Courage: A Vital Ingredient in Your Successful Real Estate Career

By
Services for Real Estate Pros with Marte Cliff Copywriting
https://activerain.com/droplet/4Fzy

You may think that the only careers that require courage are those in which you risk your life. You know, things like fire-fighting, painting the Golden Gate Bridge, facing down armed criminals, or becoming a member of our armed forces.

But the truth is, a successful career in real estate also requires a hefty measure of courage. 

It begins with the courage to leave a weekly paycheck behind. Those dangerous jobs at least do come with a paycheck. But when you turn to real estate as a career, you have no such safety net. It's pretty scary to know that even if things go well, you're not likely to have any income for at least 2 or 3 months. 

Next is the courage to invest in your future, even before you've earned a risking your moneydime. Thousands invest heavily in a college education, but they're looking forward to a day when they'll have a guaranteed steady income. 

When you embark on a real estate career, you can't look forward to any such guarantee. In fact, it's the same as opening any new business - there is no guarantee of success and no steady paycheck in your future. 

You must be fearless!

Properly beginning a real estate career requires the same fearless attitude as starting a new restaurant or a new retail store. You have to invest the money and the time before you can expect to get something back out. (Fortunately, real estate requires a much smaller investment.) 

Those who succeed in real estate are likely to be those who jump right in and invest in basic equipment for a home office; a website and URL of their own; professional copywriting to fill that site with client-attracting content; appropriate software or services for lead gathering, contact management, and follow-up; copywriting, printing, and postage for prospecting; and perhaps even a more appropriate wardrobe.

Can you do it without the financial investment? 

You can't do it without any financial investment, but yes - you can do it with a small financial investment as long as you're willing to invest heavily with time and persistence.

 

See my e-book: 107 Ways to Build Your Real Estate Career on a Tiny Budget.

 

The next bit of courage is more personal. It's the courage to admit that you are in 

man on phonesales – and to tell everyone you know about your new career.

This has to be done carefully and presented as a benefit to them. You don't want to come off as a beggar, hoping they'll throw business your way. Instead, you have to position yourself as a resource they can use any time they have a question about real estate – and you have to mean it.

The courage to do the job you've trained for is much the same in real estate as any other career, except that you're starting out with less education than that required for entry into most other professions.

 

For instance: A little research told me that in addition to the exam, those who want to obtain a real estate license in Idaho need a total of 90 class hours. Those who aspire to become a Certified Public Accountant need a Bachelor's Degree plus 30 additional credit hours, for 150 total. (How many class hours does it take per credit hour? Quite a few.) 

You have to have confidence in yourself and faith that you have studied well and can do what's expected of you, while remembering that in order to really succeed, you'll need to keep right on learning more. 

Since real estate is not the least bit predictable and no two transactions are exactly alike, you'll have to have the courage to ask for help and guidance when you need it. You can't be afraid to go to your broker, a seasoned agent you trust, a title officer, an attorney, or a lender and ask the questions.

 

Self-promotion takes a whole lot of courage.

typing on laptop

It takes courage for an agent to blog if writing isn't his or her "thing." 

It takes even more courage to write something that says "I'm the agent you need." At least half of the agents who call on me to write their agent bios say they can write about everything else, but when it comes to talking about themselves and the benefits they offer to clients, they simply can't do it. 

I do it for them – but they still need the courage to publish that promotion on their website, social media sites, etc. 

It even takes courage to mail prospecting letters to strangers, knowing that some will be annoyed by what they see as an intrusion. And what about door knocking and cold calling? Who is afraid of being yelled at or having a door slammed in their face? (Most people perhaps?) 

 

Next comes the courage to do what was the most difficult for me as an agent: The courage to tell people the tough facts that they really need to hear.

For instance:

  • The courage to tell a listing client that they HAVE to clean the house, get rid of the junk, empty the cat box, etc.
  • The courage to say "No, your run down dump is NOT worth what the perfectly maintained home down the street sold for." (Not in those words, of course!)
  • The courage to say "You're not helping when you follow potential buyers around the house. You really do need to leave during showings."
  • The courage to tell a buyer that they MUST get pre-approved before you'll show them seventeen homes.

Sometimes you even need the courage to cut a client loose.

When you realize that the seller will never cooperate with getting the house ready, that the buyer will never meet with a lender and get pre-approved, that the seller will never agree to a realistic price, or that the buyer really only enjoys looking at real estate, it's time to stop wasting your time. It takes courage to end the relationship when you've already invested hours, but sometimes it must be done.

Later, you need the courage to stand up for your client in negotiations and to push and prod when things aren't being done on time. 

Finally, at the end of a successful transaction, it takes courage to ask for the testimonials that will help you build your business.

The bottom line…Real estate is not for wimps. 

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Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Ginger Harper 06/26/2015 11:45 AM
  2. Praful Thakkar 07/02/2015 08:27 PM
Topic:
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Rainer
269,368
Chris Lima
Atlantic Shores Realty Expertise - Port St Lucie, FL
Local or Global-Allow me to open doors for you.

Awesome post, Marte.  I could feel the adrenaline as I was reading because I can certainly relate.

Jun 29, 2015 09:53 PM #84
Rainer
24,465
Katie Graham
Cherry Creek Properties, LLC - Denver, CO
Denver Real Estate

Reading your post was like reading  real estate self help book.  Thanks!  We need to stay strong and this is a tough business!

Jun 30, 2015 01:15 AM #85
Rainer
82,770
Jim Miner
Miner Noh & Associates - Phoenix, AZ
Loan Modfication & Short Sale Specialist

That was a courageous post, also it was a good one.

Jun 30, 2015 05:02 AM #86
Rainmaker
1,543,566
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Thom Abbott I expect everyone has those days.

Praful Thakkar I remember it well...

Chris Lima We all have fears now and then. Overcoming them to keep on going counts!

 

Jun 30, 2015 09:22 AM #87
Rainmaker
1,543,566
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Katie Graham I've read plenty of self-help books - maybe now it's time to write about it? 

Jim Miner I guess it was, in a way. I had no idea that it would resonate with so many. In fact, I was a little afraid everyone would say "Don't tell me. Tell the people who think our job is easy."

Jun 30, 2015 09:23 AM #88
Rainer
375,121
Edward Gilmartin
CRE - Boston, MA

It's all about bouncing back from transactions that fall apart.

Jun 30, 2015 09:17 PM #89
Rainmaker
1,543,566
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Edward Gilmartin Yes, and unfortunately, that does happen. 

Jul 01, 2015 05:37 AM #90
Rainmaker
196,309
Karen Mathers - REALTOR®
Keller Williams Vero Beach - Vero Beach, FL
When it Matters, Choose Mathers! 772-532-3221

I could never tell someone they had to clean up their house when I first started. I look back and realize that I failed them. Yes they should have known, but they are looking to me to be the expert and tell them what to do.  

It is always a work in progress but I have come a long way.  I think I will go and get that price reduction tomorrow! 

Jul 01, 2015 11:51 AM #91
Rainmaker
980,854
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Love this post!  Same as getting old is not for sissies!  Courage is one key ingredient that oftentimes forget it takes to be IN this business.  

Jul 02, 2015 04:54 AM #92
Rainmaker
1,543,566
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Karen Mathers - YOUR Vero Beach, FL Realtor Trying this again! My earlier reply just isn't here. 

When I first got into real estate I couldn't do it either. I had this idea that if the house wasn't clean, the people simply didn't know any better, and would be insulted if I mentioned it. 

Jan Green And getting old as a real estate agent REALLY isn't for sissies! At least you don't need to worry about that for a while yet... 

Jul 02, 2015 01:20 PM #94
Rainer
6,079
Lisa Vining
Coldwell Banker Trails and Paths - Mesa, AZ
Real Estate Agent serving the East Valley

Can't say thanks enough for sharing your wisdom! 

Jul 02, 2015 02:59 PM #95
Anonymous
Dick Dennis, Sun City, CA

Talking about getting old as a real estate agent, it's not easy by a long shot. I'm turning 84 in 2 months and it really does take a healthy bit of courage to even continue on with the business. Aside from my having 3 heart attacks in 5 years and now my wife starting to fight off cancer, after 46 years in the business . . . I really don't give a good God d---!

Jul 02, 2015 10:24 PM #96
Rainmaker
48,647
Adele Langdon
Los Angeles, CA
Exclusive Realty Inc.

Marte Cliff this is fabulous!  It should be required reading for all new agents.

Courage is the operative word, you better have it in this business. Thanks for sharing a comprehesive list of the necessary elelments that go into starting a RE business.

Jul 03, 2015 12:36 AM #97
Rainmaker
579,324
Pat Starnes-Front Gate Realty
Front Gate Real Estate - Brandon, MS
601-991-2900 Office; 601-278-4513 Cell

Martie, I see why you are the real estate writer. Being in real estate DOES take courage and resilience. 

Jul 03, 2015 11:47 AM #98
Rainmaker
1,543,566
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Lisa Vining Thank you!

Dick - I can see how you might feel that way. Best wishes to your wife in her battle.

Adele Langdon This is just one of the things new agents need to know - or perhaps one of the things people should know before they pay the money for those real estate classes.

 

Jul 03, 2015 01:16 PM #99
Rainmaker
1,543,566
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Pat Starnes Thank you for the compliment - and thanks for reading!

Jul 03, 2015 01:17 PM #100
Rainmaker
1,060,962
Sharon Parisi
United Real Estate Dallas - Dallas, TX
Dallas Homes

Marte Cliff  The most difficult thing for me is self promotion!  I wish I could hire you full time!

Jul 08, 2015 03:38 PM #101
Rainmaker
1,543,566
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Sharon Parisi That sounds like fun - I'm ready when you are! 

Jul 09, 2015 01:08 AM #102
Rainmaker
1,675,919
Winston Heverly
Winston Realty, Inc. - Atlantis, FL
GRI, ABR, SFR, CDPE, CIAS, PA

Hi, what a great post, I'm glad I came across it during my search.

Aug 31, 2015 01:19 PM #103
Rainmaker
1,543,566
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Thanks Winston Heverly I appreciate your kind comment. 

Sep 02, 2015 07:45 AM #104
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