I attended a cancer research fundraiser recently. The featured speaker was exceptional. Her name is Courtney Clark, and if you have a chance to hear her, it will be well worth your time. She shared a series of personal stories about the detours life throws at us, but there was one line she shared that stood out. When she was checking on one of her colleagues with an exceedingly difficult cancer, he said, “I’m not entitled to easy.” What an insight for someone on a shortened life schedule.
If you’ve been in the real estate business any length of time, you know it’s not always sunshine and roses. It can be downright difficult and challenging at times. There are good reasons why so many new agents don’t make it through the first year. I’ve seen a growing number drop out is less than six months. The disappointments of dealing with people, other agents, lenders, closers and inspectors can be overwhelming. But this is where quote comes in, “You’re not entitled to easy.” I’m disappointed to see so many brand-new agents drop out so quickly. That tells me they had unrealistic expectations. Those of us who have done this forever can make it look easy, and some days, it is, but those agents also need to understand it can be frustrating too.
If you have oversight over other agents, be honest with them. Be encouraging and supportive but
be honest. I had to deal with a situation over the past 24 hours that was irritating. Don’t be afraid to tell your new agents that some people can be difficult to work with. But remind them, this is one business where the down days can end at closing. My situation is dealing with a vendor we didn’t use and a buyer who feels entitled to something that was not in the contract or listing. It will pass. I know I’m not entitled to easy. I’m not going to die when this is over. I may feel like committing murder, but I’ll restrain myself.
My office assistant repeatedly says, “You make this look and sound so easy.” She makes phone calls, sets up inspections, orders documents, coordinates deadlines with other agents and sets up appointments. She knows what’s involved and she sees the flow. She will be the first to confirm why green agents give up early. After eight years with me, she also knows that nothing is forever in this business. Deals start, move through phases and end at closing. You take a breath and start down the same path again. Wash, rinse, repeat. Some deals are amazing, and some just plan suck. Thankfully, that last group is the smaller group. If you are a source of education and encouragement to new agents, be honest, hold their hand and help them get across the finish line. You may need to do it a dozen times before they set out without false notions of how easy this business is. Remind yourself and the new agents, they are not entitled to easy.
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