If they don't ask, I wouldn't say anything. If they do ask, I would tell them the truth and that they'll have 100% of your attention. I definitely wouldn't lie, if asked, because real estate is about building relationships with people, its based on rapport and trust. You don't want to begin a relationship on a lie but at the same token, don't tell if your not asked. Its about them...not you.
But if asked a direct question, I look the client directly in the eye and immediately give a complete and truthful answer. Then I immediately ask a question about them and their needs.
Never let yourself get pulled into a conversation in which you are forced to compare yourself with other agents. Rookie or not, that's one conversation that never goes well. I'd fake a fainting spell or barf on their shoes and run out of the room as if the tea and crumpets they fed me gave me food poisoning I need to find the bathroom fast. Better yet, try to politely re-direct the conversation back to what they want done.
I remember Alan May back in the Jurrasic period - he used to knock clients over the head with a club and drag them into his cave/office to get them to sign listing agreements. This marketing approach was later patented and he made a huge pile of rocks putting on seminars that trained the technique. Then the ice age came...
Honest confidence is my answer. I had my first listing appointment the day after I passed my test. =)
The homeowner asked " How long have you been doing this?" I replied with a confident smile and acting like no big deal and looking at my watch "Lets see, approximately 32 hours, so are you ready to list your home?" =) We went under contract in 5 days.
Experience is extremely important but so is the energy a new agent brings to the table. People want to work with energetic, passionate, and self-motivated agents. Be sure to use your brokers experience as a tool. Remember, your office may have hundreds of years of experience to back you up as well.
Century 21 Sunbelt Realty
Good Luck as you enter this career field!
Ahh, those were the days, weren't they? Tiding our Triceratops to the office, collecting rocks, gnawing on old T-rex bones, inventing the wheel ... sigh. I miss those days.
When the ice-age showed up, we had to wear those itchy sabre-toothed tiger pelts, and learn how to make fire. But we did okay, selling ice to those Neanderthals, didn't we? Speaking of Neanderthals, what ever happened to that Flintstone guy? He had a hot wife.
- golf course communities
- water front communities
- retirement communities
- estates in probate
- rental homes
- condos and townhomes (I mention these as a specialty to stay away from unless you are in an extremely high price area, such as the downtown of one of the top 10 beaches in the world)
As John points out, it's not about you - your experience, your lack of experience, your mood, your children, your car, your anything. It's about the client.
New salespeople do talk too much, mostly because they don't have anything to say. This is a problem we all have when starting out.
Another problem we have starting out is that we think we need to convince people of things. Fuggedaboudit. What we really need to do is to collaborate with our clients about solving their problems, which involve getting their home sold or finding them a home to buy.
So: don't talk, ask. Converse, but keep the conversation centered around the client.
They know you're new. Don't worry about it. But you have the time to study - so go out, look at the inventory, try to figure out why the current owners bought it and how they live in it, and when you meet with a real client, at least you can sound knowledgeable when you discuss the real estate in your area, which is why they will hire you.
All the best,
Be prepared and be professional. Read blogs and do research so that you have stats available to you about the market.
The first offer I ever presented was to an owner/agent who thought I was in the business for years!!! Have confidence in your abilities and it will come through in all you do.
Great advise already provided. Do a little research to prepare yourself. Search here on Trulia for others who have asked, "What questions should I ask a real estate professional before deciding who will list my home?"
You will observe a long list of non-sense submitted by agents attempting to stack the deck in their favor.
A few will list the two important questions every seller has:
How much will it cost?
How long will it take?
There are four other questions the MUST be answered, and as John said, these questions are about them, their insecurity. Only one pertains to the real estate professional. These are the only questions you need to answer..PASSIVELY. Everything else is simply positioning.
As a new agent, you always have your mentor as part of your team. Remember, you may be in business for yourself, but not by yourself.
The best part is you do not have to be a tech guru or social media expert. You just have to be willing to implement.
If you are looking for some help feel free to reach out to me. Check out the website belwo on the marketing system I use with my agents.
Joseph S. Cordova NMLS# 146855
direct fax: (206) 333-0946
cell: (856) 304-2381
Apply online at: http://www.joecordova.com