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What Rookie's Expect?

By Donna Whitaker

Real Estate Agent with Exit Premier Realty

October 13, 2007 01:36 PM

I am a Rookie to Real Estate bearly three months old.. However not new to sales.. as a rookie what are some of the things SHOULD one expect of their broker or office? Should there be plenty of admin support? How much training should one receive at one time? How many meetings should you attend? What about associations and various commmittees? Should a rookie focus on selling and selling alone? Should one expect the broker to give a few qualified leads just to get you started? I think the answer to some of these questions is yes but you will never arrive at some of them if you do not have the determination and tenacity to seek it out. The websites are available to us all, we should go there, search, print read.. Highlight the areas that maybe confusing to you and ASK ASK ASK. Never assume that they think you know. You do not know until you ask. Find a mentor a friend in the business who can help "hold your hand" Make sure you are paying attention! Take notes and plenty of them.. Another mentor of mine suggested I keep a notebook with everything I do throughout the day, jot down what I did whom I spoke to and what I spoke about. For me keeping one notebook will never work! I need several, different kinds shapes pages, fancy colorful! Rookies need help! We need assistance we need guidance.. If you have been in the business for several years you certainly know more than someone who has been in the business only three months! Give them a tip a suggestion have a chit chat take us for coffee! We don't bite we need you! Thank goodness for Active Rain! I found it because of Eva Wilson! http://activerain.com/evawilson

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Jason Romrell

Business Attorney and Success Advisor - Los Angeles, CA

Good tips. And always feel comfortable asking for advice. It's a great way to learn (but I always think it's good to do as much of your own homework first!). Nice post.

Oct 13, 2007 01:45 PM

Donna Whitaker

Exit Premier Realty - Laurel, MD

Exit Premier Realty

Definitely Jason, I do a lot of the research then I ask a few people their opinions and how they might do it. Some of these seasoned Agents have really good information!

Thanks for responding :-)

Oct 13, 2007 01:47 PM

Mike Klijanowicz

Cummings & Co. Realtors - Perry Hall, MD

Associate Broker @ Cummings & Co. Realtors

Don't EXPECT anything to be given from your broker as far as leads go! This business is about survival of the fittest and if you can demonstrate that you can survive and become a top producer at your office, then you can EXPECT to get some more leads! UNTIL YOU PROVE YOURSELF WORTHY, YOUR BROKER SHOULD NOT HAVE TO GIVE YOU ANYTHING!

Oct 13, 2007 01:53 PM

Mike Klijanowicz

Cummings & Co. Realtors - Perry Hall, MD

Associate Broker @ Cummings & Co. Realtors

Oct 13, 2007 01:53 PM

Laurie Mindnich

Centennial, CO

In my opinion, the ONLY THING that a rookie should focus on is getting a listing. Then, open-housing and advertising it. It's simple- keep it that way, if possible.

Oct 13, 2007 01:54 PM

Donna Whitaker

Exit Premier Realty - Laurel, MD

Exit Premier Realty

Laurie why do you suggest listings?

Michael why is that? I mean the broker thrives when you do and a little push when this is a dog eat dog world may help a Rookie Thrive anymore.. Lets face it this is not an easy job@!

Oct 13, 2007 02:24 PM

Chul KIM McGuire

CorpusTV.com - Corpus Christi, TX

Donna,

Wish you much success!

For any NEW or "veteran" Realtor,

If we can find a true mentor from our office or elsewhere who will give enough time as we may want it, then more power to the person. I believe ActiveRain is the ONE source that agents can learn as much as possible... almost real time. I don't know how I came across it, but I'm glad that I did.

Like any free or paid info (internet, books, audio, video, lectures), take what you need, evaluate the validity, use it, and test it to see if it works. Like any system, the procedures may work in one type of situation but may not apply in all.

What I've learned. Have the basics down first:

Like any sales profession, have 4 to 6 months of RESERVES to practice real estate if one is a single income earner!
Understand and Effectively use the Realty Rules and Regulations for your state and local board
Know how to market effectively and get CLIENTS
Study the market every day
Learn how to List and Write up CONTRACTS proficiently
List Infinity Times Over
Attract buyers by working harder and smarter
Learn selling process to get YES!: Prequalifications, Writing offers, Negotiations (offers, counter-offers, counter-to-counter, not losing the deal), final contract acceptance, escrow a contract, home inspections, contract amendments, appraisals, repairs, final walk throughs, CLOSING, and getting Paid
Have a list of handyman and professional trades (plumbers, electricians, pest control, appraisers, home inspectors) in your phone
Know the contents in the aisles of Home Depot and Lowes
Purchase a home owners guide to fixing everything in a house
Have a Website and CONSTANTLY improve it and update Contents
Don't use company's free network email address like janedoe@abcrealty.com/net/org etc. Most Realtors, if they survive in the business, switch realty offices when trying to improve their situation. So, if a Realtor has been marketing a particular email address for many years, well.... kiss that good buy when switching offices. Have a email address that is tied into the website like janedoe@incrediblehomes.com.
Don't Chase "Buyers!" Have a written Buyers Rep. Agreement in place! Otherwise, many hours, days, or weeks spent down the road gone to another Realtor. Even then, nothing is assured with some buyers who don't honor a written agreement. Taking a buyer to court is not worth it in many situations.

The following would be great to have before all those above. But, these take enormous amount of time learning, practice, and comes with experience.

Learn the 8 or 9 Steps to Problem Solving
CRITICAL: Learn ROI in everything, especially marketing aides (hard copy ads, soft ads). Many hard copy ads are fruitless and a waste of money!
Network, network, network
Learn and understand peoples needs and wants
Learn and understand the psychology behind negotiations
Learn when to SAY NO to Sellers, Buyers, other Realtors, and associates!

ABOVE all else, INTEGRITY, Honesty, and Faith should remain the back bone for anyone doing anything. Lose that or don't practice it, then anyone with conscious for right from wrong will reflect back when it's time to rest in peace and cry in shame. Then it's too late!

Cheers, KIM.

Padre Island, TX

Oct 13, 2007 02:27 PM

Donna Whitaker

Exit Premier Realty - Laurel, MD

Exit Premier Realty

Wow Kim this was awesome!

Oct 13, 2007 02:37 PM

Chul KIM McGuire

CorpusTV.com - Corpus Christi, TX

Donna,

Remember, many veteran Realtors have struggled and worked very hard to get to where they are. So, many may be less willing (consciously or subconsciously) to help newbies. They may have a mentality "I worked hard to get where I am and no one helped me. So, let he/she learn on their own." Terrible attitude, huh? But, that's life!

Remember, the market is VERY tough right now for newbies and veterans in most markets. So, all of us are trying to find that magic bullet! - BUYERS!

Many of us are seeking BUYERS! After all, it's a BUYERS market (more supply then demand). There are many opinions on AR for the reasons. You'll see posts nearly every day one opinion after another.

For those who will survive for another 1 to 1.5 or 2 years, will come out ahead in the upswing of the market! It's the now that most of us have to get through.

Cheers, KIM.

Padre Island, TX

Oct 13, 2007 03:19 PM

Donna Whitaker

Exit Premier Realty - Laurel, MD

Exit Premier Realty

Kim and Rosemary thank you for your kind words it means a lot to me in the business :-)

Oct 15, 2007 03:47 AM

Thavisak Lucky Syphanthong

Lucky Star Realty - Crescent City, CA

Donna, welcome to real estate sales! This is a great post and great topic, many of us, even realtors who hav been around for a few years are still trying to figure things out. I think there have been some great comments and advice about this already. Mine would be, most of all....HAVE FUN!!!:)

Oct 15, 2007 03:45 PM

Nicole Garner

Not Available - Tigard, OR

Thanks for sharing this great post. To this day I still ask..ask..ask!! There is always going to be somethings that you need to know. Welcome to Real Estate!!!

Oct 16, 2007 02:49 AM

Gary Woltal

Keller Williams Realty - Flower Mound, TX

Assoc. Broker Realtor SFR Dallas Ft. Worth

Donna, I certainly don't have all the answers for what works but I have found if you ask ten realtors a question you will get ten different answers. You have to figure out from the answers what works for you. Ditch the idea of mentors. You are your own best mentor. Some agents are very cooperative with you while others are busy with their own business, That's fine. It's their style. Keep meeting people everywhere. Network like crazy and keep asking for business and referrals. Active Rain will provide much FREE education if you read the articles.

Oct 20, 2007 05:11 AM

Kathy McGraw

CELLing Realty - White Water, CA

Riverside County CA Real Estate

You asked a lot of questions, but Kim gave you some great advice. I give all my new agents a few great leads to get started as this is inc=deed a tough Market right now. You asked why someone would tell you to get listings....well, if they are priced right, then someone else can sell it for you.....but qualified buyers are better, just more work.

As to Office Meetings, if they don't have any then ask the Broker if you can have some one on one time, or find a mentor in your office...usually they want a small piece of some of your first de3als though depending on the type of Office, and Model you are working in.

Good Luck to you......and yes, this is a great place to learn.

Oct 20, 2007 08:31 PM

Donna Whitaker

Exit Premier Realty - Laurel, MD

Exit Premier Realty

Kathy thanks for your comments.. I have been assigned a mentor in my office and a friend of mine here on Active Rain has been very influential to me as well!

Active Rain is the best!

Oct 21, 2007 02:01 PM

Lanre-"THE REAL ESTATE FARMER" Folayan

ERNAL REAL ESTATE GROUP with Samson Properties - Bowie, MD

I don't make promises.I deliver results.SOLD HOMES

I am your best friend on Active Rain right? - LOL. Anyway,like someone said,you are your best mentor. And kim had a whole lot of great advice. I think that I should subscribe to her blog.

Nov 10, 2007 02:34 PM

Shelley D. McDaniel

EXiT REALTY CENTRAL - Norfolk, VA

Kim Cheers, I loved your advice, it should work out for anyone new or veteran. I've listed it on my cork board as a reminder daily. There is so much to remember when you're new but in the end it all pays off and is well worth it if you have the passion and patience to see it through.

Jan 07, 2008 03:36 AM

Rick Dean

Bank of America - Linthicum, MD

Hi Donna, Great article about Rookie agents!!! I'm a Sr Loan Officer with CHASE. I sponsor Rookie Realtor orientations a few times a year and hear the same questions you ask. Like everyone else---the more you know, the more your client will trust you and use your services. That's why I meet with Rookie agents on a regular basis to help them understand the basics of the mortgage process. If no one has spent a couple hours with you about home financing, I'd be happy to meet with you. Even though my office is in Anne Arundel Cty, I have family and clients in St Mary's Cty so I'm in the area quite often. Please don't hesitate to call, 410 451 7741.

Jan 07, 2008 04:34 AM

Danita Allen

Haven Realty Centers - Andrews AFB, MD

Great Advice! Thanks!

Jan 13, 2008 09:21 AM