1) RUN A BUSINESS
Even though you work for a Broker, remember you’re an Independent Contractor which means you’re self-employed. If you treat your career as a business-owner rather than an employee you will have a much greater chance of succeeding. Make sure you hold yourself accountable or team up with someone that can assist you in doing so. You will need to develop certain habits and increase your business building skills. You should also have a good CPA to advise you. Vision Realty Centers’ V3 System is designed to help you in this area.
2) HAVE A PLAN
Have a plan and work the plan! You’re starting a business, all successful businesses had a plan in place at their inception and through trial and error developed into a success. VRC offers a Business Planning Workshop!
3) SCHEDULE TIME TO WORK
It’s very important that you immediately start adding classes and prospecting time into your calendar. If you don’t you run the risk of falling out of the business. Get used to keeping your calendar in your phone. Try to be available evenings and weekends to show people houses which is when they’re normally most available.
4) FACE TO FACE APPOINTMENTS
Your #1 Goal in real estate is faceto face appointments! If they like you, trust you, and have the confidence you can get the job done… you’re hired! It does not matter which company you’re with. The more you fill your calendar with face to face appointments the more money you will make!
5) TAKE CLASSES
Become familiar with the Industry as possible. Not only will it make you more profitable and successful, it may keep you out of trouble too! Your clients (and Broker) will definitely appreciate it if you’re educated! You should be able to take classes through your Broker, Board, and MLS.
6) GET FAMILIAR WITH TOOLS
There are so many tools that are going to be available to you; MLS, CRM Systems, Phone Apps, Websites, etc. Once you’ve mastered them, your business should be more efficient and profitable!
7) WORK YOUR SPHERE OF INFLUENCE
When starting out you don’t want to start spending money into Lead Generation unless needed. You want to keep your costs down. You can market to your Sphere with little or no cost to you. This typically generates faster sales and saves you money in the meantime.
8) BRAND YOURSELF
If you’re serious about making real estate your primary career, you will need to brand yourself. People need to remember YOUR NAME! As you invest portions of your commission checks back into your business try to do things that make you stand out. You will eventually want personal signs made and marketing materials that reflect your personal brand.
9) DRESS THE PART/DRESS FOR SUCCESS
If you’re going on a listing appointment or meeting someone for the first time, we recommend either showing up in a suit or at least dress pants, dress shoes, and a nice collared shirt. It also helps if you pull up in a nice car (borrow one if need be). If you’re showing Vacant Land, make sure to wear jeans and boots so you’re able to walk the property with your client without ruining your clothes.
10) WORK WITH MENTOR(S)
It always helps to work with someone who’s active in the business and willing to show you the ropes. They can also help keep you accountable and help you achieve your goals. VRC offers a FREE Mentorship Program to our agents!
11) BECOME FAMILIAR WITH TECHNOLOGY
It can be your best friend or your worst enemy. The real estate industry has had serious technological advances the past hand full of years and you will want to keep up on the latest tools available so you can stay ahead of your competition. VRC’s V3 System is designed to assist you with this.
12) SHOW UP ON TIME/EARLY
ALWAYS show up on time or a few minutes early for your appointments. In real estate there will be schedules that you will need to adhere to and your clients and instructors will appreciate it!
13) DON’T WAIT TO GET STARTED
There is so much to learn in real estate… you can’t possibly learn it all! This is an industry in which you will learn something every day! Take the classes your Broker recommends in order to get started and then jump right in! Your Broker/Mentor/Team should be able to help guide you through your transactions and issues you may have. Don’t become a professional student that never gets started!
14) FAMILIARIZE YOURSELF WITH MARKETS/TRENDS/MORTGAGE PROGRAMS
You should know the difference between a Buyer’s Market and a Seller’s Market, who holds the power during those markets, and negotiating strategies to get the deal done regardless of who you represent. It’s also a real benefit to know all the different types of Mortgage Programs, their qualifications, and where to find them. You very well may be able to put together more deals (or save them) if you have the proper know how and connections.
15) KNOW YOUR PRODUCT(S)
There are SEVERAL types of home styles, heating systems, basements, electrical systems, etc… Be sure to familiarize your self with as much information as possible to become a professional. You won’t learn it all overnight, but don’t stop with just a couple real estate classes under your belt. Feel Free to come back to this site as one of your resource centers during your career… keep in mind, only Vision Realty Centers agents have full access to the V3 System!
16) REMAIN PROFESSIONAL
You’re dealing with peoples’ largest investments, they want to know a professional is helping them! Be sure to have proper hygiene, dress appropriately, not use vulgar language, and have an upbeat attitude. Even around your own family and friends.
17) INVEST INTO LEAD GENERATION
As mentioned throughout this site, start by marketing to your Sphere and then invest into Lead Generation Sources (Social Media ads, Lead Providers, Mailers, Prints ads, etc.). CAUTION – if investing into a Lead Generation expense, you should ask your Broker/Mentor what their opinions are and if they have any tips for you. Many Lead Gen Sources such as Zillow.com and Realtor.com may come with some lengthy contracts and can be quite expensive if you’re not working them correctly.
18) GIVE FULL SERVICE
Once you have your client that has a Pending Offer, there will be time-lines inside of that contract that MUST be adhered to. If an agent is returning phone calls, text messages, emails in a timely fashion they could easily cause their client to lose the house or even cause lawsuits, license violations, ethics violations, and even total loss of license. VRC welcomes part time agents, but you are expected to give FULL SERVICE to the client.
19) ASK FOR REFERRALS
Once you’re in the business, you’re on the hunt for people looking to move! Make sure you ask your Sphere to refer you to people they know. Be sure to take good care of your clients and earn the right to ask for referrals. Good agents build a book of business of past clients that always call them when they think of real estate or hear of someone looking to move. Referrals are a lifeline for your business!
20) DEVELOP ORGANIZATIONAL SKILLS
Make sure you write everything down (create a “to do list”) that you look at every day. As your business grows, it can become quite hectic and it’s easy to forget things which can spiral downhill very fast. You will also want to develop time management skills as well.
21) DEVELOP A TEAM/SYSTEMS
Top producing agents usually develop a team (when they have an adequate amount of business). They will also implement systems in their businesses for handling paperwork, leads, transaction coordination and so on. This will normally include Mortgage, Title, Marketing, and Inspection professionals. Once your system/process runs smoothly, simply increase the number of clients you work with. This will normally make your transactions smoother and allow you to do more business.
22) EDUCATE YOUR CLIENTS/BECOME A VALUE THEY RECOMMEND
Become an expert in your field. It’s always best to educate your clients upfront of expectations, time lines, home inspections, the home buying/selling process, multiple bid situations, potential issues that you may run into, the market, etc… the more you know and teach them, the more they will feel comfortable about making a decision(s) when purchasing or selling a home. They will feel refer you to people they know.
23) PLAN A VACATION
It sounds funny, but if your business ever gets slow… plan a vacation! Not sure why, but for some reason your phone always starts ringing with potential clients wanting to steal away your vacation time! All seasoned agents will laugh at this one because they know it’s true!