This blog is an extension of James Lownestern's Blog Too Young....Too Old?
I started out in real estate at the age of 25 in North Scottsdale, AZ. I was the youngest agent in the market by at least ten years. I struggled for the first year because I was doing everything wrong. I had my picture on everything and did not have good objection handlers in place to handle the questions about my experience level. 8 Years late I still try not to put my picture on things, but sometime it is required. Here is what I would suggest if I was telling someone 25 how to succeed in Real Estate being young.
- FIRST AND MOST IMPORTANT: Join the right company. Join a bigger company in your area. One that believes in training and support. If you interview with a company and they do not have a training program, you probably do not want to be with that company. You want to be around people that will help you grow. The worst thing is to have no one to turn to for help.
- DO NOT PUT YOUR PICTURE ON YOUR CARDS, SIGNS, OR ANYTHING, or anything if you don't have to. Do not let "OLDER" agents tell you, you have to have your picture on your card. Develop a logo instead and use that in place of your photo. Start to brand yourself immediately. If you use your photo and you look young, chances are that you will not even get the opportunity to demonstrate your knowledge or sales ability, because Sellers will not give you the appointment. Now if you are someone like David Odem and you are a man child, feel free to use your photo
- LEARN OBJECTION HANDLERS: These are the two that you will get the most. Whether you use these or create your own, learn them by heart.
- How long have you been in the business?
Agent Old: I have 25 years of experience and I am the number one producer in the world (Every older agent seems to be the highest selling agent in the world, just ask them).
Agent Young: Since I have been in the business I have learned one thing. Not one client cares about how many other clients' homes I have sold. They only care about "WHAT AM I GOING TO DO TO SELL THEIR HOUSE?" This is what I am going to do to sell your house.
- You are very young?
Agent Old: These agents will never get this question, because they just had a hip or a knee replaced.
Agent Young: This is the best question that you can get and you have to address this question in a listing appointment. Here is how you answer it. Make it a joke: Do you really think so? Then laugh and agree with them, but ask them some questions. I am younger than most of my competition, but let me ask you some questions? Do you have more energy now or when you were my age? Answer: your age. Do you have more or less responsibilities and duties than when you were my age? Answer: More. Do you have more money now or when you were my age? Answer: now. Exactly, and thank you for proving my point. (They will be a little confused at this point) I am going to work extremely hard to sell you house because I have extra energy, because I have less responsibilities and duties than most of my competition (i.e. no children, wife, big house, huge bills) and I also want to have more money in the future. Simply put, I work hard and put in the hours because I can. I have more time than my competition. This in combination with my work ethic is what has made me successful in my career so far.
- BE RESPECTFUL AND HUMBLE. Being young is great, but young confidence can be mistaken as cockiness very easily. (Trust me, I know what I am taking about) Remember that the majority of people that you are going to be dealing with are much older than you. Whether it will be other agents, clients, loan officers, or title people, they all are expecting you to act professionally. Respect them and ACT THEIR AGE NOT YOURS. You can goof off and let loose when you are with your friends on the weekend, not when you are around people you are trying to do business with.
- FOCUS AND PROMOTE WHAT YOU HAVE TO OFFER: Being young is a great advantage. You are hungry and willing to work hard. An advantage over an older agent is that you are going to be here for the client's family for years to come, where the other agent may retire in 5 years. There are a lot of things that you have to offer, just take advantage of them.
In summary, learn from everyone and keep in mind that almost every situation has a positive spin. Look for it and use it.
If you are considering a move to Scottsdale, or buying Scottsdale Real Estate, you owe it to yourself to visit Grayhawk as part of your home tour. If you are considering buying a home or real estate in Grawhawk you owe it to yourself to talk with Brian Myers at Signature Properties to determine whether I am the best real estate Broker in Grawhawk to help you with the purchase of your home.
http://www.luxuryinthedesert.com/
http://www.myersbringsbuyers.com/
Brian Myers, GRI, ABR Signature Properties in Scottsdale, AZ 602.740.0686 brianmyers@cox.net
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