! I can't believe no one has mentioned Frank Sinatra. I love that song... :) Go Saints
Feb 01, 2010 12:48 PM
Missy Caulk
Missy Caulk TEAM - Ann Arbor, MI
Savvy Realtor - Ann Arbor Real Estate

Ken, being yourself is THE key to success.

Even when you talk about your daughters poop on Facebook. LOL that status update cracked me up.

You are a good Realtor, keep it up.

Feb 01, 2010 12:59 PM
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005

Hi Missy.  I talk about you all the time. 

You are one of my inspirations.  I joined KW because of you...

Thanks,

Ken

p.s.  It was two poops.  And they were (and always are) messy.

:)

Feb 01, 2010 01:13 PM
Jenny Kotulak
RE/MAX Real Estate Centre Inc., Brokerage - Oakville, ON
Broker - Oakville Ontario Real Estate
Hi Ken, funny I mentioned Floyd Wickman in a post I did last week about scripts. I am not a fan of canned speeches. I think we all have to find our own personal style and run with it. You are doing great and you WILL have a good year because of your positive and genuine attitutde.
Feb 01, 2010 01:35 PM
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005

Hi Jenny.  Thanks. 

Weird.  Been crazy busy today.  Several new calls...

Having trouble keeping up!

Thanks again,

Ken

Feb 01, 2010 02:09 PM
Catherine Chaudemanche - Edison & Central NJ
Metuchen Keller Williams Elite Realty / Middlesex County, NJ - Edison, NJ
Full Time, Informed and Involved- Results Driven

Hi Ken,

...How did I do it?  I did it my way...

I think you should turn this post into a song and sing it at the openning of the next KW Family Reunion :)

Feb 01, 2010 09:22 PM
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005
Hi Cathy. I don't think they would like my singing!:) Thanks for stopping in, Ken
Feb 02, 2010 05:10 AM
Joseph D. Federico
Donahue Real Estate Co. - Canton, MA
Eastern Massachusetts Real Estate

Ken-being yourself and being genuine, and GO SAINTS!

Feb 02, 2010 01:29 PM
Judy Greenberg
Compass - Long Grove, IL
Compass- Long Grove -Buffalo Grove

I'm very excited that 2010 will be a great year for you.  .  I have a feeling Ken that you will be the number 1 agent in Naperville soon!  or are you already???

Feb 04, 2010 11:38 PM
Anonymous
Michael Erdman

Great, and inspiring, post, Ken.  In case you didn't get the trackback - http://bit.ly/dp50zn

-Michael

Feb 05, 2010 09:28 AM
#15
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005
Hi Joe, Judy and Michael. Thanks for stopping by. Go Saints! Number 1 in my mind!:) Thanks again, Ken
Feb 05, 2010 11:19 AM