Real Estate Agent with Lenn Harley,, MD & VA Homes and Real Estate 303829;0225082372

John MacArthur, a gentleman and a scholar, who uses grace and finesse to inspire agents in the office he manages, inspired me to render a bit of HARD CORE REAL ESTATE ADVICE. 

GET BUSY.  Do a business plan where you determine your market and your resources and and and work it hard.  If the market changes, be nimble and ready to change focus with the market. 

THINK ABOUT YOUR BUSINESS EVERY DAY.  Remember that being a real estate salesperson is a full time job and get up in the morning and go to work, even if it's down the hall.  Put in as much time as you would on a salaried job including travel time, that's about 10 hours a day at least 5 days a week

PUT IN SOME OVERTIME.  If you work 6 days a week, you'll sell more real estate and just consider that Real estate agentsovertime pay.  If you work 7 days a week, you'll soon have more business than you can handle and more money because you'll be closing more sales with satisfied clients. 

NETWORK WITH FRIENDS AND RELATIVES.  There is business there, but only if you project a professional and successful persona.

LEARN THE MARKET AND WHAT PRICE RANGES ARE SELLING.  Don't pooh-pooh the small sales these days, one settlement will pay your rent or mortgage payment for a month. 

LEARN TO USE YOUR COMPUTER PROGRAMS FOR PROMOTIONAL MATERIALS so you don't have to buy them from your broker.  Keep your virus protection current.  If your computer is down you not only have computer repair costs, you may also have to rely on office support, which can be time consuming and costly. 

BUDGET YOUR MONEY.  If you have spousal income until your business is profitable, you are very fortunate indeed.

SAVE WHAT YOU CAN.  If you have no other source of income, stay out of the mall. 


DON'T SCRIMP ON AUTO MAINTENANCE.  Automobile trouble will take you right out of business.  Agents need not only a clean and comfortable vehicle, the dang thing must operate safely and reliably. 

TAKE CARE OF YOUR HEALTH.  Real estate practice is far easier if you can climb those town home steps, walk that country lot, drive all day showing homes and not be tired.  Good diet and regular exercise will pay off in stamina and that will pay off in buyers and sellers knowing that they can count on you.

The above doesn't sound like fun, does it?  It isn't meant to.  HARD CORE REAL ESTATE ADVICE means working hard, planning your activities and follow through, day after day after day. 

ENJOY THE WORK YOU DO AND YOU'LL BE REWARDED.  If you have planned your work schedule, just completing the tasks on your daily list will be rewarding and you'll realize a successful day. 

Success leads to more success. 


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Re-Blogged 4 times:

Re-Blogged By Re-Blogged At
  1. John MacArthur 02/27/2009 10:18 AM
  2. Sacramento Grapevine 02/28/2009 01:27 AM
  3. Liz Loadholt 02/28/2009 05:50 AM
  4. Sandy Childs 03/24/2009 09:45 AM
Real Estate Sales and Marketing
The Ninety-ninth Percentile
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Mike Jones
SUNSTREET MORTGAGE, LLC (BK-0907366, NMLS 145171) - Tucson, AZ
Mike Jones NMLS 223495

I like "stay out of the mall!"  Good post, Lenn.

Mike in Tucson

Feb 28, 2009 03:52 PM #50
Allison Stewart
St.Cloud Homes - Saint Cloud, FL
St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904


It is always surprising to me how the agents producing the least work the least.  You are right, you have it give it your all to make it work for you!

Feb 28, 2009 07:53 PM #51
Lenn Harley
Lenn Harley,, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

Allison.  Of course, the opposite of that is true too.

Mike.  You'd be surprised at the number of agents who, when things are tough, they reduce business expenses like advertising but not personal expenses.

Jeff.  There's no charge for hugging.  That's a great way to spend personal time.  Beats the mall.

Jamie.  I'm surprised this didn't get featured.  But, I've written similar posts before that did.  The message is just more important now.

Dena.  Anytime. 

Roger.  Indeed.  We have to stay a step ahead of the economy.

Ross.  Overtime is good and it pays well.

Bryant.  Good practice.  I know you're a hard worker and I know you answer your phone.  I work from about 5:00 a.m. to about 6:00-7:00 p.m. and enjoy every exciting moment.  I leave my phone and e-mail to go to the Post Office to pick up checks and to the bank to deposit them.  How's that for entertainment.  Of course, in a month or so, I'll be polishing up my favorite flyrod and stopping by the pond at a house I just closed on.  I got written lifetime fishing permission at settlement.  Is this a great business?


Feb 28, 2009 08:39 PM #52
Janice Roosevelt
Keller Williams Brandywine Valley - West Chester, PA
OICP ABR, ePRO,Ecobroker

Thanks for outlining the good stuff. Since I've joined KW everyweek has brought new discipline to my real estate practice. Time blocking for lead geneeratoin is awesome. Setting specific times of the time for call backs use my time more efficienty. Setting goals and meeting them are fun. Really enjoyed this and joy in each moment is what it is about. Be well

Mar 01, 2009 12:26 AM #53
Lenn Harley
Lenn Harley,, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

Thanks Janice.  KW is a good marketing model.  Indeed, set goals and stick to them.  You'll feel so good when you reach them.


Mar 01, 2009 12:58 AM #54
Jon Zolsky, Daytona Beach, FL
Daytona Condo Realty, 386-405-4408 - Daytona Beach, FL
Buy Daytona condos for heavenly good prices


Are you serious saying "SAVE WHAT YOU CAN.  If you have no other source of income, stay out of the mall."?

I already started thinking that the only way to survive is to spend so over your head and means, that you become a hero just for doing it.

Life is fun. We are spending $39 Billions a day (yep, a day) and have already planned to spend more than two wars cost us.

And think of the octoplet mom. Everyone said she was crazy doing it without the means to support them, but guess what! She may be smarter than everyone else. She now has offers, and looks like she turned down a $1 Mil dollar generous offer, because she has other offers on the table.

Isn't it that if you go absolutely crazy, then you are OK? And you are advocating old way, with hard work, counting every penny, being wise with spending. Instead of spending $1 Trillion on. let's say, lead generation...

Mar 01, 2009 03:59 AM #55
Michelle Minch
Moving Mountains Design Home Staging, Pasadena, CA - Los Angeles, CA
Home Staging Los Angeles and Pasadena, CA

Lenn: This is great advice for real estate agents, as well as anyone who is in business for themselves. Homes are being bought and sold, homes are being staged. There may not be as many transactions taking place, and they may be a little more challenging, but someone is getting that business. Might as well be you and me!

If I am not staging, I am upgrading my web site, writing a newsletter, making phone calls or in some other way marketing my home staging business. Every day, 5 and sometimes 6 days per week. There is still fruit on the home staging tree and I'm out there picking it.

Mar 01, 2009 04:33 AM #56
Lenn Harley
Lenn Harley,, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

Jon.  Have fun.  It would be a trip to just spend with abandon. 

As of today, I refuse to believe that the octoplet breeder actually happened.  It's a fig newton of someone's imagination.  The press has been duped.

Michelle.  Me too.  I'm taking advantage of every opportunity.  I'll probably even sell some real estate this year myself since many of the agents in my network haven't changed their focus from entertainment first to selling real estate first. 

Mar 01, 2009 05:08 AM #57
Monica Bourgeau
New Phase Business Coaching - Portland, OR
Business Coaching

Lenn - great post as usual, thanks for the reminders. You have to be committed to real estate and put in the time to be successful.

Mar 01, 2009 06:51 AM #58
Katerina Gasset
Get It Done For Me Virtual Services - Wellington, FL
Get It Done For Me Virtual Services

Lenn- My 6 year old was just telling me how much he wants a WII. I started looking into it and noticed all these grown ups on Twitter talking about using WII to get fit. I had no idea! I thought it was to play games. I love dancing and yet can't get out to dance as much with a 6 yr old tagging along:) so I have been doing some research on the WII for dance fitness and all the other fitness programs. I was quite impressed on some of the let's say, more senior people, that are losing weight and loving it. Hmmmm, that would be something we could do together as a whole family:)

Mar 01, 2009 07:51 AM #59
Lenn Harley
Lenn Harley,, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

Katerina.  Mmmm.  I thought a WII was a computer game. 

Geez.  I've led a very sheltered life.


Mar 01, 2009 09:36 AM #60
Elizabeth Cooper-Golden
Huntsville Alabama Real Estate, (@ Homes Realty Group) - Huntsville, AL
Huntsville AL MLS

Lenn, Very well said indeed.  I would be thrilled to just work 5 days a week. Wow, what a thought :)   I've had a few past clients decide to sell Real Estate, so they could pick and choose their hours, all the while rolling in the big bucks.  ROTFL...we know how long that lasted!  Tried warning them.  Everyone thinks we are overpaid.   They have NO idea.  Now, more than ever, we had better hit the streets hard, as you said.

My office in Nashville was great.  We had savings plans through the company. I would only get 50% of my earnings.  25% went into a tax account, 15% was put into an investment account and the other 10% was my vacation money.  Loved having that choice. 

Mar 01, 2009 10:14 AM #61
Jeff R. Geoghan
Coldwell Banker Residential Brokerage - Lancaster, PA
REALTOR, Marketing Manager

The mall? What's that?  We've only got one in a three-county area and we don't ever go there. 

Mar 01, 2009 01:14 PM #62
J. Philip Faranda
J. Philip Faranda (J. Philip R.E. LLC) Westchester County NY - Briarcliff Manor, NY

SAVE WHAT YOU CAN. Underrated, outstanding advice. Having a little put to the side will also do wonders for the attitude and outlook.

Mar 01, 2009 01:14 PM #63
Kathy McGraw
CELLing Realty - White Water, CA
Riverside County CA Real Estate

Lenn- I came looking for some good old Lenn advice, or as you say "hard core real estate" and as always wasn't disappointed.  I try to follow a routine each day, and get off Twitter and other sites by 9am.  This is my "time to start work" although I have checked and answered emails, done my Internet stuff, and everything else before officially clocking in at 9 :)  That "going to work" keeps me focused on what I should be doing.

Mar 01, 2009 01:51 PM #64
Zilkia Olmeda-Martins
RE/MAX North - San Antonio - San Antonio, TX
GRI, Realtor, San Antonio Texas Luxury Homes

Hi Lenn, thank you for the great advice!  It's back to basics for me this year.

Mar 01, 2009 03:24 PM #65
Lenn Harley
Lenn Harley,, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

Zilkia.  That's a good practice. 

Kathy.  Good for you.  I start early on e-mail and ActiveRain but that's all part of my work day.

Philip.  You bet.  Too many agents live from check to check.  Get a check, spend it and then sell another house.   What were they thinking when they went on vacation???

Jeff.  HA!  That might be a blessing. 

Mar 01, 2009 09:05 PM #66
Lenn Harley
Lenn Harley,, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

Elizabeth.  Interesting.  Managing money is critical to have some available when the market slows down.


Mar 01, 2009 09:07 PM #67
Sandy Childs
Keller Williams Realty - Spartanburg, SC
Realtor - Spartanburg, SC

Key words: Get up and go to work!

Mar 24, 2009 09:45 AM #68
Lenn Harley
Lenn Harley,, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

Sandy.  You bet.  That's fundamental.


Mar 24, 2009 10:34 AM #69
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