Every now and then I get to talk to someone just coming into the real estate business or contemplating the move. My initial response is often a surprise to them but I bet many of you would agree with me when I tell them, “Great! This is the best time to get into real estate. If you come in with a good plan, establish the right habits and market consistently you will become a producer while times are tough and a star when times are good.” They usually look at me a little crooked and then smile. I guess they have a lot of people telling them they should have their head examined for going in when so many are getting out. Maybe they should, but I always found the party a lot more fun after the wanna-be’s and coulda-beens were done posing and said their good-byes.
The Three Questions
Following my response the potential new agent will inevitably tell me about their past experience and how it gives them a great sphere of influence in which to market. They share with me their personal motto about discipline and the pledge they gave their cousin – the copier salesman – to never stop marketing. I applaud all of this. Mottos and pledges and enthusiasm are all important, maybe even indispensible. But the first admonition about coming in with a good plan, the one they missed, is the most important. Where is your business plan? I have yet to hear: “I agree with you Sean. I have a business plan written out and I am excited to begin.”
So here are the three questions I pose to all new agents:
- Why do you want to become a real estate agent?
- Do you have a written business plan?
- What is your six month plan?
The first question is really just a leading question designed to get people to open up and talk about their passion. If you do not have a passion for some aspect of this business it is going to be awfully tough to work through the rejections. The second question is meat and potatoes. I call it Read more