By Anand Patel
Successful real estate agents are failures.
Let me explain. To really make it big in real estate, we have to accept the fact that failing — A LOT — is part of the equation. We all know real estate is a numbers game, we just have to remember that every time we fail (i.e. FSBO says, “I just bought this new how-to book and I’m selling my home myself!” Buyer says, “Sorry, I’m working with my sister’s ex-boyfriend’s step mom who just got her real estate license.”) we are one step closer to getting that “Yes!” If we aren’t failing at least weekly, preferably DAILY, we aren’t stepping outside our comfort zone enough. This means we are settling and not pushing ourselves beyond what we “think” we are capable of accomplishing. We all know, deep down, we can each do MORE. I have to remind myself all the time when I get in a rut.
So what do we do to keep moving forward, being persistent, resilient, and staying motivated in the face of “failing” daily?
- Make a game out of it. Why can’t failing be fun? Keep tally on a whiteboard in your office of each call that’s a “No” and then celebrate the eventual “Yes!” with a simple pat on the back, a little victory dance at your desk, or buy yourself that new jacket you’ve been wanting as a reward. Do whatever it takes to make it fun and enjoyable.
- Don’t take it personally. Each person you don’t attempt to call or approach, you are already 100 percent guaranteed NOT to get their business. What do you have to lose?
- My favorite method: Continue reading »
By David Krichmar
Let’s go old school for a moment. Trust me, I am not saying online marketing (social media) should not be No. 1. But until humans become robots and do not have eyes, there are other ways to market as well. Here is the first half of seven ideas I have come up with to market yourself offline:
1. FSBO’s- Yep, the dreaded “for sale by owner.” Yes, they can be a waste of time; but honestly, how much time does it take to ring a door bell? That’s all the time it takes to approach a FSBO. Instead of taking the usual, “Can I list your home?” approach. How about offer to do a marketing flier about the home with your info? If the seller has any buyers that are interested in the home ask them to give you a call. Offer to post their home on Twitter, Facebook, and blog about it. It can’t hurt you to try a different approach than most REALTORS®.
2. Real Estate Magazines- We all love to look through the real estate magazines that show homes for sale. Grab a bunch of these from your real estate office or from your grocery store. Then staple your business card to the front and drop off a copy monthly at your local salon, dentist and doctor offices, oil change places, etc. What does it take to do this? Some business cards, a staple, etc. Try it!!
3. Books- Yes, books are dying. But until they do, go by your local book store (Barnes and Noble or a local used book store) and find the real estate section. Stick a business card in the first chapter of every real estate and mortgage book. How long can this take???? Seven minutes per store — I timed it myself.
Stay tuned for Part II to read the rest of my great suggestions to market yourself offline.
By Toby Boyce
It was a hot summer day in late July 2006 as I slipped down U.S. 23 to the Ohio Division of Real Estate testing center. I had made the jump into real estate without a safety net – quitting my job in higher education public relations and knowing that if I failed this test it would be a very-very bad sign.
Well, I passed the test. Actually, I scored a perfect 100 percent on the state portion of the test, a feat that none of the folks working that day had ever seen achieved. So I entered into the world of real estate with a swagger and confidence. “I got this.”
We got through two years when 2-out-of-3 licensed agents aren’t even using their license. And now about to hit the five-year milestone and the only thing I’m certain of is how little I really knew when I said, “I got this.”
While the last five years have been an emotional and financial roller coaster, I wouldn’t have traded it for anything. I honestly – even if naively – believe that I’ve learned more during this period than I could have in any other venture.
“I wish you’d made the jump a few years ago,” said a former agent. “It was so easy, the phone just rang and buyers were there.” That sounds like being an order taker to me, so why not work at a local fast food restaurant?
What have I learned in five years in real estate: Continue reading »
By Cory Brewer
Here is a quick story to inspire my fellow REALTORS® to keep after it (prospecting), even when it feels like a lost cause:
This past winter I volunteered to coach a youth league basketball team at my local Boys & Girls Club. My interest in volunteering was two-fold: 1.) I love basketball and have always wanted to coach, but I don’t have kids yet. I was ready/able to do it this year and there was a coaching spot open. 2.) What better way to forge relationships with potential clients in the community?
The experience was very fulfilling on a personal level for me, and at the end of the season most of the parents told me they will request me as their coach next season. That was the best compliment I could have received. It came as “icing on the cake” when after the season one of those parents told me he’d be checking in with me soon about some real estate related matters. In the back of my mind I was thinking, “Wow, it worked!”
Long story short, he had already been out looking around at open houses on his own and figured it was time to “get serious” so he brought up the subject with me. After following up a couple of times, I didn’t really hear back from him until a few weeks later when he informed me that he’d found a place that he liked during an open house and made an offer with the listing agent. Continue reading »
By James Dunn
Having been in the business for the last six years has been quite an experience. Beginning as a temp and working my way up to being a full-fledged REALTOR® is something I take much pride in (especially in this economy). I have prospered. I should point out that I define prosperity in my life as experiencing balanced growth in personal, professional, and financial arenas. Although money always helps with prosperity, I do not weigh success and prosperity entirely on the amount of money I make (or others, for that matter). I believe growth within one’s self reflects in all areas of life. So as I grow, so do my finances, my career, and my relationships. So congratulations to all of us who have prospered in this time, and here’s to future growth and prosperity.
I have had the luxury of starting from the bottom as a temp and working my way up the real estate ladder. I’ve done my best to remain humble and reserved most of the way. Most of my life I’ve felt a bit awkward talking about myself, so I kept most of my thoughts to myself. Unfortunately that tactic doesn’t get me very far in real estate sales. In the beginning of my career as a self promoting real estate agent, I wasn’t very vocal about who I was and what I did. Obviously that made it a bit harder to generate leads and sales. These days, I get out of my comfort zone and express my opinion in and discuss my career without feeling like a ridiculous infomercial.
I haven’t changed my personality or my character. In fact, nothing about how I present myself has changed. Every part of my exterior pretty much stayed the same. What did change was my mindset. The thoughts I have about my business have changed. I used to worry that if I discussed my company and services that it would be a burden on the conversation. Now I have a much higher value for what I do. I believe I am an asset to anyone I work with. It’s so simple, but that idea eludes so many of us. So my message today is value yourself. Know you’ve got something great to offer, then share it passionately with those around you. When they see your conviction, they’ll know you mean business. Then you’ll do business.