Success Faster: Quickly Launch or Relaunch Your Real Estate Career

by Julie Nelson

“Be the agent you would actually hire. Focus on real value, not sales techniques. If you do this, your next decade in business will be beyond your wildest dreams.”

What age sixteen message do you need to dump?

In my relaunch, I needed to simply hustle and find my first ten leads and clients quickly. And then my next ten. This simply involved having meaningful conversations with the key people in my life, with my professional friends and clients, with my connected and influential friends, with my Realtor network around the country. And

Teachers make great Realtors. They’re hard-working, know everyone, and negotiate their way through every day. Yes, the skills a teacher learns in managing twelve- year-olds, and parents, and administrators come in handy in real estate. Most teachers I know, and I’m married to one, have personal fortitude beyond their years.

I ask this all the time: “Who have you talked to in the last 30 days that has mentioned real estate?” Expect more referrals from your top 25 people and treat them accordingly. My biggest mistakes: time management and fear of signing the buyer agreement.

Your journal

If you are new-ish to the business, your job is to work only on clients and traction; your broker works with you on contracts and process.

sure your knowledge base is full-time.

Setting a target and writing it down helps tremendously.

Anyone who takes this lightly is forgetting the Realtor Code of Ethics.

This is my argument…that the key to your success is gaining clients and a pipeline quickly. It is a bit of a race.

Gaining a few clients quickly will do more for your psyche than the best self-help book out there.

RAS

real learning and confidence building starts with a client in hand.

EVERY…SINGLE…DAY, you must do something that has the likelihood of finding a client or client lead (or three, or five, or ten). Write that down!

Wish I had done this earlier. I need your help. This is day one of the training program and the very first assignment they gave me was to call you! This business is seriously referral-based, and I have big goals. Will you help me? It’s now my job to know the real estate needs of my friends and family and their friends and families, so there is a basic question, actually two questions, that I need to ask you. 1. Are you anticipating any real estate needs this year? 2. Is there anyone you know who may need my services this year? It’s pretty much my job to ask this question, and who better to start with than you? I really super appreciate your support.”

This call-your-mother script is the basic lead generation question (or some form thereof) that you will be asking all the time.

You are your own boss. Don’t be a lousy one.

what if the golden rule for keeping your job was sign one client per week? Would you do it?

Statistically, eight out of your first ten clients will come from someone you already know or someone they know. Those folks are most likely in your phone right now.

ONE: Your Phone Is Power

Your job is to talk to people about real estate.

THREE: Open Houses Can Make A Million We have top producers whose whole careers were built on nothing but open houses and stellar follow-up. Now they work by referral.

no one who walks through the door knows that you’re new.

Three open houses every month Ten conversations every day One FSBO outreach every day

ACTION ITEM: Identifying Your TOP 100

You want a raise in real estate? You give yourself a raise by having more conversations.

Quickly, make a list of everyone you know who rents, or probably has a lot of friends or colleagues who rent. If there is an employer in your town that hires a lot of millennials, figure out who you know who works there. I am in Austin, Texas, so this topic is a great tool for my 20-something and 30-something friends who work at tech start-ups downtown, or who work at Google, or Facebook, or Apple.

Is there a company in town that likes to run lunch-and-learns for their employees?

My business is primarily referral-based and I appreciate your support.”

three-question red light/green light

“Hey, real quick . . . I wouldn’t be doing my job if I didn’t ask you this question. Is there anyone you know who may need my services this year?

PQ #2: Earn your referrals “I know you

You could get in the habit of posting something to social media every single Monday with a how’s-the-market commentary

countdown to Realtor license day.

In your first year, you should be dedicating a minimum of five hours per week to practice.

I’m just going to send an e-mail that introduces the two of you.

Pop in to ten local businesses and introduce yourself.

“My good friend Susan, the Realtor, sent me.”

I promised myself that I would meet with one successful business pro or entrepreneur or interesting person every week for the next two months.

watch three YouTube videos on how to talk to an FSBO, spending more time on the video you like the most. Hit replay, replay, replay.

the likelihood of hitting your goals increases a whopping 42% if you write them down.