"I believe the real difference between success and failure in a corporation can be very often traced to the question of how well the organization brings out the great energies and talents of its people."
— Thomas J. Watson, Jr.
A Business and its Beliefs (1963)
I was fortunate to begin my career in real estate under the guidance of an amazing office manager. She embodied the quote above as her main focus was to enable us to be successful agents and provide us with the tools to do so.
Her objective was to have each agent start with the basics and be organized and ready when a seller or buyer requested a meeting. As a new agent, you focus on cold calling or contacting your sphere of influence but neglect to be prepared if you have success with a prospect. Most offices have “packets” of information in folders ready to go, but if you don’t personalize that packet and make it your own, you may stumble during the appointment.
For example, if you are preparing a day of showings to a buyer, don’t just print the MLS info sheets. Include any associated documents the listing agent added to the system. Prepare your dialog for the CIS discussion. Include a blank sales contract so the buyer is prepared for the offer process. Provide an agenda with the schedule of showings, listing each property with sales price, tax info and size. Gather local town information with a calendar of events and perhaps a street map. I also include water bottles and hard candy.
As a new agent, your first listing presentation may be the toughest part of this business. My manager scheduled practice “pitch” sessions and encouraged all agents to know the numbers but to sell ourselves. Many agents get the listing, put a sign out and hope for the best. She suggested the focus should be on the value we, as new agents, would provide through energy, enthusiasm and education. Remember, as a new agent, you bring a fresh approach and an expectation of success and if you communicate that effectively, you will gain clients and a loyal following.
I have been a Realtor® for almost 10 years and I still follow many of the tips and tricks as well as adding a few of my own. Don’t forget the basic fact this is a business and if you treat it as such, you will be a success.