What Advice Would You Give a New Realtor?

November 7, 2018

The National Association of Realtors asked its social media followers “What’s the best advice you would give a new Realtor?” There were many themes that came out of the hundreds of answers they received: Planning, Learning, Attitude, Due Diligence, Communication, and more. I thought the information was really good reminder for our new Realtors, of course. But I also thought it would be good info for you to have as well. After all, you expect a certain level of service and our goal is always to surpass that! Let me know what YOUR advice would be!

On professionalism:

  • Lawyers don’t give law a “try.” Doctors don’t give medicine a “try.” Don’t give real estate a try. You’ve chosen a career, not a job. Conduct yourself accordingly.
  • Act as if your clients can see and hear you by hidden camera at all times.
  • Honest and thorough. You’re only as good as your word.

On learning:

  • Take advantage of networking opportunities and classes and webinars. Get involved in your local association. Above all, listen and follow the habits of experienced, reputable agents and brokers. They are your best teachers.
  • Most agents (including me) hate rentals, but they’re a great way for new agents to learn neighborhoods/markets. You also will be able to familiarize yourself with real estate lingo/language/terms as you handle rental paperwork.
  • Don’t hang with rookie Realtors. Find the agent who’s doing the most deals and hang with them.
  • Find a mentor who understands the importance of technology and the handwritten note!
  • Make education a constant.

On attitude:

  • Surround yourself with knowledgeable, positive Realtors who love to give to help other agents.
  • I say this to all new Realtors: “If you haven’t cried at least once in your first three months, you are not working hard enough.”
  • Smile often; it relaxes others.
  • Forget about getting rich quick.
  • Don’t take anything personally.

On communication:

  • Listen to your client to hear how they really live in their home.
  • Know the answer before they ask the questions.
  • If you have bad news, share it with your clients as soon as you get the information.
  • Use the most impactful and effective language in the least amount of words possible.

On sales and marketing:

  • No matter how busy you are, never stop prospecting for new business or you’ll hit a slump once your current transactions close. It’s called the Realtor roller coaster!
  • Keep your own e-mail address and Web site and market yourself as your brand, not as a national brand. If you ever decide to leave a company, you leave with all your hard work intact!
  • Work hard and prospect every day. Expect a lot of bad leads before you get a good one.
  • Don’t be pushy; it drives clients away.
  • Become friends with all the agents in your office. My first few deals were business that they didn’t want.

On due diligence:

  • The devil is in the details. Dates, dollars, pre-approvals, documents, mortgage follow-up, “may” vs.  “shall,” inspection reports, correct details on listing, all that.
  • Get it in writing!
  • Always go to the building department and pull property cards and check taxes; never go by what’s in the listing!
  • Know your product! Visit homes in the area; preview the types of homes you want to sell.

On planning:

  • Formulate a very comprehensive business plan.
  • Build your business like a company and don’t neglect your personal life. Consistently make time for yourself and loved ones.



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