A Roadmap to Success for New Real Estate Agents
Year after year thousands upon thousands of hopeful men and women get into the Real Estate Business. Some are taking this direction because of loss of a job, some because of a job they can not stand doing any more, some after buying a house which looked very easy or they thought the agents was so bad and still earned thousands of dollars, and some who have been waiting for years to see the children at a certain age so they can pursue their own dream. We have all heard the saying “The sky is the limit” when it comes to making money in Real Estate. In fact, it is relatively easy to get a real estate license, however, it is much more difficult to become a successful agent, and many of these hopeful new agents will be out of the business before license renewal. Why do so many otherwise successful people fail in real estate? Well, if getting licensed is the most important decision a person makes, the second most important decision will be, who will you work for? Many potential super stars come and fall thru the cracks because of lack of training and guidance. Regardless of your previous wins, real estate is different. Therefore you must be trained and guided until you understand the psychology involved. If you think that this business is about selling houses, GET OUT NOW! From day one, you need to understand that this is about building relationships. If you talk to successful Real Estate agents that have been around for a long time and are still on the TOP, They will tell you that most of their clients and customers have done numerous transactions and given them many referrals.. Being in this business for almost 25 years both in selling as well as management, I can tell you that most of the people that get in this business have no business being in it at all. This is not a business where some one is going to call you and tell you are late for work, or notice that you did not go to the office. If you are not a self-starter, self-motivator and believe in being consistent and persistent, you will not succeed. You must have a love of people. Real estate is a people business. You must know how to connect with them. People don’t care how much you know until they can trust you. How do they trust you? You have to earn that trust. In the sales business you must understand that you will be rejected more than you will be accepted. Do you have what it takes to pull yourself up and dust off the rejection and move on to the next person, phone call, or negotiation?
The most important point to understand is that you are in the business for yourself. Not only you must invest a major part of your day to servicing your buyers and seller, you must also work on creating new leads. From every commission check you get, at least 15-20% of that has to be re-invested back in your business. If you miss this step, you will always remain a 2or 3 transaction per year agent. Do you expect a good crop from a garden that gets no attention???? Hard work is what you hear from top producers. Of course, now we say “work smart and not hard”. Do not confuse activity with productivity. You can be very busy all day with absolutely nothing to show at the end of the day.
Do your homework. Ask yourself if you belong in real estate business. To succeed in this business is one of the hardest things you will ever do. That is why you need a great Manager who will help you to create a solid business plan, a clear list of goals you want to achieve and a large amount of GUSTO. You must believe to achieve! A great attitude will help you to succeed quicker than anything else you can imagine. The rewards are there but you have to know how to get them!
Arax Hovsepian has been a Real Estate Professional for the last 25 years. She has her Brokers License both in Florida and Pennsylvania. She also has her CRS (Certified Residential Specialist) and GRI (Graduate of Real Estate Institute) designations. She can be contacted at arax.hovsepian@century21.com
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