What's Next? - Secrets of Beginning a Successful Real Estate Sales Career!

By Michael Gray

This is a real estate sales guide for the newly licensed and newer licensed real estate sales person that is seeking guidance and clarity in creating a very successful real estate sales career. Written in an easy-to-comprehend style, you will learn what to embrace, what to avoid and how to manage your tools and talents to be the best in real estate sales.

• Language: English
• Publisher: Lulu.com
• Release date: Apr 21, 2014
• ISBN: 9781312124363

Michael Gray

Always favoured science fiction. Passionate about aviation, science and technolgy. Also interested in watercolour painting, photography, Earth sciences, property renovation, building/flying radio controlled model helicopters and now Archery. In fact anything else that's interesting, even politics!

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What's Next? - Secrets of Beginning a Successful Real Estate Sales Career!

What’s Next? - Secrets of Beginning a Successful Real Estate Sales Career!

By Michael Gray

Copyright © 2014, Michael Gray

All rights reserved. No part of this book may be reproduced, stored, or transmitted by any means—whether auditory, graphic, mechanical, or electronic—without written permission of both publisher and author. Unauthorized reproduction of any part of this work is illegal and is punishable by law.

Getting into real estate

As a real estate recruiter I have interviewed hundreds of new licensees and potential new licensees.  When I ask them why did you get your real estate sales license, because there are so many reasons, but they really boil down to a few, such as, I like people, I like houses, I want to make a lot of money, I want to be my own boss, I want more control over my schedule and my life, I want to test myself and these are just the most common ones that I receive.  And, somewhere in the process of determining if I or my company can mold this person into a success, I pose the question of how much sales experience the licensee has had in their past?  Many time, more than 50% of the interviewees, have had no experience selling anything, not in school, fund-raising thru their church, civic organization, or first jobs at a fast food restaurant.  Here are the message people, YOU ARE IN SALES IF YOU ARE IN REAL ESTATE or PLAN TO BE!!  The license is a real estate SALES license.  So, to this end I have created this guide for everyone that is entertaining the idea of a career in real estate sales. 

So, decide today, now, if you want to continue with this direction you have begun.  Unfortunately, getting a state sales license only gives you the legal right to represent a buyer or seller in a transaction. It does not provide you with the necessary, and I do mean necessary, tools and skills that are mandatory for you to survive, much less prosper in this business. 

Our goal is to teach you everything that you must be aware of in your first 18 months of this business to sustain yourself so you have a great shot at achieving the goals your have chosen.

Chapter 1

Like a Marriage

You do have goals, don’t you?  Real measurable goals that I can check with you in your future to see that you have achieved them.  Goals must be measurable, specific and timely.  None of this "I want to sell as many houses as I can my first year".  That is not a goal, it’s a wish.  Let’s not confuse the two. 

Getting onto real estate is like getting into marriage; you’re like what you see so far and just hope and pray the rest will go well. Fortunately for you, I am here.  We will teach you exactly what you can expect with your experience, your personality, your drive and your tenacity to win in a GRAND manner.  And winning in real estate takes focus, training, learning skills you have never had, an incredible mind-set, support from your friends and family and a HUGE belief in your own ability to achieve goals that you have never thought of achieving before.

About now you may be thinking…they do not know me.  They don’t know what I can do.  Fantastic!  That is the attitude you must have to sustain yourself in the first 18 months of this very competitive industry.

I interviewed a young husband and father a few years ago.  He presented himself beautifully, great suit, very handsome, great smile and a personality of a winner.  He was coming into real estate from the car sales business where he had been the #1 salesmen for a major car dealership in SoCal more than once.  He was very confident of his ability to transfer his success from car sales to real estate sales in a very short amount of time and become very successful quickly getting his income back to the level he had enjoyed at the height of his car sales career.  As I interviewed him I came to understand his strengths; looks, engaging personality, strong closer and a hunger for more.  What I also came to realize was what he was lacking; the ability to prospect for sales, a fearlessness to approach people, and any skills in contract-writing necessary to engage and close escrows.  And what he was lacking where the very key core skills that keeps a successful car salesperson from being a successful real estate salesperson or any other sales where the calls or customers come to you.  This man was selling cars like he was shooting fish in a barrel".  The interested customer came to him, on his turf, with a desire to purchase his product.  This customer that came to his car lot was a result of millions of advertising dollars being spent every day in all media to entice and bring customers onto the car lot for the car salesperson to use their skills to sell a car.

The difference between selling cars with the huge backing of a car company and selling a piece of real estate is, not only the volume of advertising, but the customer is coming to you for a car.  You are seeking the customer in real estate.

So, I brought this young man into our company with the caveat that he had to attend all of our trainings within a 60 day training period. The reason is because of his success expectation curve.  And everyone has this success expectation curve when you begin a new venture, whether it is real estate sales or learning to ballroom dance.  You have an internal clock with alarms of expectations that must happen if you are to continue.  If your expectations do not happen in the time your internal clock dictates, you have a BIG conflict called disappointment.  Mind you, many of these expectations are way off the base of realty; but, nevertheless, if they are real in your clock, they are very real to you.

So, with this young man, he began coming to classes and office meeting wearing a nice dress shirt and tie; then, no tie after a couple of weeks, then, a sports shirt, then expensive jeans with a t-shirt as the time went on. 

From this demeanor, I could tell that he was fast approaching one of his internal alarms.  And, sure enough, I came by my office for a meeting with me.  In his estimation he was performing as he thought he had in the car business, but no one was calling him to buy or sell a property after he had called them or sent them an announcement card.  He was wondering what he was doing wrong.  And I could tell his clock was ticking, ticking, ticking for some sign of success; an interested buyer, a listing presentation or at least, someone wanting to talk with him about real estate.  (Stop here.  How informed are you to have a conversation with a seller about the real estate market