- Back it up by continuing to develop your knowledge and skill set.
- Be proactive and responsive.
-Treat your clients with the same care and respect with which you'd treat your parents.
- Develop a thick skin. It'll help you move through disappointments more quickly.
- Never be desperate (even if you are).
- Have a sense of humor.
Be kind, but firm. For example, don't spend a weekend showing properties to potential clients when they haven't been pre-approved by a lender yet. If they're cash buyers, get proof of funds.
When you do what is in the best interest of your clients, your interests are also served, but only in that order.
If you were may son I'd ask, "Why are you thinking about real estate? What do you know about real estate?"
As a real estate professional YOU WILL BE A SMALL BUSINESS OWNER..with potential to be big..really, really BIG.
Let's say, an aspiring small businesss owner wants to open a 'Doggie Day Care' on Virginia Ave across from Patrician Oaks and Douglas Arms. What would this aspiring owner need to know?
Brick and mortar costs.
Equipment for doggies
Care and cleaning
Cost of supplies
Where are the customers?
How do you reach them?
What are they willing to pay"
What must you charge?
What is the profit?
When is break even?
There's lots more...but you get the point. Without doing the due dilegence, the aspiring owner would never realize that Douglas Arms and Patrician Oaks do not allow pets. Thousands of densely packed citizens.....NOT CUSTOMERS!
Why do so many appraoch real estate in a manner that says, "I've got my license, now what?"
Real estate is the most agile, morphing, multi-faceted and rewarding business on the planet! 95% of those who turn down the real estate highway never see their second year.
Jack, what is essential is for you to understand is where your vocation and avocation lines intersect. Knowing this, YOU can construct your real estate enterprise in the fashion that provides you the highest level of fullfillment....and in so doing....never work a day in your life. If you do what you love, it's not work.
But there is no hope of making such effective decisions when you have no knowledge of the business you want to open (real estate), how you are wired (avocation) and the skills you possess that afford you the greatest fullfillment (vocation)
This is a constantly changing business. Those who lack agility will complain when the are too busy and conplain when they is not much to do. The quality that brightens the prospect of great success is curiosity. If you have curiosty, the genisis of intellect is present. Curosity will by it'sdisection cause fear to dispel. Curiosity knows no boundries. Those whose lives have been guided by curiosity, are often the very same visionaries we all seek to out to shelter under their wings.
What would I want Jack to know? Don't take anyone's word for it. Be curious. Verify or find your own truth. Never tire in the persuit of knowledge.
And what's the most important thing to know?.... I'd say: "Be prepared to not earn anything the entire first year. And if you're lucky enough to have a sale, or more... be prepared to put that money right back into your business. Because that's just what it is... a business.
Good luck, and welcome.
CENTURY 21 Top Sales