- Episode 48 -
As I was running around the office the other day, I ran into a new agent who was sitting at her desk, staring at her computer confused and bewildered.
As I passed by I had to stop and make sure she was still breathing since there was no life coming from her. I asked her what was wrong, to which she answered, “I got my license…but now what do I do?”
Ah, the new agent syndrome and she was its latest victim!
It’s hard to remember back to those days when I was new. (I think I buried those memories in the back of the vault.)
But I was her.
Getting your license was the easy part, and how hard could it be helping people buy and sell their home? Heck, that’s a piece of cake. I was eager and ready to go and jumped anytime my cell phone would ring.
But where was I going? And what was I doing when I got there? Even more important, how could I start making that phone ring? Where and what does a new agent do first?
Most brokerages offer training and mentoring programs and the Realtor Boards everywhere have a plethora of education. For a new agent it’s overwhelming, and they have no idea where to start with all the tools and information they have been provided. I try to lay out some guidelines for my “trainees” that help to get their feet wet without drowning them in the deep end.
1. Announce Your Arrival
My first “golden rule” for new agents is to get business cards and start telling everyone you’re a Realtor.
Call all your friends and family, email or visit your sphere of influence and ask them if they know anyone that needs to buy, sell or rent. Make sure that all the vendors you use - like the dog groomer, the checkout person at your grocery store, you hairdresser, or your favorite waiter at the restaurant you frequent - know that you can help them with all their real estate needs.
Go to the folks who know you best, because chances are they know someone who needs your assistance and they already have established that trust in you, that you will do right by the referral.
2. Hit the Books
Next, take all the classes you can and learn everything about the tools you are provided either by your office or your Board. Even though most of the instructions won’t make sense right now, I promise you that down the road somewhere the light bulb will go on and the “Ah Ha” moment will happen.
3. Stay Ahead of the Consumer
Third on the list is to get on the popular websites like RESAAS.com, Realtor.com, Trulia.com and Zillow.com and familiarize yourself with what they offer and how they operate so that you can come across at least as smart as your clients when it comes to knowing all their features.
I also suggest setting up profiles on each of these sites so that you are putting yourself out there with everyone else generating leads, even though you may now know what to actually do with them.
4. Stay on Track
Start developing goals of what you want to accomplish and write them down.
Begin with short term goals like learning new tools or contacting people you know. Have a business plan set up so that you can monitor your progress and celebrate the milestones like your first listing or contract. And don’t forget about organizing your finances – set yourself up as either an LLC or a PA and start conducting yourself as the business owner you are.
Remember: this isn’t a hobby – it’s your business.
And you are in charge of its success.
Putting the above ideas into motion will start the wheels moving and getting as much of these things done early will eliminate being plowed over when the snowball starts to roll. You don’t want to be behind the eight ball when a buyer calls or a seller needs your help to list their home. You want to be ready to hit the challenge head on and win.
Motivational speaker Zig Zigler said it best with words that you should live by in this business…
“You don’t have to be great to start, but you have to start to be great.”
Kay Conageski is a professional Realtor® with The Keyes Company based in Plantation, Florida. Check out her RESAAS profile ›