Advice to Newly Licensed or Wanna Be Realtors

Real Estate Agent with Front Gate Real Estate Broker 11085

This post could be titled "What I Wish I Knew When I Got Into The Real Estate Business".


We all decided to enter the real estate business at some point in our lives. I doubt we were prepared for the work that lay ahead. We probably observed a successful Realtor and thought, "If THEY can do it, so can I!"

But if the truth were known, we didn't know what to expect. 

Thousands of agents take the courses and licensing exam, obtain a passing grade, and think they are on easy street.  They don't realize their education has just begun. Getting a real estate license is the easy part. The next is learning what it takes to be a success.


We were asked to give advice on the following questions:


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


My first broker told my co-workers in order to "claim" a client, we had to "routinely and regularly" follow up with them. The definition of regular follow up was to contact the prospect at least once every other week.


They failed to tell me not to pester them! So every other week without fail, I made the call to "stay in touch", even though the prospect said they were months away from listing their homeAfter the third or fourth time of cheerily greeting them on the phone, the homeowner was tired of me calling. 




I'm fairly certain my "routine and regular" calls to "keep the client" cost me that listing. I SHOULD have learned how to establish client loyalty. Instead, I was so determined to get the business that I pushed a good prospect away.


Question Mark with Umbrella

Did you question whether you made the right choice of becoming a real estate agent?


Not really. There have been times over the last 30 years (when the real estate market crashed or I relocated) and had to start my career over in a new city. During those times I relied on other income to get me through the tough times. 


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?


Above all else, put the clients needs above your own. Always come from an attitude of SERVICE. If you do that, success will come.


Adapt to change. If one segment of the market dries up, learn to shift your skills to another area of expertise. Find your niche and work it!


Always sharpen your skills. Realtors need to be counselor, therapist, home stagers, listener, advisor, marketing expert, lead generator, negotiator, salesperson and document processor, all wrapped into one. Don't take the bare minimum continuing education classes. Read, study, and continue to expand your knowledge. You'll be better equipped to serve your clients, and your business will thrive. 



That's my advice to new agents or those who want to get into real estate. Many practitioners have shared their advice on the activerain platform this month. To read other articles on the same topic, links will appear in the comment section of this post Advice For New Agents Getting Into Real Estate


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  1. Debbie Reynolds 01/27/2018 03:00 PM
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John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

Thanks for sharing from your personal experience.

You have shared some valuable insights that could assist a new agent and hopefully avoid some pitfalls.

Jan 25, 2018 09:00 AM #21
Ron Aguilar
Continental Mortgage - Saint George, UT
Mortgage & Real Estate Advisor since 1995

To all Realtors including the newbies, do not concern yourself with the "No thank you, I am not interested."

Get past your fears and make those phone calls to homeowners primarily.

Jan 25, 2018 09:35 AM #22
Emily Medvec Qualifying Broker
Hello Realty Partners - Santa Fe, NM
Realtor | Serving Santa Fe & Northern NM

Hi Pat, solid post with wise advice for anyone in the business or even thinking about it for their future. I would add for new to the business - know your technology, communication skills, your why and an on going business plan.

Jan 25, 2018 09:50 AM #23
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

Hi Pat

Great read with some important learnings for success in this business for newbies. No one likes a nag!! And each prospect is different and one has to understand how to best interact with them.


Jan 25, 2018 10:51 AM #24
Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Pat,

Putting my clients' needs above my own has given me longevity in this business & gotten me through hard times. It may be painful in the short run, but there are actually a lot of good recipes for Ramen noodles, while you are waiting for the steak to come back around.

Jan 25, 2018 10:51 AM #25
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

I'm so glad you mention how phoning people too often can be a turn-off. Totally agree, we had an experince recently with a large franchise and they still push their agents to connect every other week. Good golly, that is so old school. My best friends and I don't talk that often. Why the heck would we do that to our SOI. 

Jan 25, 2018 12:13 PM #26
Corey Birger
The Premier Poperty Group - Santa Rosa Beach, FL
Life's Short, Buy the Beach House - 850.499.0454

There comes a time when too much is quite literally TOO much! I nearly lost a client over one email showing them a pocket listing. They asked to wait till after the holidays, same day, the pocket showed up and I was excited, I stil think its great match for their needs, but the truth be told, it will either be there when they are ready to buy or we will find another investment for them.  


I'm saving this for later!!!

Jan 25, 2018 04:51 PM #27
Francisco Peot
Richmond Home Sales At Clocktower Realty Group - Richmond, VA
The Best Place To Find Your Home!

I think a lot of he tactics from back in the day are fading away. People like less intrusive forms of communication now. My first brokerage was very old school. I didn’t stick around too long, it wasn’t for me. Their idea of prospecting was showing up at a fsbo’s door at 5pm when they get off of work. If they are home and slam the door in your face, good, now you know they will be there the same time the next week. Keep on going every week until they stop slamming the door in your face. Really? That’s your training for new agents? Annoying your future clients into submission? I’m sure that brings a lot of referrals.

Jan 25, 2018 09:04 PM #28
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

I enjoyed reading your answers to the questions! I'm sure it will be helpful to anyone considering the business!

Jan 26, 2018 09:59 AM #29
Lottie Kendall
Today | Sotheby's International Realty - San Carlos, CA
Serving San Mateo County and San Francisco

Hi Pat - great advice you shared here, and not only for newbies. Adapting to change (embracing it, really) and continuing to learn applies to us all. Congrats on the feature.

Jan 27, 2018 07:39 AM #30
Pat Starnes, Brandon, MS
Front Gate Real Estate - Brandon, MS
Broker Associate, ABR, 601-278-4513

Francisco Peot - That's funny, and not a very good sales tactic. :)

Debb Janes EcoBroker and Bernie Stea JD - It was a really long time ago! Sure hope we have evolved since then. :)

Jan 27, 2018 09:35 AM #31
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

Hi Pat, I just got back from teaching a prelicense class to 16 wanna-be agents. I wish each one would read this post and take what you say to heart. 

Jan 27, 2018 12:06 PM #32
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Specializing in Brookside, Waldo, Prairie Village

To me so many 'training' programs promote that constant contact which can come off as pestering.  I would never contact everyone on my COI list every two weeks!  Who has time for that--and they don't want to hear from me that often.

Newbies have to do what feels comfortable for them

Jan 27, 2018 07:28 PM #33
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

Pat, great post and relaying our "mistakes" as we gained knowledge of how to work with our clients.  Great job! 

Jan 28, 2018 07:22 AM #34
Pat Starnes, Brandon, MS
Front Gate Real Estate - Brandon, MS
Broker Associate, ABR, 601-278-4513

Amanda S. Davidson - I relocated not once, but twice! It was definitely not easy, having to learn new markets and meet new friends and acquaintances both times. Honestly, I hope the "moving days" are behind me.

Jan 29, 2018 08:00 AM #35
Kat Palmiotti
Grand Lux Realty, 914-419-0270, - Monroe, NY
The House Kat

I totally agree with this post. An attitude of service, being able to adapt to change and always sharpening our skills are "musts" in this career choice.

Feb 09, 2018 04:04 AM #36
Pat Starnes, Brandon, MS
Front Gate Real Estate - Brandon, MS
Broker Associate, ABR, 601-278-4513

Newly licensed realtors have so much to learn Kat Palmiotti . It takes a lot of patience and guidance to succeed in this business.

Feb 09, 2018 01:44 PM #37
Diana Zaccaro
Veterans Realty of Brevard - NOT just for Veterans! - Cocoa Beach, FL
Your Brevard County, Florida coastal connection!

Pat, Congrats on being included in the top 12 posts. Your story about following up too often made me smile as I had a similar experience when I started. It didn't work for me either and it took a while to realize that we need to do what works for us and our style. Great post!


Feb 11, 2018 12:04 PM #38
Pat Starnes, Brandon, MS
Front Gate Real Estate - Brandon, MS
Broker Associate, ABR, 601-278-4513

There is a balance Diana Zaccaro between harassment and being helpful. We need to find that balance as soon as we can!

Feb 11, 2018 12:11 PM #39
Lisa Von Domek
Lisa Von Domek Team - Dallas, TX
....Experience Isn't Expensive.... It's Priceless!

Great post Pat!  I am so glad that Debbie posted a recap on her fun contest 

Feb 13, 2018 07:39 PM #40
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Pat Starnes, Brandon, MS

Broker Associate, ABR, 601-278-4513
Ask me about New Construction in Brandon, MS
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