Thanks 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!