Prospecting. Pipelines. Scripts and dialogues. If you’re new to the real estate industry, these might still all be unfamiliar terminology. However, if you’ve been in this business for any amount of time, you’ve got some idea about what these terms mean for the longevity of your real estate career. It’s easier, however, when you start to think of ‘prospecting’ as ‘finding prospective buyers and sellers who may need your assistance’, ‘pipelines’ as a ‘list of people who range from wanting to buy or sell something now to those who are interested in possibly buying or selling down the road’, and ‘scripts and dialogues’ as ‘specific words used to better communicate your desire to help people’ and ‘questions to ask to help you better identify people who need your help now versus those who might need it later.’
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.
The Infinite Game
This is the title of the upcoming book by one of my favorite authors and speakers, Simon Sinek. I watched a short video segment of him explaining the rationale behind this book, and I thought it was brilliant. To paraphrase his idea, most people in business are hyper-focused on measurable goals or milestones and devote their entire career to achieving them. But once we meet these goals, the drive that once propelled us to reach them is no longer present. Often, the drive is even substituted by depression and a complete loss of passion.
I recently experienced something similar with my oldest son. He was so convinced that us buying him the latest video game craze (Fortnite) would gain him more friends. He was entirely convinced that this was his path to being admired, respected and valued - so much so that he instinctively believed that his friends would never set foot in our home unless he had the latest game system and toys. He also honestly felt that he didn’t have that many friends at school because he couldn’t measure up.
CENTURY 21 Redwood Realty is extremely excited to welcome Kathy Colville and her team to the Redwood family! Kathy Colville & Associates’ focus on communication, trust, confidence and work ethic is a perfect fit with the core values and client-focused attitude of C21 Redwood Realty.
When you build partnerships with companies like we have at C21 Redwood Realty, whenever you see each other, it’s more like old friends meeting than two businesses formally greeting each other.