8 Ways to Succeed in Real Estate, for New Agents (and Veteran Agents)
What You Didn't Learn in Real Estate School
They don’t teach you how to sell in real estate school, they teach you how to pass the exam!
In his blog on "8 Ways to Survive in Real Estate," Fred Griffin provides excellent advice for new agents, and great refresher information for veteran agents as well. Please visit Fred’s post to leave your comments.
Congratulations on passing your Real Estate License Exam! Now you need to use the information and the real world experience that will put commission checks in your pocket!
1. You are in Sales - know how to Sell
Real Estate Licenses in almost every state contain the word, "Salesperson". To succeed in this business, you must understand basic concepts of Selling.
Terms like "buying signs" and "closing them on the sale" should be familiar to you. Know how to ask closing questions, have good listening skills, observe body language.
Be comfortable and assertive in asking for pre-approval or proof of funds letters. Be able to convince a FSBO why it is in their best interest to work with you and pay you a commission.
There are many courses, seminars, webinars, and books on "The Art of Selling" available to you. Start mastering the skill of selling today.
2. Get Inside some Houses
Get comfortable previewing occupied houses and vacant houses. Be familiar with lockboxes, both electronic and combination lock. Know how to leave feedback, both on paper forms and online. Know how to talk to Listing Agents and Showing Services and Sellers about their properties.
Start with Open Houses. Search your MLS for both Broker Opens and Open to the Public.
Next, preview vacant houses that do not have alarm systems. Pick a neighborhood or area, go and open some doors. Be sure to comply with the instructions in your MLS. When asked for feedback, say "Personal Preview by Agent"; make any pertinent comments.
3. Learn your Contracts and Forms
This will require attending classes at your Board or Association. Get printed copies of your Sales Contracts, Listing Agreements, Disclosures, etc. Read them and read them again. Pick some houses out of your MLS and complete half a dozen of each form using "John Doe" and "Jane Doe" for the parties.
When you are sitting with a Buyer or Seller you MUST be familiar and confident filling out the Contracts, both with a pen, and online.
4. Tell People that you are in Real Estate!
Let everyone know that you are in Real Estate. Friends, family, neighbors, acquaintances, your auto mechanic, the cable guy, the mailman, your doctor, store managers, waiters... every person that you meet. Hand them your business card, tell them to call you when they want to know anything about local real estate.
5. Establish an Internet PresenceYou should be actively Blogging on ActiveRain.
You should have a Social Media Presence. Start slow, don't sign up for more sites than you can regularly participate on.
Set up a Website with an IDX or MLS search. Do not be a "page" on your Broker's Company website... make it YOUR website!
Be familiar with, and complete your basic info on Trulia, Zillow, and Realtor.com. Many Real Estate Agents do not like these websites, but these are the websites that are being surfed by the Buying and Selling Public.
6. Brand Yourself, not your Broker's Company
You may be proud to work with Super Duper Big Real Estate Company, but do you really need to promote that company? No! You need to promote yourself.
7. Establish a Support Network
Find Mentors Take some Top Producers to lunch. Spend face time with successful agents who have "been there done that".
Network with Lenders, Surveyors, Appraisers, Home Inspectors, Insurance Agents, and Title Company or Title Law Firm personnel.
Be Active in your local Board or Association of Realtors. Meet the staff, officers, and directors. Shake hands, introduce yourself, take people to lunch.
Get a good CPA.
Get a good Real Estate Attorney (find out who your Board uses).
Meet some Technology People who can help you with web design, cell phone issues, and computer help.
8. Have a Winning Attitude!
Associate with winners, not losers. Surround yourself with optimistic, successful people. Successful agents are making money and getting ahead.
Keep your car in showroom condition.
Dress for Success. People will judge you by the way you look. Dress one level above your prospective clients and customers.
Congratulations on passing your Real Estate License Exam! Now you need to use the information and the real world experience that will put commission checks in your pocket!
Disclaimer: All of the above may be governed by your Independent Contractor or Employment Agreement with your Broker or Employer. See an Attorney for legal advice.
Disclaimer: Nothing in this blog article is to be construed as legal advice, tax advice, or financial advice. For legal advice see an attorney. For tax advice or financial advice see a tax attorney, certified public accountant, or other qualified professional.
Frederick Griffin, Licensed Real Estate Broker Tallahassee, Florida 850-339-4861
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Buying or Selling a Home in Tallahassee, Florida? You need the services of a trusted, dedicated Real Estate Broker when making the biggest financial transaction of your life!
Call Fred 850-339-4861
Frederick Griffin, Licensed Real Estate Broker Tallahassee, Florida 850-339-4861
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