The consumers in general are looking for the best agents they can find. They are dealing with the most expensive thing in their lives and do not want to put it in the hands of someone inexperienced.
I bet you are saying, is he disproving the title of this article? I said can have an advantage, not does have an advantage. So now that we agree that new agents have a distinct disadvantage, how do we make lemonade from those lemons?
Let's start with one advantage a new agent may have. Having no or few other clients, they have more free time to dedicate to them and their listings.
What can a new agent do to get up and running quickly?
- Consider teaming up with an experienced agent. You now remove the objection of inexperience and the clients get the best of both worlds. I seasoned experienced agent and a new energetic one who will dedicate a lot of time to them.
- Take advantage of all cheap or free opportunities.
- Car door magnets and window lettering.
- Business cards and refrigerator magnets (you can buy peal off magnets at the office supply store and apply them to your business cards).
- Wear you name badge or have you tag embroidered on shirts. Wear them every chance you get.
- BLOG!!! Active Rain is free and a great way for clients to meet you.
- Door to door canvassing. Create a newsletter or market report and deliver them door to door. Shoe leather is cheaper than postage and more personal.
- Sit other agent's open houses and have handouts and marketing materials to hand out.
- Sit all the floor time you can get.
- Send out press releases to local newspapers.
- Build a professional website. If you can not market yourself, how will you ever market their home? Clients are on the internet and they are checking you out.
- I know the conventional wisdom is to chase FSBOs (For Sale By Owners). In some areas like mine, every fresh agent out of school is bugging the daylights out of them. They have been told by a dozen green agents why they are idiots for trying it on their own. If anything I would visit the FSBOs in person to preview their home and be friendly. I always carry a copy of my market report for their neighborhood and share with them a copy. I never push them for a listing, especially on a first visit. There is a reason why they are not using an agent. After being attacked by the green pea agents their resolve is probably stronger than before.
- Expired listings are another source every real estate school teaches you to go after. They are also getting bombed by the green peas. There is a reason their home did not sell. Many times it is because they were simply over priced. If the last agent could not get them to price it right, what will you do differently? Also they are probably extremely annoyed by the volume of contacts they are getting.
- This is probably the most important item on the list. HAVE A BUSINESS PLAN! This is a business, if you do not have a written plan, what you do have is a plan to fail.
We all had to start from a stand still when we entered the business. When I started I had to overcome the objections of potential clients. It was not easy, it took hard work and dedication.
One last tip for new agents:
Make education a key component in your business plan. Designations will help build you credibility in the market place.
--------------------------------------------------------------------------------------------------------
Randy L. Prothero, REALTOR®, ABR, AHWD, CRS, e-PRO, GRI, SFR
Century 21 Liberty Homes
Randy Prothero is well established as an expert in working with military / VA clients and first time home buyers. His home seller's (listing) campaign is one of the most aggressive marketing programs in the area.
Based out of Mililani, Hawaii. Randy services the island of Oahu (Honolulu County) and the Leeward Regional Chairman of the Honolulu Board of Realtors. To improve overall professionalism in his area Randy also offers classes for real estate agents.
www.HawaiiRandy.com * Oahu (Honolulu County) Property Search * Hawaii Military Relocations
Very good advise ,, but don't forget positive thinking and persistance (Don't give up!) are also key elements.
Randy, you are right on the mark - again! Great advice for ALL agents who might need a little kick start!
Great blog.
The reality is all new agents MUST think outside the box. They must get outside the zone that is the comfort zone. They should make a list of 20 people they know in business and make calls to each of those business people and find ways to help those people grow their own businesses. IE Hair dresser, Dry clearner, Car detailer, Daycare etc.
They may be suprised of how good they will feel and how much they get out of it in the longrun. Also many of the OLD TIME agents may not be up on technology and the new agent can differenciate themselves with the above outside the box and technology.
Great blog Great life enjoy
Randy, Great tips. Everyone has to start some where. I think using your tips could really help a new agent bet the ball rolling.
I think one of the Key statements you made was -- have a business plan -- I think more important would be -- have a business mindset .. everyday.
Jim - Excellent points
David - Thank you.
Edward - They may also offer help with technology with an older agent in trade for teaming up.
Jimmy - It worked for me.
Eric - Definitely important.
Randy: I read every word of your post b/c I am mentoring a couple of agents and I just wanted to 'check' myself to be sure that I'm not forgetting anything! ALL great tips--the only one that I haven't told them is the embroidery on their shirts!! I tell them to wear their name tags 24/7 and yes, even to bed! That is the BEST way to strike up a conversation and I've found that during the past 6 months, I've had more strangers asking me about the RE market b/c of all of the news! It's a GREAT time to let the public know that it's a GREAT time to BUY!
Excellent post Randy!
This is probably the most important item on the list. HAVE A BUSINESS PLAN!
Hi Randy,
That's great advice. In the past, too many agents jumped into this business with great enthusiasm but without adequate funds to build a solid business. That's why I'm waiting to get licensed. Two posts, one from Jim Crawford and one from Jason Crouch, made me realize that I need to have at least six months of income in the bank before I start my real estate career.
Debe - I have nice golf shirts embroidered with my info and wear them 7 days a week. My only decision in the morning is which color.
Not Licensed Yet - It takes awhile to get up and running. They gave good advice.
Randy - this is a great list. I am about to take on a new recruit and I am thirlled about it! I love mentoring:)
Hey Randy, great blog post and excellent advise. A little motivation goes a long way! Good luck.
I enjoyed your blog also! It's all about getting in front of people. Great job! JB Brookman
Great advice. But when they are trying to do all of this, they also need to learn time management. That is the most difficult for most people (even oldies like me), especially if they have been used to a boss telling them what to do and when at a traditional job.
Randy - those are some great tips and excellent advice for those starting out.
Courtney - I enjoy helping new agents. I find I gain more than I give.
Aaron - Good luck to you also.
JB - Thank you.
Susan - That is a great point.
Venancio - I hope a few find them useful.
Randy I could not have said it better. I find helping other agents helps me be a better agent.
RANDY: What a great and educational blog. I am a new agent I started in March and I love your list. I am also a Century 21 agent too.
Tinker
Good advice and I think we need to add to develop a web site as soon as you can. There are several cheap ones that offer great features.
Like I always said...you have to learn how to adapt to a different situation and if you have to improvise or look for new methods to generate business then that's how you'll stay around longer...riding out this storm will determine who makes it...separates the men from the boys. I always try to find things I can do that might not cost me money and whatever I get from that is extra.
Great advice Randy, the one I think personally works best is the team concept, they can be mentored by experienced agents. The pre-licensing school only trains in the law not about how to market etc. Also I like the one about getting more education.
I think new agents have it made in the shade these days with all of the expertise here at AR. Years ago, you got your license and no training. They just told you to knock on doors. How times have changed!
Excellent advice and very well written! I love the shirt idea, I have done it some, but needs to be more often. Also, you are so right about marketing on a budget, so many of us have fallen at some time for an expensive mistake with little or no ROI. Thanks.
Randy - all great information, especially the business plan. We have an office of very supportive agents most of whom are willing to take a newbie under their wing and help them be successful.
Another simple and cheap way to get up and running quickly -- ask your friends, relatives and aquaintances for referrals -- they all want to help and a referral is a much stronger lead. ~Evelyn
Great post, but I have to say that I half-agree with you. New agents indeed have plenty of resources to get their career started, BUT...and I think this is what most people miss and I don't see any mention of it so far:
If the new agent doesn't start producing quickly in today's world, with today's high cost of just about everything, and they do not have a good solid amount of cash strapped away for survival, this business will chew them up and spit them out within 2 to 4 months tops. People have to sleep, eat, and pay bills. If they don't have a spouse supporting them financially, or they don't have a good reserve....again, this business becomes extrordinarly brutal in the blink of just a few months.
I've seen it happen and it doesn't matter how hard you are working, if you are in that financial boat as described above, if you can't seal a deal or two within the first 3 to 6 months...bye bye.
Great tips for new agents! I just sent this to a new member of my team
Randy as a new agent I appreciate your advice and I using most of it now. I have my SUV stickered up with my info. I mail out and also hand deliver my newsletter monthly and I wear shirts with our logo. I am in the office daily at 7:45 and I generally work Saturdays and it is still tough, but I will not be part of the 70% who don't make it past the first year!!!! Kudos to you agents that help out us newbies.
Great blog for new agents and for old agents to refresh the basics
Randy - this is a great list of things for new agents to do. I found that making contact with everyone that I knew that I was now in real estate and letting them know about my services was a big help intiallly, as was lots of floor time, as you mention. Some good advice for more experience agents to conside should they be experiencing some slow downs.
Jeff
Randy, I agree with all the above. The blog also serves well for those who are "starting over" or changing directions.
Randy, new agents will, for the most part, have to work harder than agents who have been in the business a while. There is hope, I have seen some new agents skyrocket to SUCCESS in a short time. I have also seen agents come and go bery quickly. Timing is everything and being in the right place at the right time.
Thanks Randy for reminding me of those things stuck somewhere in my brain. I have only been active for almost a year now- but my brain is busting out at the seams with so much information- I forget sometimes where to start. Looking forward to reading more of your posts. Tina
Randy - Congratulations on another well-deserved feature! I may bookmark this one for use with any new agents that I hire.
Hi Randy,
Excellent advice for new agents, you are a great role model! :)
Mr. Prothero - Your eloquence is refreshing - and your advice right on target! I'm back - and 2 new things jump out at me - the "reblog" tag in the top right of your post and the ocean surrounding your blog. Just two of the many many new aspects of Active Rain for me to get up to speed!
Randy, very insightful view, thanks for posting. Was curious to see what type of response you are getting from door-to-door canvassing these days. These days it seems like more and more folks are wary of opening their doors to "strangers", so the return on the time invested hasn't been all that great for me.
Great post! I agree with some of the others that you need to put yourself in front of as many people as you can. And to get to where you want to be you need a plan... I agree that a business plan is the essential to make it in this business or any other. Enjoyed reading your post! Thanks!
Nannette - Working with other agents and blogging for that matter, make you constantly look at what you are doing.
Tinker - I would say good luck, but the reality is it is not luck. Good hard and smart work will guarantee success. Good luck anyway!
Laura - If you do not have a good website, clients will not take you serious or find you for that matter.
Neal - Creativity is important. I have always made a point of trying to be where the others agents are not.
Missy - Very good point. Pre-licensing does not teach them how to sell homes or build a business.
Diane B. - Active Rain is a wonderful tool for new agents. They can pass up the senior agents, by just implementing a fraction of what they learn here.
Denise - I am constantly looking at where my marketing money is spent and dumping those that don't work and moving it to other things.
Mike S. - The right office is a critical component.
Evelyn - Great tip, asking for referrals is free.
Nick R. - Good point. That goes back to the need for a business plan. It is a common theme in any business. If you do not have a good plan which includes finance planning and reserve, you have a plan to fail.
Kay B. - Thank you
Jimmy J. - With that focus and attitude, I you will have a long and successful career.
Russ R. - I like writing these types of posts. They are also a reminder to me to stick with the basics that got me here.
Jeff D. - Staying in contact is so important. I find myself, falling short on that one, when I get busy.
Suzi G. - Thank you. We all need to re-evaluate what we are doing regularly, If starting over or changing, you need to do some serious business planning.
Bryan S. - I have seen many new agents come and go. I have also seen a small number of them take up fast and do great. I guess I am somewhere in between. I came in part time my first year and went full time the second year, which was a strong year for me.
Tina A. - The best place to start is get up every morning, have a schedule and keep working your business plan.
Jason C. - Thank you.
Randy.. Great post... this list can help get someone on the right path
Suzanne S. - Thank you.
Tony M. - Welcome back, I was concerned. I hope everything is great with you.
Veena - I do not knock on the doors. I just delivered the newsletters. I haven't been doing it in awhile. I have been so busy. I am thinking of paying someone to deliver them for me. I feel it is less intrusive than knocking on their doors and you can cover 10 times more homes.
Rick C. - A lack of a plan is the biggest mistake most make.
Roland - Thank you.
Very wise advice. I agree that new agents can do well. There is one that I'm watching and she's moving right up the ladder!
Lindsey - I am excited to see new agents who take off like that.
Hi Randy. Great post. It's still not easy, but you are right on the money!
Ken
Great post, Randy, as usual. I'd add one item: if you don't get a lot of floor time, STILL GO TO THE OFFICE as much as you can. Hang out, and offer to take other agents' floor time if a schedule conflict comes up. I was always amazed at how little new agents come to the office, and how often seasoned agents will abandon a floor time slot to take an appointment, run to a closing, or other conflict.
HI RANDY!
You've written a great post that has prompted great responses. I think it's really important that a new agent have a mentor. There has to be someone to hold their hand until they can fly alone.
Thanks so much for sharing,
Randy all good suggestions, but what I find in my end of the business is that new Loan Officers then to succeed of fail because they either have enough contacts to keep them afloat or not until they begin to do other things to generate business. The organizations that we are involved with, family, friends, and my favorite Church are great source of initial business. If they come into the business without a few of these contacts it is hard to survive the early years.
The best thing a new agent can do is to follow an experienced and successful agent who's style and personality meshes with his or her own and use them as a mentor.
Randy
Outstanding advise and not just for the new agent. Anyone whose business is slumping could take advantage of any of these words of wisdom!
I do a lot of training with new agents and I think this will make an outstanding post to discuss.
Thanks
Good advise Randy, I have been selling real estate for about 23 years... farming is what has kept me alive and well. Farming is going out there every day talking to everyone you run into. Just find out when the mailman delivers... and follow him about 3-4 houses behind... you won't believe how people come out and SEE YOU!
Antonio & Alexia Cardenas "The Realtors In Motion" www.ListedbyAntonio.com
As a former manager, I also advised that new agents spend a lot of time in the office. You'd be surprised what you can learn listeninging to conversations, asking questions. When experienced agents see that new agents are trying and making an effort, they may give them a lead they either don't want to work or can't work. They may ask for help doing an open house . Going to the office is not a waste of time, done properly. Great post.
Grat blog. thanks for sharing your thoughts
Stan
stanstepak@realliving.com
Wow- That says it all.
Randy,
Thank you for the new agent advice. I have been in the business for about four months now. I been doing everything I can to be successful. I love my new career and I plan on rising to the top!
Thank you again,
Jennifer Tellier
Exit Realty Leaders
Beverly Hills, Fl
Great advice. I have heard some of it before, but that does not make it wrong. I think your tips for new agents like me is great. Keep up the good posts.
Great advice!! :) I hand deliver my ads in one particular high-end subdivision...I definitely should do more door-to-door knocking in my OWN subdivision.
I have been a realtor for 8 months now...so I don't feel quite so "new" anymore. Got my 1st FSBO listing last week. It will go on the market officially next week. Yahoo!
LOVE the wallpaper on your active rain site. We just have the Gulf of Mexico close by. Ahhh, to live in Hawaii!! Well, as the old saying goes...bloom where you are planted. :)
Randy,
Thanks for the tips, I'm still very new, but in all my past endeavors.....you must always pay forward, your reward will come, just keep paying forward and BEE-Leive! Never give up and you will make it.
Thanks Again,
Tina Saalwaechter
Coldwell Banker United
The Woodlands, TX
713-502-5493
Randy,
Thanks for the tips, I'm still very new, but in all my past endeavors.....you must always pay forward, your reward will come, just keep paying forward and BEE-Leive! Never give up and you will make it.
Thanks Again,
Tina Saalwaechter
Coldwell Banker United
The Woodlands, TX
713-502-5493
great advice, I am going to share this with on my podcast and radio show. You will get a mention
Ken T. - Thank you
Erica - Good point, my first year I have two closings from clients I picked up in the office when the agent scheduled for floor time did not show up.
Yvette - That is the ideal situation. I would gladly team up with new agents as long as they are motivated.
George - You are so right. I was involved in my community for years and new tons of people when I started in the business. I believe all agents should be involved in their community.
Gabe - They should offer to help that experienced agent like hold open houses. They may also want to ask that agent to team up with them on their first few transactions to help them secure listings and complete their first few transactions in a professional manner.
Dagny - I think you make a great point. To be successful you can not be part time.
Stephen - Thank you, I am sure the new agents are lucky to have your help.
Antonio and Alexis - It sounds like you have been very consistent. That is an important part of the mix when marketing.
Elaine - I used to spend a lot of time in the office. My attitude is I can sit home and do paperwork or I can do it in the office.
Stan - Thank you
Dawn - Wow, thank you. :)
Jennifer - Sounds like you have the right attitude to make a go of it. Good Luck!
Ulises - It is always good to hear it over and over again. It is even better to implement them.
Sonja - For me this is home. I plan to make the most of it. Good luck on a strong finish to your first year.
Tina S. - If you keep moving forward you will get to the destination.
Dave - Thank you!!
Very good advice Randy, New agents can get overwhelmed and all these things you mentioned are good advice for them. Taking time to rest is also good. This business can be so hectic at times.
Hi Randy - Great advice, thank you. I am still working on the web site and business plan. I think it takes a few months to figure out where you are going....
Very good post, I hire and mentor new and struggling agents. I think one thing that has not been mentioned is you need to be a sounding board for the new agents. There are good days and bad days in real estate. On the good days you have to cheer with them and on the bad days you have to remind them what is good in the business and keep them up. Its very easy to get in a dark place, its hard to get out of that place alone. I love new agents, they always remind me why I am in this business.
Yep! It's all about surrounding yourself with the right people. Thanks for your insight!
Eric said it best. Have a business mindset everyday! This is so true. Thanks Randy, great blog!
Ricki - It is not an easy business.
Margaret - You business plan is a living document and can be adjusted as you go.
Deborah - Everyone has their own way of dealing with bad days. Mine is to get a little quiet time away from other people and wind down.
Michael - it is so much easier when you are in a supportive environment.
Melissa - It is so true.
You are now famous in Northwest Indiana Randy!
this morning the Live AM 1420 Radio show talked about your BLOG and you were promoted as the Go to guy for Hawaii real estate !
Congrats!
Sincerely,
Grace
Jeff & Grace - WOW! That is absolutely incredible.
Those who do not recognize the power of blogging are surely missing out. THANK YOU!
Love your post Randy.......great information!
Ana - Thank you
Well, i have been an agent for 4 months now and i have to admit that getting people to truly help you and been thorough with their "insights" is so hard. As a new agent i have all the time and energy to go after FSBOS/Expireds but lack the real foundation to do so. I took a class when i began but there is so much information that i am so overwhelmed and cannot find a away to filter everything and do a good job. Altough i am new to sales i am not new to Real Estate and really want to build a good foundation for me. This is the perfect time to learn because i don't have much to do but i need help filtering everything that has been thrown at me. Your ad is good and true in many ways but the only thing us the green agents can do is to pursue these opportunities and make our mistakes so we can learn and improve in the future.
Ana - You might consider looking at a different office. Many offices offer a better support structure. There are also experienced agents who are looking for folks to join their team. That is a great way to learn the business while making some money.
You other option is to spend more time on Active Rain. It is free and the members here will openly share their knowledge with you.