Keys To Sales Success

By
Mortgage and Lending with George Souto NMLS #65149 FHA, CHFA, VA Mortgages NMLS #65149
http://activerain.com/droplet/59g9

One of the ActiveRain Challenges this month is for us to provide "Advice for New Agents Getting into Real Estate".  In doing so we are to answer three questions to "help a new agent from making the same mistakes you made".

  • What do you wish you had known the very first year you were in the business that cost you lost business or income? 
  • Was there ever a time you questioned whether you had made the right choice of being a real estate agent? What events caused you to stick with it and succeed?
  • What are 3 things you have learned along the way that have positively affected you and helped improve your real estate business?

The three questions above are all topics I have written about in the past 11 years I have been a member of ActiveRain, so I will try to condense what I have written about in the past into this blog.

 Question #1:

What do you wish you had known the very first year you were in the business that cost you lost business or income?

  • Don't make decisions for others.  Have enough respect for them to let them make their own decisions.  Our job is to provide enough information for our clients to make their own decision.  It is not our job to make the decision for them, nor do we have that right.
  • Don't take things personally.  You cannot have thin skin in this business.  Not everyone is going to like you and welcome you with open arms.
  • Don't be bashful.  You are not being pushy by asking for the business.  If you don't ask for it, someone else will and they will be the one to get it.

 Question #2:

Was there ever a time you questioned whether you had made the right choice of being a real estate agent?  What events caused you to stick with it and succeed?

  • This one is short and simple. YES!!!  You are not human in my opinion if you have never had a doubt about choosing this line of work.
  • I stuck with doing what I do once I originated my first loan and realized I was good at it.  The other reason why I have stayed in this business was the feeling of accomplishment and satisfaction of helping someone purchase a home who did not think they would ever be able to own one.
Question #3:
What are 3 things you have learned along the way that have positively affected you and helped improve your real estate business?
Even though this challenge only requires 3, I am going to double that and give 6 suggestions.
  • Take time each day to count the good things, and do not focus on the bad things.
  • Under promise and over deliver.  Don't make promises you cannot keep.  If you say you are going to do something, make sure you can do it.
  • Organize, Organize, Organize.  Pay attention to details.  Know how to access information quickly and efficiently.
  • Follow up, Follow up, Follow up.  Don't leave anything for tomorrow, do it today.  Be proactive and do not wait for others to get back to you.
  • Never stop learning.  Take advantage of EVERY training opportunity offered to you. AND return your phone calls PROMPTLY!!!
  • Don't EVER stop making sales calls.  NO matter how busy you are you need to CONSTANTLY prospect for new business.  If you do not do this you will be out of this business quicker than you got into it.

There you have it.  What you do with what I have written above is up to you.

 

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Info about the author:

George Souto NMLS# 65149 is a Loan Originator who can assist you with all your #FHA, #CHFA, and #Conventional #mortgage needs in Connecticut. George resides in Middlesex County which includes #Middletown, #Middlefield, #Durham, #Cromwell, #Portland, #Higganum, #Haddam, #East Haddam, #Moodus, #Chester, #Deep River, and #Essex. George can be contacted at (860) 573-1308 or gsouto@mccuemortgage.com

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 Info about the author:

George Souto NMLS# 65149 is a Loan Originator who can assist you with all your #FHA, #CHFA, and #Conventional #mortgage needs in Connecticut. George resides in Middlesex County which includes #Middletown, #Old Saybrook, #Middlefield, #Durham, #Cromwell, #Portland, #Higganum, #Haddam, #East Haddam, #Moodus, #Chester, #Deep River, and #Essex. George can be contacted at (860) 573-1308 or souto@snet.net

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Rainmaker
1,365,957
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Hi George Souto, great advice to all new and veteran agents.  

Jan 11, 2018 06:36 PM #8
Ambassador
1,971,138
Wanda Kubat-Nerdin - Wanda Can!
PK Real Estate Utah South - St. George, UT
So Utah Residential, Referral & Relocation REALTOR

Love the honesty in this post George. This industry requires on-the-job-training and learning how to adjust and adapt often!

Jan 11, 2018 06:39 PM #9
Rainmaker
1,379,304
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
your real estate writer

I love this post George. You have imparted a wealth of knowledge and wisdom in just a few words.

Jan 11, 2018 06:50 PM #10
Ambassador
3,627,993
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

This success post is for all of us. New agents should read and take it to heart. 

Jan 11, 2018 07:19 PM #11
Ambassador
3,551,343
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

George

Why isn't this featured? There is so much great information in here that works for us all, no matter what we do in the business.

Jeff

Jan 11, 2018 07:56 PM #12
Rainmaker
2,670,961
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

George as always great advice and sadly many do not get it, or read it and they fail...Endre

Jan 11, 2018 09:52 PM #13
Rainmaker
335,547
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

George, you have shared some great points for those new to real estate that if they will heed your advice will lead down the road of success.

It is also a great reminder for seasoned agents.

Jan 12, 2018 03:54 AM #14
Rainmaker
173,313
Pete Baranowsky Jr
The Castle Team at Maximum One Realty Greater Atlanata - Dallas, GA
Selling Good Homes, Priced Right, Quickly

As always, George Souto great post.  Most of us have not been new for a while  but this post is a wonderful reminder that we can be new again, even if it's just for today, if we open our mind to wisdom shared by other rainers!

Jan 12, 2018 04:48 AM #15
Rainmaker
2,347,670
Nina Hollander
RE/MAX Executive | Charlotte, NC - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

What a wonderful post with so much "meat," George. Hopefully many newbies will read it and take it to heart.

Jan 12, 2018 05:48 AM #16
Rainmaker
2,347,670
Nina Hollander
RE/MAX Executive | Charlotte, NC - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Carol Williams ~ suggesting this post for your Second Chance Saturday post. It's outstanding!

Jan 12, 2018 05:49 AM #17
Rainmaker
1,956,021
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Well done George! I'm sure this information will be very helpful to new agents!

Jan 12, 2018 06:46 AM #18
Rainer
26,049
David Fox
Progressive Lending Solutions - Saint Paul, MN
Mortgage Loan Consultant

Great advice George! Not only is this a great reminder for agents and even mortgage consultants, but your 3 questions are great conversation starters for making new relationships! 

Thank you so much! 

Jan 12, 2018 09:24 AM #19
Rainmaker
435,654
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Specializing in Brookside, Waldo, Prairie Village

Good reminder to ask for the business!  That is something I don't do and I should.

Jan 12, 2018 09:55 AM #20
Rainer
55,790
Jody Finucan
Keller Williams Greater Cleveland Northeast - Mentor, OH
Realtor, CDPE - Northeastern Ohio Real Estate

Thank you. Great post! I sent it to my daughter who is new in the business!

Jan 12, 2018 12:12 PM #21
Rainmaker
6,616
Julie Riley
Carolina Realty of the Lowcountry - Port Royal, SC
Real Estate Agent serving Beaufort County

George...great, great, great advice!  I almost feel as if this post was written just for me!  (pretty egotistical, huh)  Number 3 really hit home!  Thanks for your first-rate and very significant guidance.

Jan 12, 2018 12:44 PM #22
Rainer
6,223
Duke Vang
Tower Real Estate Brokers - Sacramento, CA
Real Estate Professional

i'm glad i read all 3. thanks for spending the time to help.

Jan 15, 2018 04:33 PM #23
Rainmaker
565,777
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

Hi George Souto Thanks for the great advice and for putting it into bullet points!!

You have made a ton of great points that will be valuable for my new agent, Lindsey Haden who just received her active license a few weeks ago and has just joined AR.

If you have spare time, please send Lindsey a message of encouragement...I believe she is one of the future leaders of the industry in central Nebraska...but she has to get through the early days...and months...and years!!

Have a great day!

Jan 16, 2018 08:05 AM #24
Rainer
401,889
Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear George,

The one thing that some old hands still need to learn is that we are the messengers, not the decision makers, unless we plan to pay the mortgage.

Jan 16, 2018 08:11 PM #25
Rainmaker
2,733,116
Sally K. & David L. Hanson
Keller Williams 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce - Short Sale

Not had time to look at challenges...probably should...indeed..counting the good things and being grateful for them is a huge step in any career.

Jan 20, 2018 02:09 AM #26
Rainmaker
1,158,492
Kat Palmiotti
Grand Lux Realty, 914-419-0270, kat@thehousekat.com - Monroe, NY
The House Kat

I totally agree with your advice above! 

Jan 20, 2018 03:43 AM #27
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George Souto

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