I started my real estate career with opportunity, looking at every house as a potential sale or listing. I was more equipped than most with a marketing background and years of sales experience, presentation experience to high level buyers for major corporations that did not take prisoners. I adapted quickly to my new career. Being a marketing professional I watch, listen and adapt. One thing that has struck me more than any other industry is secrets! The top performers are supposed to have "SECRETS" to how they constantly out-perform everyone else. Then as new people enter and leave our profession we talk about how brutal and difficult it is for people to survive in a commission only business. Yet people do this for over 30 years and enjoy their success. And other industries depend on their commission only sales forces.
I do not mind helping a new Realtor....yes it takes time, yes they could possibly get a listing, yes even maybe one I was hoping to get. (probably not, because of referral and honed relationship skills) I would rather answer questions so the new agent has a fighting chance, answer questions so they represent their client better, answer questions so they do paperwork correctly, help them be a credit to our profession. We can not expect to improve our image as a profession if we do not step forward to make it better. I have watched agents struggle and I let them....not proud, not even happy about that, now. We all have the opportunity to get more real estate education, some can afford to some can not. My position is simple and this is just my position...you can not afford not to continue to improve, educate, discuss and learn.
Secrets, no, processes yes, work ethic and people skills keep the top producers on top. They have developed a process that works for them. They repeat the process every time. They know what the questions are before they are asked. The have the appropriate answer ready too!
Not everyone is going to help, not everyone is going to care; the ones that do will change our profession for the better. The others will simply become another statistic. Encourage your colleagues to help when they can. If you are new buy an experienced agent a coup of coffee or lunch. Tell them you have a few questions....(cheat and have a list!) The pro caught your eye because they are professional and successful. At your coffee or lunch meeting take notes, listen, learn, adapt. Do not be discouraged if the Pro does not have time, this time. Always ask for another date or time. Use your skills they will have time. If you get a "are you kidding, I don't want you to know what I know"! Move on to the next pro...you will find one that will take the time.
For me I am like everyone else....but I take a little time when I have it. It is worth improving my professions image.
Gary White
Associate Broker
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