Warning To New Realtors - Don't Buy What THEY Are Selling by Leander McClain, Realtor

Real Estate Agent

senior citizen with gun, warning to new realtorsWarning To New Realtors - Don’t Buy What Everyone Is Trying to Sell You.


You have passed your exam and have your newly minted real estate license in hand. You show up at your broker’s office and you have no clue what you should do next. Most agencies large and small have some sort of training or mentoring program.

Relax…….you will be in good hands.

The one thing that you will find is that YOUR name has ended up on the calling lists of many sales people. You will get calls, mail and even visits to the brokerage. The purpose? To sell you the latest and greatest products and sales techniques,

I have one piece of advice…….Keep your wallet or purse closed!

Take your time and make wise decision. What is old is new again. The newest sales closing techniques and scripts are all based on time proven (old) techniques. Tom Hopkins, Tom Peters, Zig Ziglar, Jeffrey Gitomer, John Maxwell are all great speakers and authors who have written books on sales, management & life. Trust me when I tell you that the new program that someone is trying to sell you is based on old information. Let’s face it….you are a new real estate agent and most likely you are BROKE. At this point you need to make some money. Many of the things that you will learn in the paid seminars and paid coaching is available FREE. That’s right free. Let me share with you Leander McClain’s top resources for free (or low cost) information

  1. Your local library. A library card is free. If your local library doesn’t have a book that you want, talk to the librarian. In most cases they will order it for you. You can use
  2. Amazon.com. If you are like me, you want to have your own books. That way you can highlight, write notes and do things that are useful to you. Most books are available on Amazon. Amazon also allows you to read some portions of some books online. That way you get to try before you buy. Many of the classic books (and some new ones) are available for just a few bucks. I have purchased many books for 1 penny. Shipping is $3.99, but I still get a great book for fewer than 5 bucks. And don’t be afraid of condition. Most books that are marked as acceptable or good condition are still in pretty good shape. If you don’t like to read, audio books are a great option.
  3. YouTube. Search you tube. Search for TED Talks (great series). Search for the authors, search for the subjects in which you are interested. You will be surprised at how many lectures, coaching sessions, seminars etc are available for the low, low cost of NADA, Zero, Zilch, FREE.

Once you take advantage of all of the free training and you start making some money, by all means find a coach, attend seminars and training. It is a great way to learn, network and learn what others are doing. Whatever you choose to do, my advice is to keep your wallet closed for the first 6-8 months. See how things are going for you and for heavens sake……

Don’t Buy What Everyone Is Trying to Sell You!

Make This Your Best Year Ever

Your Friend In The Real Estate Business

Leander McClain, Camden & Burlington Township Realtor & Real Estate Consultant, Atlantic & Pacific Real Estate, 103 Carnegie Center, Princetonl, NJ 08540 856-438-0399 (direct)

lee@njsouthrealestate.com, @leemack912, www.facebook.com/Leander.NJRealtor

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Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

Leander, this is spot on!  While I agree that you need to invest in your self to be successful in the long run, you also need to just stick your nose to the grind stone and work your tail off in the beginning to get some cash flow first, and than pick and choose wisely where you spend your money. There is no such thing as a get rich quick book, program etc...  The only real secret is to work hard.

I would suggest that EVERYONE in our business start off with a database program of some sort, I do think that is a key ingredient, and it is easy to start up from day one, but hard to impliment later on.

Jun 02, 2010 02:17 AM #1
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Leander, this is so true. Newbies are prime targets for getting bombarded with sales pitches. My advice, get into a good mentoring program. Thanks.

Jun 02, 2010 02:20 AM #2
Corinne Guest, Managing Broker
Barrington Realty Company - Barrington, IL
Barrington, a Luxury, Country Suburban Lifestyle.

The sad fact is that it never stops and whilst it does get easier to say no, it gets more anoying as the years pass that the same people keep coming back to hound us. Even unsubscribe no longer seems to work.

Jun 02, 2010 02:22 AM #3
Leander McClain
North East, MD
Cecil & Harford County Realtor

Rob you are right about the database program.  Even though some of the great electronic programs used  by todays top producers are wonderful, I find that I do great with a spreadsheet and manila folders....but that's just me

Mike - Finding a good mentor is also a great piece of advice.  A mentor will steer your around all of the crap and hopefully teach you that there is NO get rich quick program.  The only ones getting rich are those selling the seminars, books, etc

Corinne - you are righ...it doesnt stop. I have learned to recognize the standard salesman pitch and usually cut them off right away :)

Jun 02, 2010 02:56 AM #4
Irene Tron
Valparaiso, IN

You know you are being hounded when you even recognize the number on the caller ID as a sales person you've already talked to one too many times!  :-)

Hey, I love the picture you used.  I'd almost be scared of approaching the couple except they look so harmless with those sweet smiles on their faces. 

Have a great day!

Jun 02, 2010 03:00 AM #5
Doug Rogers
Bayou Properties - Alexandria, LA
Your Alexandria Louisiana Agent

Leander--What an uplifting blog! Best wishes for June!

Jun 02, 2010 03:43 AM #6
Leander McClain
North East, MD
Cecil & Harford County Realtor

Irene - I hear you.  I think it's a shame that some people prey on the defenseless.   I love the picture of the gun toting seniors...I knew I had to use it somewhere :)

Doug - thank you

Have a great day


Jun 02, 2010 06:52 AM #7
Malcolm Johnston
Century 21 Lanthorn Real Estate LTD., Trenton, Ontario - Trenton, ON
Trenton Real Estate

Leander, this is very solid advice and a mus tread for people getting into the business.  Most of the items that folks will try to sell you are unneccesary when you're starting out. I learned the hard way on a few of them. 

Jun 03, 2010 02:41 AM #8
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

Leander, as long as you have a system that you stick with, and it works for you!  I know I started with a computer database in the early 90's and wished I started it from day one, it is a home run!

Jun 03, 2010 02:58 AM #9
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