Once you’ve been in the real estate industry for six months or more, you’re going to be faced with a decision: Are you serious about this real estate business? It can be easy to leave your days and weeks unstructured and to only work with the clients who fall in your lap but, especially in tougher markets, there comes a time when that won’t be enough to sustain your real estate career.
We reached out to CENTURY 21 Redwood Realty Associate Broker and Success Coach Elsa Rake for her tips on how a newer real estate agent can transition from being a casual real estate agent to a committed real estate agent.
It’s All in Your Mind(set)
The first thing that has to happen, she says, is that you have to change your mindset. “You need to change how you view real estate, from looking at it as a part-time job or hobby to considering it as an actual business and career. Until that changes, typically an agent won’t be successful.
How do you currently approach your business? Have you sat down and reviewed what you’ve accomplished so far, noting your strengths and weaknesses? Have you created your 2019 business plan, along with your 2019 online strategy? Do you know how to prospect on a regular basis and then nurture the relationships you build, so you not only have clients and potential business for now but also for months, even years, down the road?
Waking up every day with one focus on your mind – your real estate business – is the start to any solid long-term approach.
Elsa observes, “Agents who take their career seriously and view it as a business, which is what they are building, will devote the time and energy their business requires.”
How proactive are you at searching out opportunities, both in prospecting and in ongoing education? “Real estate is tough,” Elsa says, “and agents who sit with their hands on their lap waiting for things to happen or to be handed leads will never make it. Serious agents will attend training, sales meetings, and any event the office or company puts on. They will ask successful agents if they can “shadow them,” so they can learn the business from the best. They are willing to take rentals, do open houses for other agents, work on their social media platforms and basically start working on their SOI to get their business rolling.”
Learn for Yourself
Finally, Elsa says, “I find that most agents who fail, are the ones who will try something one time and say it doesn’t work, or they go by 'hearsay' – they’ve heard experienced agents say that this or that doesn’t work, therefore why try it? They don’t have the fire in the belly to get out of their comfort zone, to go beyond the zip code where they live, they are just not willing to work hard and do what it takes to succeed.” Bottom line: Don’t just take someone else’s word for it. What isn’t right for them may be more than right for you, and the only way you’ll know for sure is to try it yourself.
Real estate isn’t a static business; it’s constantly shifting. New processes and technology are always being introduced, new players and people will enter and exit, and you’ll experience more than one changing market in your real estate career. Accepting these fluctuations happen and approaching them with an open mind is the key to long-term success.
Above all, becoming a serious, committed real estate agent requires a support team who can provide the proven systems and personalized education to help you transform your business. That's why we offer all agents who transfer to Redwood time with Elsa Rake, our Success Coach. Are you considering a change? We'd love to chat.