Isn’t Real Estate great! I mean where else can you have a career where you are literally your own boss, set your own hours, etc and still make several hundred thousand dollars a year? You mean – your real estate career is not working out quite like that – why not? I would be willing to bet it is because of one simple principle – that I will call the Show Up Principle.
Over the years I have observed many, many new agents get into the business –in fact, I can still remember the day I got started. For most agents it goes something like this – they show up at 8 or 9 o’clock on their first day as an agent – eager to great the world and ready to go sell four or five houses that day. They go to their broker/manager and get direction for their first day and then go and tackle it with reckless abandonment. It is always fun to watch and see the excitement and energy the new agent applies to their career on day one. Regardless of what they are asked to do they go out and do it.
This continues for a few days, but, unfortunately comes a day when the agent doesn’t show up until 9 or 10 and today they decide to take a lunch hour(s) and then about three in the afternoon they start to pack it in. Oh, they will have some believable excuses – what they don’t realize is they are not only cheating their broker/manager, but they are lying to the owner of their company – themselves. Every one of them still has visions of $100,000 or more in earnings in their first year (which by the way is extremely reachable for anyone in any market) but they don’t want to put the hard work in necessary to earn the money.
A very good friend of mine, Jim Fite, the Broker/Owner of CENTURY 21 Judge Fite company gets credit for the next two comments (although, one of them may have come directly from his dad and the founder of the company, Judge Fite) “real estate is either the easiest low paying job or the hardest working, highest paying career there is,” and “Show Up, and when you do, Do Something!”
I have never seen a person who came into this career with desires of working hard, putting in the time and setting a high goal, not achieve extremely high awards – including in their first year. People who are self driven, who are willing to treat their real estate career, like a full time career will succeed. Truthfully, ask yourself, if I worked for someone else, would they accept my current level of performance? If they answer is no you have two choices – begin to work and work hard or FIRE YOURSELF!
The biggest secret to success is to Show up and to Do Something Real Estate Related when you Show up. Set yourself a schedule and begin to follow it. If you need help with what activities you should be doing, ask your broker/manager. Arrive on time or even a little early. Start your day each day with a bang and do REAL ESTATE related activities (contact home owners around Just Solds or Just Listeds, follow-up with past clients [if you don’t have any – get some from your broker/manager], preview new listings daily, preview all houses before you show them, call expireds, contact For sale By Owners, plan lunch with a Top Producer occasionally [yes, you will probably have to pay because most are very hard chargers who don’t take a lot of time for lunch] and, there are 100s of more activities you could do – simply DO THEM! When it comes time to leave, put in a few extra minutes of hard effort – just like when you work out at the gym – it will pay off nicely.
The GREATEST single thing about our profession is that YOU choose the level of YOUR Success. What will it be? Are you going to be one that achieves your goals or are you simply going to warm a cubicle until you run out of money?
The choice is YOURS and I hope you choose SUCCESS!
Until next time, regardless of how bad you think it is – keep a smile on your face!
Bill
Tuesday, February 17, 2009
Monday, February 9, 2009
Tip #1: Listen to Your Broker/Manager
But wait, you don’t know my broker/manager – that is a lot of people’s thoughts. I probably do know them personally or at least know their type. But regardless – they are YOUR Broker/Manager and only they can give you the advice and guidance necessary for YOU to be successful. Let me ask you a question – you joined their brokerage because you felt they could provide you support, guidance and help for YOU become successful - right? If the answer is not “Yes” then you joined your brokerage for the wrong reason – probably a larger split. I hope you have learned by now a large percentage of nothing is nothing!
Your brokers/managers know what they are talking about! They did not get to where they are by luck! They know how to list and sell real estate. During this recent economic down turn it has been amazing the number of seminars, webinars, classes, etc . that I have attended where the number one mentioned method for being successful is simply getting back to the basics. That is doing what your broker/manager taught you in the beginning.
For some of you that should be pretty easy, for others of you – those with 20 years of experience as a first year agent you’re having a tough time with this. Let’s take the agent this is tough for – the agent with multiple first years in the business. See, you are the agent running around the office talking down your broker/manager. You take the attitude that you were there when they got there and by golly you’ll be there when you leave. You thrive on creating hate and discontent within the office. You attend training sessions and argue with the instructor on every point. You live to create negative feelings in an office. Lastly, you talk poorly about other agents to customers and unfortunately you find a client or two that way. You really have two choices and your broker/manager probably don’t want to tell you – so I will: 1) Drop your negative attitude and become a team player – retake your company's Steps for Success or New Agent classes – you might just find that you really enjoy your profession again, or, 2) Quit and stay home where you can only make yourself miserable – because quite frankly none of want to have anything to do with you.
Now let’s focus on you who want to do the right thing. Sit down with your broker/manager and let them know you want to recommit to a successful and productive career. Then FOLLOW their advice and teachings. Take the classes they suggest and do the work the instructor provides as homework. You can read all the articles you want, buy all the technology you can afford and it still comes down to getting face-to-face, belly-to-belly with prospects. Here is one way to tell a successful agent – look at the bottom of their shoes – odds are very good they have worn holes in the soles because they are getting out and working face-to-face with clients.
Friday’s Tip will be focused on Showing Up!
Until then, remember, regardless of how bad you think it is and “that is always between your ears” – keep a smile on!
Bill
Your brokers/managers know what they are talking about! They did not get to where they are by luck! They know how to list and sell real estate. During this recent economic down turn it has been amazing the number of seminars, webinars, classes, etc . that I have attended where the number one mentioned method for being successful is simply getting back to the basics. That is doing what your broker/manager taught you in the beginning.
For some of you that should be pretty easy, for others of you – those with 20 years of experience as a first year agent you’re having a tough time with this. Let’s take the agent this is tough for – the agent with multiple first years in the business. See, you are the agent running around the office talking down your broker/manager. You take the attitude that you were there when they got there and by golly you’ll be there when you leave. You thrive on creating hate and discontent within the office. You attend training sessions and argue with the instructor on every point. You live to create negative feelings in an office. Lastly, you talk poorly about other agents to customers and unfortunately you find a client or two that way. You really have two choices and your broker/manager probably don’t want to tell you – so I will: 1) Drop your negative attitude and become a team player – retake your company's Steps for Success or New Agent classes – you might just find that you really enjoy your profession again, or, 2) Quit and stay home where you can only make yourself miserable – because quite frankly none of want to have anything to do with you.
Now let’s focus on you who want to do the right thing. Sit down with your broker/manager and let them know you want to recommit to a successful and productive career. Then FOLLOW their advice and teachings. Take the classes they suggest and do the work the instructor provides as homework. You can read all the articles you want, buy all the technology you can afford and it still comes down to getting face-to-face, belly-to-belly with prospects. Here is one way to tell a successful agent – look at the bottom of their shoes – odds are very good they have worn holes in the soles because they are getting out and working face-to-face with clients.
Friday’s Tip will be focused on Showing Up!
Until then, remember, regardless of how bad you think it is and “that is always between your ears” – keep a smile on!
Bill
Thursday, February 5, 2009
What is All This About??
Okay, you found my blog and you have taken at least a minute to see what it is about. Let me tell you a few things it is not: 1) It is not meant to recruit agents from one brand to another – I no longer manage an office and have no ability to recruit you; 2) It is absolutely not to discuss the various compensation systems available to real estate agents – if your concern is solely compensation you are probably in the wrong career – I’ll explain later; 3) It is not to focus on my performance or any other agent – I don’t want the strokes; and, 4) We aren’t going to discuss commissions as they relate to consumers at all – something about the Sherman Anti-Trust Act and jail.
So now that you know what the blog is not about, what is it about: 1) Provide proven tips, techniques, scripts, etc. to help you become successful; 2) Encourage other REALTORS to share what works for them as it pertains to working with customers and clients; 3) Encourage discussion on how to effectively use some of the tools available to REALTORS; 4) Increase REALTORS take home pay by increasing their production; and, 5) This is a FREE Blog – I have nothing to sell (but will speak for a fee) so don’t worry about charges – they are not going to happen. If you want me to speak – then we’ll talk about the charge – probably something like a nice dinner, paid travel, etc.
You will quickly find that I do not believe that any compensation program is any better than any other. I have been on most of them and I have certainly managed hundreds of agents under every conceivable plan out there. They all come back to one thing – a specific fixed amount of money that varies by region in the country of what it costs your broker to provide support for you. I firmly believe, whoever your broker is, deserves their fair share.
You will also quickly find that I detest brokers who allow untrained agents into our profession. They typically do something like here is 100% program, you give me $100.00 a month and do whatever the heck you want. It is scary that these exist and I hope to see the Texas Real Estate Commission and other commissions ultimately shut these body shops down. I find it incredibly hard to believe that a broker sitting hundreds of miles away from their reneged agent can effectively supervise them. Further, I have seen hundreds of transactions not come to completion because of these types of situations. (Last I'll say about the rent a sign brokers - except that I have made it my personal mission to see them eliminated in Texas.)
Okay, now I’m off my soap box and I assume you are still reading. If so, if must mean that you want to learn how to be successful or that you want to help me write this blog. Let’s begin our journey together.
Tip Number 1: Listen to your Broker and Manager! More on this in Monday’s post!
Happy selling and remember, regardless of how bad you think it is - Keep a Smile On!
Until Monday,
Bill
So now that you know what the blog is not about, what is it about: 1) Provide proven tips, techniques, scripts, etc. to help you become successful; 2) Encourage other REALTORS to share what works for them as it pertains to working with customers and clients; 3) Encourage discussion on how to effectively use some of the tools available to REALTORS; 4) Increase REALTORS take home pay by increasing their production; and, 5) This is a FREE Blog – I have nothing to sell (but will speak for a fee) so don’t worry about charges – they are not going to happen. If you want me to speak – then we’ll talk about the charge – probably something like a nice dinner, paid travel, etc.
You will quickly find that I do not believe that any compensation program is any better than any other. I have been on most of them and I have certainly managed hundreds of agents under every conceivable plan out there. They all come back to one thing – a specific fixed amount of money that varies by region in the country of what it costs your broker to provide support for you. I firmly believe, whoever your broker is, deserves their fair share.
You will also quickly find that I detest brokers who allow untrained agents into our profession. They typically do something like here is 100% program, you give me $100.00 a month and do whatever the heck you want. It is scary that these exist and I hope to see the Texas Real Estate Commission and other commissions ultimately shut these body shops down. I find it incredibly hard to believe that a broker sitting hundreds of miles away from their reneged agent can effectively supervise them. Further, I have seen hundreds of transactions not come to completion because of these types of situations. (Last I'll say about the rent a sign brokers - except that I have made it my personal mission to see them eliminated in Texas.)
Okay, now I’m off my soap box and I assume you are still reading. If so, if must mean that you want to learn how to be successful or that you want to help me write this blog. Let’s begin our journey together.
Tip Number 1: Listen to your Broker and Manager! More on this in Monday’s post!
Happy selling and remember, regardless of how bad you think it is - Keep a Smile On!
Until Monday,
Bill
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