Knowing What to Say in Real Estate

By
Real Estate Agent with Value Added Service, 602-620-2699 SA5376460000

My First Sale in Sun City GrandeThanks to Anna's contest regarding Best Business Practices, some great memories are surfacing!  Remembering my first few weeks in the business in 2003 reminds me of some valuable lessons learned.  

 

My first year in business was like a lot of new agents.  Only thing is I was new to Phoenix as well and newly single to boot.  

 

I didn't have a clue what to say to others about real estate because I was just getting started; however, like a lot of folks I had past careers to draw from. Knowing What to Say in Real Estate wasn't easy, but thinking back on past careers helped. 

 

Having a 3 week old license I knew that having clients was key to getting business.  So I asked the receptionist in the office if there might be an agent I could hold an open house in Scottsdale for in the coming days.  She pointed me to an agent with a team and a separate door to our office.

 

Immediately feeling intimidated, I asked about the open house and he asked if I had any open house signs.  Telling him I had no signs, and he replied, "What kind of agent are you?"  To which I replied, "One that's willing to learn."  He grinned and said I could borrow his signs.  

 

Embarking on the open house the next day, I tried a strategy that just came to me in the blink of an eye but made the most sense.  A buyer ascended on the open house, driving straight from the airport.  He was in town to buy an investment property, his seventh.  Having had a background in finance, the thought occured to me . "Would you like for me to save you some gas?"  Implying that he might be spending more time than necessary finding an investment property.  

 

Liking that idea, he said yes.  The next day I picked them up at 9 am at their time share unit.  By the end of the day we had written a contract on the last home we saw.  Taking them back to their time share resort at 10 pm was the most rewarding experience, and exhilirating.  I learned to be direct and to the point with that investor and that model has worked every since. 

 

That agent was a mentor to me for the following few open houses.  He always dropped in at the end of the open house to see how I had fared.  He was an  intelligent, older man who had a great dry wit about him.  I also learned during our many discussions that we were both insurance agents in the past. Selling an intangible, we both agreed, was more difficult than selling a house.  Just that conversation alone helped to put me at ease that I did have talents after all!

 

There always seems to be something that needs tweaking in this business.  I'm currently working on adding more video to my business. I'm a bit shy about it but getting better at every turn.  I've learned to rehearse in advance for at least 30 minutes on what I'm going to say.  Remembering the high points or having large notes pasted on a wall helps a lot.  I don't want to miss key points so I've learned that Facebook Live does give you a do-over opportunity, thankfully! 

 

Video is a very powerful tool and one I'm working to add more of in my business. Currently, I'm working on a fix and flip remodel that will also be energy efficient and so have posted one video of the "before" rooms.  More on that in a later post and video!  

 

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HomeSmart Elite Group                                  

8388 E Hartford Dr., Suite 100

Scottsdale, AZ 85255                                                         

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Ambassador
3,305,957
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Hi Jan- one thing you did with that buyer was showing that you can think on your feet!  And that must come in handy in any sales!!!Good luck with your video. 

Aug 09, 2017 09:30 AM #4
Ambassador
2,681,466
Anna Banana Kruchten CRB, CRS, Broker
Phoenix Property Shoppe - Phoenix, AZ
Arizona's Top Banana of Real Estate!

Hi Jan - great post!  It's fun to hear about your very beginning in the biz. You figured it out fast and brought a lot of skills to the table with your previous careers. You are an awesome agent, one that I highly admire because you keep going and going and going!

Aug 09, 2017 09:41 AM #5
Rainmaker
1,717,084
Patricia Feager
DFW FINE PROPERTIES - Southlake, TX
Selling Homes Changing Lives

Isn't it amazing how much talent we possess and don't even know until put to the test and have something to compare it with? I enjoyed reading your story very much.

Aug 09, 2017 09:53 AM #6
Rainmaker
884,368
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Thank you Kathy Streib sometimes the brain cells fire automatically.  I was a nervous Nelly though.  Thanks to that mentor I calmed down after that one!  

Fun to reminisce too Anna Banana Kruchten, CRS !  Thank you, thank you girl.  You are a doll and a treasured friend!  

You're right  Patricia Feager !  It's interesting what we think we don't know, too! 

Aug 09, 2017 01:33 PM #7
Rainer
404,889
Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Jan,

Those sure sound like good lessons. The best thing, I learned early on was to respond to the question "how long have you been in this business?" "It sure seems like forever ...." It did feel like it after 3 days, 3 weeks, 3 months, 3 years .... There is just so much to learn, I still get stumped sometimes.

Aug 09, 2017 08:23 PM #8
Rainmaker
346,559
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

Jan, thanks for sharing your from your experience. You know how important it is to ask questions so you can learn.

I see so many today who come in thinking they know everything and yet know very little.

Keep asking those questions and continue to share your experiences, it helps us all.

Aug 10, 2017 05:37 AM #9
Rainmaker
1,967,983
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

I really enjoyed reading your story Jan! I've enjoyed reading the comments too!

 

Aug 10, 2017 06:32 AM #10
Ambassador
3,584,681
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

Hi Jan

I suspect we all struggled with what to say when starting out in this business but it sounds like you did just fine. And that question for the investor was right on target.

Good luck with your videos!

Jeff

Aug 10, 2017 10:03 AM #11
Rainmaker
884,368
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Thank you Jeff Dowler !  Sometimes we get it right.  I had so many people coming into the open house that day and that made it easier to chat somehow.  Whatever, it worked at that moment!  Have a great day!

Aug 10, 2017 10:19 AM #12
Rainmaker
1,388,189
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
your real estate writer

You were very fortunate to find such a good mentor early on. People who are willing to share their knowledge and help a "newbie" are very valuable.

Aug 10, 2017 01:31 PM #13
Rainmaker
884,368
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

You are right Marte Cliff .  The receptionist that we had at that time was a real gem.  She always made it a point to be of the utmost help and this is one of those situations!  

Aug 10, 2017 03:38 PM #14
Rainmaker
257,894
DALIA KIBBY
Keller Williams Realty Partners SW - Cooper City, FL
Selling Broward County Homes with Passion!

The start of any career can be a challenge, seems like you handled it very capably. Good post!

Aug 12, 2017 06:45 AM #15
Rainmaker
309,028
Steffy Hristova
HomeSmart Elite Group Tempe AZ Tel: 480-966-9353 - Tempe, AZ
Tempe AZ Realtor - Your Home Close to Your Work!

Jan, you had the skills and luck to find a mentor early in your career. Being a teacher and a life-long learner is very helpful in our industry, too. Thanks for sharing your story, I enjoyed reading.

Aug 12, 2017 09:39 AM #16
Rainmaker
125,401
Stavrula "Sam" Crafa, RNC,GRI, CDPE, PSA
Future Home Realty - Seminole, FL
Providing the integrity and service you deserve.

Congrats on the featured post. I like reading about  different people and their experiences on their real estate journey. It certainly is a wild ride with it's ups and downs, isn't it?

Aug 14, 2017 08:53 PM #17
Rainmaker
884,368
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Thank you DALIA KIBBY .  I must confess that I used to be a securities licensed insurance agent. Selling an intangible was interesting!

I'm glad that it was interesting for you  Steffy Hristova !  I hope you can come to our ActiveRain Meetup 9/12!  

Aug 15, 2017 08:59 PM #18
Rainmaker
884,368
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Stavrula "Sam" Crafa, RNC,GRI, CDPE, PSA - Thank you for reading. Yes, it is a wild ride and new with every client.  Good luck to you!

Aug 15, 2017 09:00 PM #19
Rainmaker
3,235,154
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Jan

Lessons learned become valuable life lessons.

Good luck and success.

Lou Ludwig

Aug 29, 2017 06:37 PM #20
Rainmaker
884,368
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

And the learning never stops Lou Ludwig !  thank you for commenting!

Aug 30, 2017 08:41 AM #21
Rainmaker
637,046
Kasey & John Boles
Jon Gosche Real Estate, LLC - BoiseMeridianRealEstate.com - Boise, ID
Boise & Meridian, ID Ada/Canyon/Gem/Boise Counties

I said a similar thing about video as my 3rd part.  I think I am afraid of it, but can see it's value in this technological age. -Kasey

Aug 30, 2017 03:31 PM #22
Rainmaker
884,368
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

You are so right Kasey & John Boles !  There is a learning curve as to how to smile, blink, talk, lighting.... I'm learning, but slow!

Aug 30, 2017 08:43 PM #23
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