Why New Licensees Fail at Real Estate

Reblogger Roy Kelley
Education & Training with Realty Group Referrals 16766

Most successful agents take years to develop routines and master the skill of closing deals.

Original content by Debbie Reynolds TN Broker: 208698

They Come, They Go, But More Go than Stay


The road to success for a new agentOver the years I managed, trained and been a broker/owner who had the responsibility to interview and hire new agents into the business. I always used a list of questions that helped me decide the motivation and potential of the licensees. It's not all about the background, experiences and intelligence but about the willingness to invest both financially and personally into a new career. I made good hires and some not so good hires.

Successful agents present a glamorous picture of the world of real estate. We drive nice cars, live in nice houses, get to travel and seem to have clients always waiting for our services. The outsiders looking in see poised and confident real estate agents that lead a fun career and life. The new agent wants the same for themselves.

They don't see the long and late hours, days of working with no days off, the early morning distress calls and the weeks, months and years of experience and learning that has taken place to get to that level of success. It looks easy and we are at fault for making it seem like no effort is needed.

When the new hire starts, there is lots of new energy and enthusiasm. There is a commitment to learn and time is invested in studying forms, learning scripts, figuring out where to find buyers and sellers and maybe even shadowing a seasoned agent. There is lots to do and then frustration sets in. The self questioning begins like when will I get my first sale and why should a seller pick me over other more experienced agents? The appeal of the job has begun to fade and looks a lot less appealing. Reality has set in that it isn't nearly as easy as it looked and doubts and uncertainty come to mind.

Maybe this wasn't the right choice for a career. It is so much harder than ever imagined and the results aren't happening fast. Money is running tight and so is the energy and commitment that was there in the beginning.

These are the REAL reasons why real estate agents don't make it in the business.

  • Looking through rose-colored glasses
  • Unrealistic time table for results
  • Cash flow not sufficient to relieve day to day bill pressures
  • Not enough direction and management
  • Failing to establish systems to build a business
  • Inexperience, not knowing the right questions to ask
  • No sales skills or no real desire to learn
  • Not understanding how an independent contractor must work
  • Lack of creativity and interest in being resourceful
  • No written goals or plan
  • Not a self starter
  • Unwillingness to venture out or be rejected
  • Easily distracted by other responsibilities
  • Lack of dedication and time commitment
  • No love for the business 

New agents need to look into the future and know that it isn't going to be easy. Most successful agents take years to develop routines and master the skill of closing deals. You have to like people and want to serve. It takes commitment, determination and a clear goal. If you don't that, you will be one of those agents that comes and goes.

When you need Real Estate services in Clarksville TN

                  it would be my pleasure to assist you!                             

        "The Real Debbie Reynolds"

Check out all Clarksville TN Real Estate on My Website

931-920-6730 Office or 931-320-6730 Cell

Clarksville TN Homes

Berkshire Hathaway HomeServices-PenFed Realty

2503 Wilma Rudolph Blvd., Clarksville, TN 37040 


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Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

Please be sure to leave comments at the original blog by Debbie Reynolds

Jan 11, 2017 04:50 AM #1
Maria Sapio
Berkshire Hathaway Homesale Realty - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

I have seen many new licensees exit the business - Debbie raises some very valuable points in this blog.  Thank you Roy for the re-blog.

Jan 11, 2017 06:15 AM #3
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

We have just signed on a huge group of new agents at my company and I wonder how many will be there next year.

I hope they break the averages, Roy. Thanks for the reblog.

Jan 11, 2017 06:24 AM #4
Lottie Kendall
Today | Sotheby's International Realty - San Carlos, CA
Serving San Francisco and the Silicon Valley

We can always count on Debbie Reynolds  for great insight--and you have a knack for re-blogging the best posts. Thanks, Roy.

Jan 11, 2017 06:36 AM #5
Joan Cox
Metro Brokers - House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Roy, Debbie did a great job on this post, and it is sad when the expectation is not reality.

Jan 11, 2017 08:28 AM #6
Gloria Todor
Century 21 Absolute Realty - Media, PA
& Doug Durren (484) 431-3686 in SE PA

Roy a great reblog.  Yes this is a very hard business to master over the long haul. A lot of hard work to be successful.

All the best in 2017!

Jan 11, 2017 10:19 AM #7
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Thanks for the re-blog, Roy.  I missed this the first time and it is worth reading.

Jan 11, 2017 04:27 PM #9
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

Thank you again for the reblog. I hope it is helpful to new agents coming into the business. Have a good day, Roy.

Jan 16, 2017 07:57 AM #13
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