A new real estate licensee asked me how to jumpstart his career in real estate; this is what I told him:
Every new licensee or salesperson has the opportunity to do things right from the beginning.
Any opportunity to learn is never a waste of time. If you make it your business to know everything you can about your business, you will be successful.
Get a mentor whom you can shadow for a few months. What we learn in real estate school will quickly be forgotten if we do not practice it.
Attend showings, listing appointments, appraisals, open-houses, home inspections, and closings with your mentor. I have learned so much at home inspections and sitting at a closing table!
- Get a good contact management system and website you can control.
- Create a database of your sphere-of-influence. In the beginning, these people will be friends, family, neighbors, and other people you have a close relationship with the community. As your business grows so will your database. You will eventually have past and present clients to add.
- Lock yourself in a room and think about how you want the public to perceive you. How do you want to position yourself in the community? Find your niche. Think about your strengths and what you have to offer a potential buyer and seller.
- When you create your website, and social profiles make sure your branding reflects what you want to be known for and speaks to your niche.
- Go beyond the generic “I can help buyers and sellers achieve their home buying or selling dreams” everybody says that and it will not help you stand apart from the crowd. Your skills and personality will.
- Work in the office every day. People who show up regularly succeed.
- Have complete confidence in your ability from the start. When we graduate real estate school, we are considered experts. Just because you are new doesn’t mean you have to act like it.
- Attend open houses and agent caravans to learn the market and meet your peers. Ask other agents in the office if you can sit their open-homes. You could land a buyer and have a valuable learning experience at the same time.
- Approach potential clients with a “how can I help” rather than “what can I get from you” attitude.
- Ask questions.
- When the market is busy work hard. When the market is slow, work harder.
Many of these suggestions are universal; they apply to a wide variety of positions. I wish you much success in your career!
Christopher is a Personal Branding and Productivity Coach empowering real estate agents and small business owners to stand out in the crowded marketplace and increase productivity. He’s developed his personal brand as a real estate broker in NY & ME, International DJ, and Coach. Everything he teaches revolves around real-world experience, not textbook advice.