Jake's New Real Estate Career

Education & Training with Sell with Soul

Say Hello to Jake!

One fine day, Jake entered the wonderful world of real estate sales. He went to school at night, passed his test and found an office to bless with his presence.

On his first day as a licensed salesperson, his new broker greeted him heartily and said "Welcome Aboard! Here's your desk, here's your phone, best of luck to you!"

Jake was a little befuddled by this, but he did his best to do as he was told. He spent the first few months of his real estate career learning about cold-calling strangers, door-knocking neighbors, holding open houses for other agents and convincing For Sale by Owners (FSBO) sellers that they couldn't possibly succeed without him.

By Jake's third month in the business, he was working with two marginally-qualified buyers who refused to commit to him exclusively, one FSBO who said he'd be happy to pay Jake a co-op if he brought a buyer, and a seller who planned to list his home "sometime next year." He was farming his neighborhood and half-heartedly calling a few expired listings every week.

Jake was discouraged, to put it mildly. His bank account was dwindling, his enthusiasm was fading and he didn't see anything fun about being self-employed. In fact, the daily drudgery of the 9-5 was looking pretty good to him right about now (and, frankly, to his wife as well who was having a hard time putting on her happy face every day.)

In short, Jake was on the verge of failure.

Stay tuned...



Copyright Jennifer Allan 2007


Posted by

It's Here!


The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
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Comments (20)

Nancy Brenner
Referral Associates of Georgia, Inc. - Roswell, GA
Roswell Georgia Real Estate Agent
I can't wait for the the next episode!  Am subscribing so I won't miss anything!
Sep 21, 2007 12:26 AM
Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital
Sounds like my first couple of months!  Then I went to a Tommy Hopkins seminar and that seemed to be my turning point!  I'm anxious to hear more about the amazing adventures of Jake!
Sep 21, 2007 12:50 AM
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul
Good for you Patricia! How did it help you? My approach is probably very different from TH, but I s'pose there's room for all of us - lol
Sep 21, 2007 01:00 AM
Anthon Pang
iPro Realty Ltd., Brokerage - Toronto, ON
Oh no...the dreaded cliffhanger!  ;)
Sep 21, 2007 01:32 AM
New Jersey Real Estate James Boyer Morris, Essex & Union County NJ Realtor
RE/MAX Properties Unlimited, Real Estate - Morristown, NJ
Sounds like everyone's first 6 months to 18 months.  You have to stay confident, and you have to be sure of your self, and above all else, just because you don't have a buyer commited to you, don't give much time to someone who refuses to commit to you, you will not win them over, send them on their way.  That is what people like that need to have happen to them.  They need to be shown the door, and that they are out of line.
Sep 21, 2007 01:56 AM
Marcia Kirtonx
EXIT All Seasons Realty - Brooklyn, NY
Brooklyn, NY - EXIT Realty
Oooh... the suspense is killing me! When should I tune in for the next episode?
Sep 21, 2007 02:04 AM
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Marcia - tomorrow morning... bright and early!

Jake's story is based on a real-life agent. I wrote it to illustrate a very important philosophy in real estate sales... specifically, that real estate is not a number's game. So, I'd like your feedback (as we go along) as to whether or not I was successful in getting this point across.

Sep 21, 2007 02:11 AM
Robin Kurtz
Long and Foster Real Estate - Kensington, MD
I will follow Jake's exploits as they unfold. I don't want to spoil the ending, but did I just buy a used car from Jake?
Sep 21, 2007 02:42 AM
Marcia Kirtonx
EXIT All Seasons Realty - Brooklyn, NY
Brooklyn, NY - EXIT Realty
Oh a refreshing view! ... I always cringe when people say real estate is all about numbers. Say it aint so! Looking forward to your perspective on the subject.
Sep 21, 2007 03:03 AM
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents
I'm staying tune to this one.
Sep 21, 2007 03:18 AM
Ashley Drake Gephart
Drake Intel Group - Albuquerque, NM
Poor Jake was trained by the "Here's a phone and here's your desk" mentality! I had a trainer who had that along with a bonus of a telephone book tossed her way. She staggered around a few months until another agent took her under his wing. Can't wait to see what happens with Jake.
Sep 21, 2007 05:41 AM
John MacArthur
Century 21 Redwood - Washington, DC
Licensed Maryland/DC Realtor, Metro DC Homes
Jennifer - I had a dream. A poor young man was walking to his car with a box of surplus postcards, a name plate, a stack of papers containing a do-not-call list, left over packs of flower seeds and a rubber banded stack of bills from lead generation companies, post card companies, advertising supply companies. In the background a conversation drifted from the office...."Hey wasn't that Jake?" and the reply "Jake? Jake? We don't need no stinkin' Jake. Have you got the list of new graduates from real estate school? I have phone calls to make." Ah, fulfillment of my favorite little quote - "Loaded for bear, headed for despair." Right on, write on, Jdawg
Sep 21, 2007 06:37 AM
Dianne Barody
Century 21 AmeriSouth Realty - Pensacola, FL
Pensacola Florida Real Estate
Jennifer, I am loving your story...........sounds like a lot of us when we first got started and sounds like some of us now.  Looking forward to reading more.
Sep 21, 2007 06:44 AM
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul
All rightee... more Jake coming up.
Sep 21, 2007 10:58 PM
Tracy Saunders
Chase International - Incline Village, NV
Should be fun to watch.  As a new agent I have not felt Jakes pain but look forward to hearing as they say...the rest of the story.
Sep 22, 2007 11:55 AM
Debra Kukulski, Broker Associate
RE/MAX Suburban - Cary, IL
SRES;SFR,CDPE;GRI;ABR;e-PRO Realtor, Northern IL

It's a tough start but it is great you are helping Jake find his way!

Jul 15, 2008 03:38 AM
Bill Magnus, Assoc. Broker, CRS,ABR,e-PRO

When we start any job we are at the mercy of those who manage us. If you think there are some lousy salespeople out there look at who trianed them and ask how did they get into this posititon. I ship without a rudder doesn't need any sailors. Jake needs ot look for an office with some structure. Good luck Jake!!

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