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Iiibmaniii, Other/Just Looking in Blairstown, NJ

what to say when your a rookie?

Asked by Iiibmaniii, Blairstown, NJ Tue Apr 10, 2012

When first starting out, what do you tell your clients to convince them to hire you over a more experienced agent, i would imagine at some point in a conversation they are going to ask how long I have been a real estate agent....what do you say to win them over?

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Gina Chirico’s answer

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.
0 votes Thank Flag Link Tue Apr 10, 2012
My mentor told me to keep my mouth shut, which is now my firm policy. I never talk about myself, my office, designations, education, experience, ANYTHING about me unless asked a specific question. I direct all conversation towards the client, what's important to them, and what they want done. I don't make small talk to try to develop a "relationship." I focus completely on the job at hand and let the accomplishments speak for themselves. The amazing thing is that when I adopted this policy, the questions about experience, education, yadda yadda yadda evaporated customer loyalty and referrals multiplied. Clients are glad to talk about themselves and very pleased that a real estate agent wants to talk about them for once instead of thumping their chest as if anyone cares anyway.
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...
3 votes Thank Flag Link Tue Apr 10, 2012
Alot of great ideas shared ... I agree. We don't need to toot our own horn .. but focus on their needs so we can serve them in the best way possible,.
Flag Tue Apr 10, 2012
When I was a new agent (back in the Jurrasic period), I used to say to potential sellers "You'll get 100% of my attention, and believe me... nobody will work harder to sell your home than I will".
4 votes Thank Flag Link Tue Apr 10, 2012
Alan May, Real Estate Pro in 60201
Great Question.

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.

Good Luck!

A.J. Ackerman
Century 21 Sunbelt Realty
1 vote Thank Flag Link Wed Apr 11, 2012
Be honest with your customer....don't try to blow smoke! If you don't have an answer to a question, let them know you will research it.....and DO it, getting back to them timely. Tell them they have your undivided attention, that you will consult with your broker on any issue you are uncertain about (they in effect get two realtors working for them!).

Good Luck as you enter this career field!
1 vote Thank Flag Link Wed Apr 11, 2012
@ John Souerbry

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.
1 vote Thank Flag Link Wed Apr 11, 2012
Alan May, Real Estate Pro in 60201
great answers and thank you all, brought a lot of insight to my questions...
0 votes Thank Flag Link Wed Apr 11, 2012
I like Scott Hulen's answer regarding specialization. I'd say 95% of the agents in my area will tell you they specialize in whatever you've got to sell, but we all know that's poo-poo and anyone with a brain can see right through it. Your web site, business card, etc. should reflect your specialization if you want to have one and prepare yourself for it. Here are specialities I've seen people have great success with:
- 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)
0 votes Thank Flag Link Wed Apr 11, 2012
This is a good question, because it actually gets to the heart of the sales process - what do you say?

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,
0 votes Thank Flag Link Wed Apr 11, 2012
If you know your stuff and you look the part, no one will question you.
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.
Good luck!
Web Reference:
0 votes Thank Flag Link Wed Apr 11, 2012
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.
0 votes Thank Flag Link Wed Apr 11, 2012
John’s got a great answer! The only thing I would add is find a specialty where the market is hot, condos, single family, REO’s, land, industrial etc. It does not take long to become very experienced in one specific area but trying to be all things to all people takes many years and may be just short of impossible to be an experienced Realtor®
0 votes Thank Flag Link Wed Apr 11, 2012
Shift the focus on the accomplishments of your office production rather than your individual production if they should ask. All companies have market stats available that you can brag about.
0 votes Thank Flag Link Wed Apr 11, 2012
There is some great advice below. I agree with most of it. Do not offer any information about how long you have been in the business unless you are asked. It may not matter to the person you are speaking with, but if you bring it up, they may start to think that it matters to them. If they do ask, be honest. Explain that you are newer, but this also means that you probably have more time to dedicate to them if they become your clients. You are new, so you are eager to work hard and be successful.
0 votes Thank Flag Link Tue Apr 10, 2012
When I first start I didn't tell them that I was a rookie. I just work with the sellers and buyers, you just have to earn their trust in order for them to recommend you to other potential customers. One thing for sure, you work harder because you're just starting. Ask as many questions as you can to other agents so you can become a pro.
0 votes Thank Flag Link Tue Apr 10, 2012
I am on the financing end of the deal in a real estate transaction. But what I do to help my referring Realtorsset themselves apart from others is help them with technology. I think the easiest way to gain confidence when dealing with the consumer as a newer agent is to show off how much you know about technology to help their needs!

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:
0 votes Thank Flag Link Tue Apr 10, 2012
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