5. THE MENTOR
The broker has set up the appointment with the aligned agent. Your purpose is to have this professional become your mentor. Be aware, this agent is a small business owner, just like you are aspiring to become.
Here are a few things a successful business owner, your mentor, knows:
1. Time is money. They do not want you sucking the money out of their business.
2. They want to make money off you! This is a business, not a hobby. Business owners want to make money just like the broker and everyone else you will meet in this business such as mortgage lenders, title companies, home inspectors, contractors, insurance agents and attorneys. You will need to help your mentor make money. (in exchange for the time you will take from their business) Your mentor will make money off you by:
- Taking a percentage of all the business you transact
- Seeing their business increase as a result of your efforts
- Making you a multiplier-element on the team
- Leveraging YOUR resources for their benefit
3. A mentor, a teacher, a guide, does NOT want you to tag along. Riding with them for a week is nonsense unless you are writing a book. Writing a book is not what you will be doing.
The mind of an experienced teacher works this way.
The exchange of teaching someone with no action required is a waste of time. Learning by doing is the time tested, best way to learn. Rather than volunteer to have their money (time) wasted, they have an expectation, a requirement. That requirement looks like:
"You take the first step then I will walk with you."
Everything covered so far creates the evidence you have taken that first step and even more.What you have already DONE reveals you are teachable and ready to learn more. Here are the five steps you have already completed:.
1st step - defined your business.
2nd step - assessed your skills
3rd step - inventoried your resources
4th step - identified the right broker
5th step - created a VALUE proposition (coming next)
Don't you think a business owner would be eagar to spend their resources on YOU knowing you have taken the first steps.
When you meet with the potential mentor, express how you can help them make money. A mentor who has a history of success knows some stuff. They listen to your words carefully. The words you speak will reveal volumes.
For instance, speech saturated with "I Know" are the words spoken by those who are unteachable. Speech saturated with 'why' and 'but' are words from the heart to those who are confrontational and combative. An experienced mentor will weigh your words carefully. Let all words that proceed from your mouth be wholesome, full of grace and edifying to the hearer.
The time has come, after the introductions, and the mandatory grip-and-grin has passed, to present to your mentor, the one identifed by the broker who is aligned with your business plan, the value you can bring to the enterprise. This short elevator speach will reveal all the mentor needs to know about you.
VALUE PROPOSITION EXAMPLE
6. The value PROPOSITION:
"I can research the city records to find recent code violation and absentee owners who have exercised an eviction recently. These folks may be ready to sell. I'll do the research if you will teach me how to convert them into clients, execute the transactions and show me how to present to my community how what I am doing is beneficial to first time home buyers and very helpful to the community."
In the eyes of the mentor, in the eyes of this business owner, you ARE the complete package; You have already started your journey. Walking with you will be fun, exciting and profitable.
It matters very little where you begin in this business, the key is to get engaged in transactions. This is the role of your mentor.
YOU LEARN BY DOING!
NOT BY WARMING A STOOL IN A CONFERENCE ROOM.
The outcome of these actions, your preparations, will get you engaged in transactions, where you will observe how money is made and lost. If you chose to be a REALTOR, get a license and join the real estate office showing the highest average transactions per year. Don't allow yourself to get 'parked.' Engage a capable mentor.
Now, let me ramble a moment. There is no better business model or opportunity on the planet that makes available, to those with vision, the pathway to exeed their most impossible dream. At this time I can not ask you to "BELIEVE" in your dream. What I do ask you to do, is allow yourself to be mallable, by Suspending your Disbelief for 60 days. Nothing creates a BELIEVER like a check in their hand.
Back to the scheduled program.
In the coming book, the role of the mentor, your expecation and mindset, alternative value propositions will be expanded.
As you systemicly analyze your new business, you will soon see how your resources, skills and nature align to create a very special value relationship for the group(s) you choose to focus on and help with their real estate decisions.
Early versions of the book are available for those who will help in editing and providing critical review. If you have ever participated at this level, you know what I ask is not an easy task. Those to whom much is given, much is required.
Sign up HERE
Best of success,
Annette Lawrence, Broker/Associate
Remax Realtec Group
Palm Harbor, FL