The "Secret" To Success As A Real Estate Agent
I've read all the posts about what it takes to be a successful sales person. I
disagree with very little of what is said, however, I think a major component
of success has been over-looked.
When I started in real estate in 1975 I worked for a broker that hired mostly
young, aggressive guys (sorry girls) and had them all working in the office.
We got training regularly. We had sales meetings regularly, We did "floor
time" three or four days a week. We "caravan-ed" the new listings every week.
And the best part was that we were competitive. There was a monthly sales
contest. The winner was the agent with the most "sides." And yes, we double
sided as many deals as we could.
But even with that said, everyone was willing to help should you need help.
Now, for the passed (or is it past?) several years, I have worked from my
home office. This seems to be the new way to work. A lot of brokers don't
want agents in the office. The agents don't want to pay the broker (they want
100% commission) so the broker really has very little incentive to provide
office space.
The Biggest Loser
I think we are all the loser for this new way of working.
The office environment makes us more professional. You can't sit around in
your underwear in the office.
The office environment creates a better image for clients. "Why are we always
meeting at Starbucks? Don't you have an office?"
The office environment makes us put in a full day. It is a whole lot easier to
watch another hour of Fox News in the morning if you don't really need to be
somewhere.
And the office environment keeps us up on our game. The other agents will
talk about the class they just took, the bulletin from the board, local trends
and issues. or the problems they encountered with their latest escrow. You
don't get any of this if you are "working" from home.
Sales "Tricks"
So you can learn all the tricks and techniques of salesmanship, all the right
questions to ask to lead your prospect to the final closing question, but you
are really missing the boat if you don't work in a professional office
environment.
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