UP AND RUNNING IN 30 DAYS

You’re new at sales. If you are in real estate sales, I’ll bet your sales manager has suggested several activities for you to do:

Inspect listings
Organize your desk, files, books, etc.
Attend orientation
Get your multiple keys; go to Realtor orientation; attend MLS orientation
Attend training

In fact, many offices have an orientation checklist and even an orientation meeting (or [...]

I’ll bet you’re coming into real estate from a former career–a career where you knew the answers–where you were confident. I came from a two-decade career as a musician (I actually started playing piano when I was four). Then, I went into real estate.  I remember so clearly my first few months as a real estate [...]

I have a company of about 25 agents.  Training is a big issue with us, as I am sure it is with all real estate companies.  I have been coached and worked with a variety of coaches over the years, and I have to say, I am very pleasantly surprised at Carla’s ‘Up & Running [...]

I loved your Up and Running system!! It is the only thing I have seen or heard of that actually maps out the start-up actions needed for this business. Charlie Lewis, Re/Max Equity Group, Inc. Vancouver, Wa.
 
 

The key to recruiting new agents is proving you can make them more
productive than the other firms. Your “Up and Running in 30 Days” should
make that happen. Call all of the new recruits from other firms every thirty
days and see how they are doing. You should be able to bring the most
promising Rookies on board [...]

 It’s estimated that over 50% of new agents fail their first year in the business. From talking with thousands of them throughout my managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting no, or little guidance from their manager. Not having the combination of these [...]

Although there are as many approaches to the real estate business as there are people, there are certain qualities that are common to successful real estate professionals:
 High personal initiative. Do what you know needs to be done even if no one else is doing it!
 Tenacity. Studies show most salespeople give up after the second ‘no’. [...]

You’re an agent just licensed. Or, perhaps, you’re an agent with less than two years in the business. You want to be as successful as you can possibly be. You believe that some of that success will be due to your training program. You’re looking for a great training program. What should you expect from [...]

Facts and fallacies about what a company training program can do for you.
Because my start-up business plan, Up and Running in 30 Days, (Dearborn Real Estate Education Co., Chicago), has been a best-seller, the editors there asked me to update it with a second edition book. Since real estate is changing so dramatically, I wanted [...]

Are you using the old term, “listing presentation” to describe the presentation you give to the seller to list the home? Today, savvy agents are presenting “marketing plans”, not giving listing presentations. Why? Because you want to describe what you’re going to do for the seller in action terms. To get the commissions you expect, [...]