UP AND RUNNING IN 30 DAYS: Real Estate Training and Coaching

What Attributes Should a New Agent Have to Succeed?

October 28th, 2020

You’ve seen agents come and go. What are the attributes and behaviors agents need to succeed?

What are behaviors that #successful agents exhibit? What are the #attributes of successful real estate agents?

Make your list here. Now, compare it to the behaviors I listed in my book I wrote to educate prospective real estate agents.

What They May Exhibit that will Assure Failure

It may be easier to make a list of the behaviors that assure someone won’t make money fast enough in our competitive, self-starting business:

Never had a job until mid-twenties.
Still lives at home.
Doesn’t have to make a living.
Has never taken initiative to try something new.
Hates having to reach out to talk to people.
Loves technology; fears people.
Has had 7 jobs in 7 years.
Doesn’t believe in having to learn from someone or be led.
Gives up easily.

What should I add to that list?

How to Use this Information in the # Real Estate Interview Process

If you have a team, you’ll find this very helpful. Or, if you’re working in a company that rewards you for referring good agents to the company, you’ll also want to use this information.

Are you familiar with behavior-based questions? They are questions that ask a person about his past behavior. Why? Because past behavior determines future behavior. (Not always, just 95% of the time. Do you like those odds?) I don’t mean that what someone does specifically determines she will do that again. This is what I mean:

As you listen to a person tell a story about his past, listen for themes that run through the story. For example: One of the behaviors good agents exhibit is tenacity. They just don’t give up. They accept rejection and keep going. If someone or something is difficult, they wade through it.

The question: Think of a time in your life when you thought of giving up–a time when you really wanted something, but getting it seemed difficult or out of reach. Describe what happened.

Don’t interrupt. Don’t ask another question. Just hum, agree, or probe. Find out all you can about that story. As you listen, ask yourself:

Does that person have enough ________________ to be a success in real estate?

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Your turn. Look at my list of behaviors. What should I add?

I’m updating my book for prospective agents. Please help me create a book that’s different, insightful, and helpful to both the prospective agent and the manager/interviewer. Thank you!

Categories building team, expectations, Interviewing, manager, new agent interview, New Real Estate Agents, pre-license, Real estate as a career, Real Estate Sales, real estate team, selectcion, selection
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What Do You Wish You’d Known?

by Carla Cross

October 22nd, 2020

Did you feel like you were flying by the seat of your pants when you went into real estate? What do you wish you’d known before you committed?

What do you wish you had known before committing to real estate as a career?

After interviewing dozens of would-be agents, I had compiled a stack of paper that I handed out to interviewees. I was trying to educate them so they could make a good career decision. One day, one of my recent recruits said, “You should put that in a book.” So, I did. Now, I’m creating a new edition of the book. I’ve renamed the book

Launching Right in Real Estate: What They Won’t Teach You in Pre-License School.

What should be in the book?

What’s most important for that would-be agent to know prior to committing to a career in real estate?

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What mistakes do would-be agents make in choosing companies? If you had to do it over again, what would you do differently?

Saving You Time and Effort

From all those interviews, I found I wasn’t really interviewing. I was educating. What could I include in the book that would save you interview time, and prepare you for an interview?

What misconceptions do would-be agents bring into the business that cause them to start slowly or fail?

Blast-Off for Launching Right

I’m planning on having the edits done by Dec. 1, so the eBook will be available a few weeks after that. Please add your experience and expertise so I know the contents will be useful to real estate managers.

Just leave me a comment and contribute to our industry. Thank you!

Categories expectations, income, Interviewing, Launching Right in Real Estate, new agent business plan, new agent interview, new agents make money, New Real Estate Agents, onboarding
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Under One Year in Real Estate: What Do You Wish You’d Known?

by Carla Cross

October 15th, 2020

Did you learn what you needed to know before you leaped into the business? If not, what do you wish you’d known?

Under a year in #real estate sales: What do you wish you’d known?

You’re excited. You’re ready. You want to sell real estate–for a number of reasons. You’ve read the books on how to become gazillionaire real estate agent. All good. After we start selling, however, we find that there’s more to the story than getting a license and waiting for that multi-million dollar career to appear.

I’m updating and publishing a new edition of my eBook, Launching Right in Real Estate: What They Won’t Teach You in Pre License School. (available by December. Email me at carla@carlacross.com or give me a reply here with your name and email address and I’ll reserve a book for you: $24.95).

In the book, I give plenty of advice and information to those thinking about a career in real estate to save the heartache many agents experience through lack of information or wrong decisions.

Having interviewed hundreds of prospective real estate agents, I found the many areas where they need information–and where they get misinformation. I also quote successful agents on #how to succeed fast in a real estate career. I address #how much money can you make–and when, #how to be successful selling real estate fast #how to get a real estate license, and #how to choose the right office for you.

What Do You Think?

In this edition, I want to include quotes from agents under a year in the business on what they wish they had known prior to making the decision to

sell real estate
join a particular company
start a team
take specific advice that they found out was bad for them

Finding Your Way Through The Interview Process

Unfortunately, in the #real estate interview process, most prospective new agents aren’t informed or questioned. They’re just sold. Were you ‘sold’ but not questioned or informed? What would you do differently during the interview process?

(By the way, my book has the #five most important questions to ask in the interview, and the 76 areas you should choose from and ask questions about to assure you’re getting the full story–not just a sales pitch.)

Provide That Hard-Earned Advice

Would you help me by replying with your advice to prospective real estate agents? If I choose to quote you in the book, I’ll provide you a complimentary copy, of course.

Thank you for raising the standards of our real estate industry.

Categories expectations, goals, Launching Right in Real Estate, new agents make money, New Real Estate Agents, Real estate as a career, Real Estate Sales, Real Estate Success
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Do Buyers Qualify You?

by Carla Cross

October 7th, 2020

You qualify buyers, I hope. But, do you think buyers qualify you?

Do buyers qualify you?

We all talk about qualifying buyers and sellers. I hope you’ve made a goal of better qualifying methods. Great qualifying skills and processes mean better time management and loyal clients. But, in addition, buyers actively qualify agents to figure out who to work with. (Or, if they just take any agent who comes along, they are disappointed because ‘the customer doesn’t know what he’s getting, until he doesn’t’.)

Why meeting buyer qualifying criteria is important: Buyers today have many choices of how to find homes. You need to create competitive reasons to help buyers choose you. It will save you time and money. And, if you’re a newer agent, creating solid reasons to help buyers choose you will increase your self-confidence 200%.

Five Critical Questions Buyers Should Ask Agent ‘Candidates’

Here are five critical questions I believe buyers should ask agents to assure they have a ‘match’ between what they are looking for and what the agent provides. In addition, I’ve added what I believe buyers should look for in the answers (that means that we agents must be able to qualify on these terms):

1. “Is selling residential real estate your full-time career?”

My advice to buyers: Listen to be sure the agent specializes in residential real estate. You want someone selling homes for a living, not apartments. Listen to see if this is the agent’s full-time career. Ask additional questions if the agent’s answers need more clarifying.

2. “How many homes did you sell last year?”

My advice to buyers: You want someone successful; that means, at minimum, the agent sold homes to buyers at least six times in that year. But, new agents, don’t fear. You can prove you will work hard for a buyer if you can show the training you’ve taken, the support you have in your office, and the processes you use to assure the buyer has a great experience.

3. “How long have you specialized in residential real estate in this area?”

My advice to buyers: Be sure the agent has been working in the area where you want to purchase for at least six months, so you know the agent has expertise and interest in that area. Again, if you’re new, show how hard you’ve worked to educate yourself in the areas the buyer wants to see.

4. “Describe the work you do in our price range and area.”

My advice to buyers: Listen to be sure the agent zeros in on the area and price range you need. If the agent says, “I work anywhere with anybody”, that agent may not be for you, for he may be trying to cover too much ground to know very much about specific areas.

Agents: Be ready to prove you restrict yourself to the areas you can be expert in.

5. “Tell us how you will work with us.”

My advice to buyers: Listen as the agent describes the buying process, as he views it. Does it reflect what you’re looking for?

Agents: Show, not tell. Show the buyers the processes, checklists, and systems you use to assure the buyer has a great buying experience.

Agents: Think These Criteria are Too Tough?

Did some of those questions and my advice to buyers make you defensive and argumentative? That’s because we agents tend to look at things ‘inside out’ (from our perspective). Instead, pretend you are a discriminating buyer. You’re going to spend $60,000 on a car. What kind of customer service do you expect? Now, think in terms of the real estate buyer. What kind of service should a real estate buyer expect?

Newer Agents: Panicked Because You Think You Can’t Qualify?

Relax. You don’t need to qualify on all terms. But, you need to have answers and explanations ready so you can provide buyers reasons to work with you.

Advice: Educate yourself so that you are as well-prepared to help a buyer as an agent who has sold 100+ homes in his/her career.

Sound off! What did I miss? Are some of these questions too tough? What do you think?

Categories 5th Edition Up and Running in 30 Days, buyer presentation, buyer's agent, Buyers, client trust, customer loyalty, customer satisfaction, expectations, New Real Estate Agents, presentations, Real estate as a career, Real Estate Sales, Up and Running in Real Estate
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Rate Yourself: How Tenacious Are You?

by Carla Cross

October 2nd, 2020

How long will you tolerate losing to win?

Rate yourself: How tenacious are you? How do you motivate yourself when it’s easier to give up? This is a big question for all agents. In fact, I rate ‘tenacity’ as one of the 9 top traits agents need to succeed. In fact, I’ll rate it in the top 2 or 3.

Did you Think You Would Get so many ‘Nos?

I come from a closely related field to real estate——music…..In fact, as a college music teacher, I seldom experienced rejection. (However, I knew what rejection was, because I was a performing musician for many years, and I actively prospected for music jobs for years). Even with the ‘sales’ background, I was shocked and stunned when I went into real estate, with the amount of rejection and the way people treated me.

From Respected to Suspected

When I went into real estate sales, I suddenly went from ‘respected college music teacher’ to suspect salesperson! I couldn’t figure out what happened. I was still the same ‘me’. So, it took me months to gather my self-esteem back, figure out how I was a value to clients, and keep on keepin’ on. You’ll have to figure it out, too, to keep your motivation high.

Tip: Decide how you will introduce yourself. Instead of saying, “I sell real estate”, say, “I an a professional salesperson with ABC Realty.” Makes a difference!

In Up and Running in Real Estate, my online training/coaching course for newer agents, I offer lots of hope, inspiration, and motivation. Why? Because I know that new agents experience a tremendous amount of rejection–much more than we ever expect. It’s so easy to give up, and so many newer agents do give up. In fact, I believe that

we give up just before we experience success.

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Tips on Elevating your Self-Esteem

Maxwell Maltz, the author of the best-seller Psycho-Cybernetics, says that we won’t tackle something new, difficult, or risky, without a raise in our self-esteem (I’m wildly paraphrasing, of course). I know that’s true from all the new things I’ve done in life. We must feel good about ourselves to take a risk. So, here are 3 tips on how to raise your self-esteem:

1. Keep a journal of ‘wins’. Read the journal when you have something tough to do, have experienced rejection, are ready to give up.

2. Gather testimonials from people who think you’re wonderful. Read them regularly!

3. Buy at least 3 books of inspirational quotes and read them daily.

Don’t give up too soon! I’ve found, over and over, that agents give up right before they would have made a sale!

Adopt the Nike Motto

Everyone knows the Nike motto: Just do it. As Jonathan Winters, the great comedian said, “I didn’t have success, so I had to start without it.” Just start, and the mere experience of starting will provide confidence. The actions will provide competence. You’re on your way!

Categories 5th Edition Up and Running in 30 Days, attitude, expectations, goals, income, inspiration, Motivation, New Real Estate Agents
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Magic Takes the Shot: What Magic Johnson can Teach Us about Business Success

by Carla Cross

September 22nd, 2020

Magic Johnson on business success — What does your real estate sales business have to do with Magic Johnson? Everything…..

I can’t do it. It’s someone else’s fault. If only….I’ll never be able to. I tried that once. It didn’t work. It won’t work for me. Give me (you fill in the blanks) or else I can’t succeed.

You’ve heard all these reasons why someone can’t succeed. (Makes me depressed just reading this list.) So, it’s refreshing to hear someone speak about how to succeed—with no excuses. I don’t mean that we all don’t at times need a hand up. But, those are the few times. They don’t become our mantra.

You know who Magic Johnson is: College and pro most winning basketball player of our generations. What you may not know is that he is as successful—or more successful—as a businessperson.

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I just watched a video where a UPS executive interviewed Magic. Here are some of Magic’s insightful comments.

Dream it First to Live It

At age 16, Magic was a janitor while in school. He would go sit in the CEO’s chair and pretend he was the CEO; giving orders, making decisions, acting like a CEO. He said he always wanted to be an entrepreneur, not just a basketball player. Look what happened.

What are you dreaming? How fast do you hold onto that dream?

On Not Giving Up

As Magic transitioned from famous, successful pro basketball player to businessman, he thought his fame would magically open doors and make him successful. He found it opened doors (they all wanted to meet him), but, it didn’t get him the funding he needed to expand his business. He was turned down ten times before a bank took a chance on him.

How tenacious are you? My observation is that most of us give up just before we get success. Look at your heroes in any field. How tenacious were they?

Network and Lead Generate and Learn

Magic wanted to find out what was important to prominent people. He got the list of Lakers season ticket holders, and called up to 50 a day. Many met with him, and several became investors with him.

Are you lead generating with tenacity? Are you networking with curiosity?

Tailor to your Target

Magic was an early investor in Starbucks, and has over 125 Starbucks locations today. He met with Howard Schultz, the founder and then president, and told him he needed to tailor his Starbucks businesses to his clientele. You can imagine where Magic wanted to place his Starbucks. He told Mr. Schultz he didn’t want the music that was in most Starbucks stores. He wanted Michael Jackson, Beyonce, etc. He didn’t want scones. You get the picture.

Are you targeting your marketing to your audiences?

Hire and Work with the Best

Magic says, if you find great talent, you don’t need to micro-manage them. This comes from his experience as a basketball player.

Are you affiliating with the best? What’s your screening process to find that right person for your team?

Shine Your Light on Others to Succeed

As you help others succeed, you’ll succeed. Magic says his reason for being in business is to help others. He’s helped thousands of minority business people launch businesses. This comes, too, from his experience as a basketball player. His mentoring others resulted in more success for everyone.

Are you providing a hand up to qualified, determined talent?

Learn from Everyone

Magic believes everyone has something he can learn from. He values each person and seeks their contributions. He says he loves to learn and he’s constantly learning.

Are you learning from those you’re around? What’s your attitude about learning?

Add Value

Magic believes the secret of business success is to add value. When he meets with someone, he thinks about how he can add value for that person.

Are you adding value to those you work with, coach, or teach?

Do You Have a System to Select Team Members?

Check out Your Blueprint for Selecting Winners.

You Just Lost your Database

by Carla Cross

September 17th, 2020

Have you heard ‘your database is your business’? Read why it’s more important than ever to treat it like the goldmine it is for you–or not.

You just lost your database.

Could that happen? According to Google, 54% of respondents said they were open to working with a different company. (Half!!!!!!)

Josh Team, President at Keller Williams Realty, recently stated: “The world’s changing, market share is up for grabs, and the people that are doing things in different ways have an opportunity to seize the moment,” Team said.

Keller Williams has an exclusive-to-the-industry data-sharing partnership with Google that provides the international real estate franchise with data to help guide its technology road map. One of the recent insights from Google the company shared is that 54 percent of consumers are willing to try a new brand, during the pandemic.

Do You Have a Real Database?

Before we get all fancy about how you need to nurture that database, here’s a basic question: Do you actually HAVE a database? Yes, we think all agents have databases, and, better yet, have them in a CRM (Client Relationship Management system). But, our experience as managers and instructors says that’s not accurate. Unfortunately, agents wait–and wait–and wait–to start putting their contacts in a database. What are they waiting for? Maybe to see if they like real estate? If they really have to create a database? I don’t know. What do you think?

The World Has Moved Way Past Scraps of Paper and Index Cards

You just can’t run your business anymore with scraps of paper around, or with clients on index cards. Well, you can do that. But, you sure won’t compete with those agents who have vibrant, robust databases AND touch base regularly with those in their databases. It’s just too hard to remember when to take actions, what actions to take, and what messages to give when you’re trying to keep all that disparate information in your head or on scraps of paper. And, remember, that

half of those people you don’t keep in regular contact with would gladly work with someone else

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. Can you afford to lose half those contacts and half your income?

Millions want Virtual Tours: Are You Providing?

Data from Google also showed that there are 15 million consumer leads–potential clients looking for virtual or three-dimensional tours. A third of the consumers that Google surveyed recently said they won’t be comfortable going out in public in the near future and prefer a contactless option to do business.

There’s also been a 400 percent increase in searches around 3D or virtual tours. Key search terms include, “virtual home tours,” “virtual open house” and “3D tours.”

Offering and advertising these services is an opportunity for agents to take market share, or retain their existing customers.

What Are You Doing Differently Now to Provide Value?

Yes, there are cut-rate agents and companies who are just ‘transactional’. They just process transactions. They don’t create relationships and they don’t retain clients. But, if you want to get paid well for your work, step up to providing exceptional value–the value your clients say they want.

What do you see with your competition? Is it becoming easier or more difficult to retain your market share?

Check out Up and Running in Real Estate to organize and run your business like a pro–when you’re new.

Categories action plan, Branding, Business Plan, Buyers, CRM, customer loyalty, customer satisfaction, customer service, database, Pivot business plan, Real estate systems, value-added
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Making It Big: The Three Skills You Need

by Carla Cross

September 11th, 2020

Going into real estate because you love houses? You want to be independent? You can name your own hours? Probably the three worst reasons to become a real state salesperson!

Making it big: The three skills you need.

Perhaps you went into real estate because you wanted to be independent. You wanted to be your own boss–name your own hours–work at your own speed. You had heard real estate agents make lots of money. Maybe you thought this was a business were you just looked at pretty houses. Not so fast! Even though real estate is considered to be a career where ‘you’re in business for yourself”, taking that thought too far can result in failure.

Whether you’re new or in business for decades, read on. You may be deluding yourself about your path to success.

Selling Real Estate: Skills Needed

There are many skills required in this business that people new to it just don’t have. Too often, agents believe all they have to do is to start in this business and go to training. They will be successful. Then, when they start failing, they can’t figure out why. In this blog I’ll name 3 qualities and skills you need to develop fast. My question to you is: How are you going to develop or refine them?

Skill # 1: Time management

Most people go into real estate from a field that required them to show up on time, do specific work, and work for at least eight hours. If they didn’t fulfill the minimum requirements of the job, they were fired. Understandably, many people don’t like to work under those strictures. So, they go into real estate where they can name their own hours, work at their own speed, etc. etc. The problem is they don’t understand that working at their own speed many be working at a failure speed.

My question: How are you developing your time management skills? Did you bring them from your former business? (Most agents don’t). If you don’t have dynamic time management skills, how will you develop them?

Skill # 2; Being accountable to a plan

When I was regional director for a very large international franchise company, I screened people for leadership positions. I was stunned to find most potential owners and managers had never had anyone hold them accountable. In fact, there was a negative feeling about being held accountable. When you have a ‘boss’, you are accountable to that work plan and to your boss. In real estate, we’re so careful not to step over the boundaries of the independent contractor concept, we rarely hold anyone accountable to anything. The result: Most people never know what the job really is, and whether they are on track to attain their goals.

My question to you is: Who is helping you be accountable for your own success? Who is your coach? (And don’t tell me it is YOU…..) If you don’t have someone coaching you, how do you know you’re on the right track?

Skill #3: Implement a plan of action.

It is just amazing to me the kablooey plans of action out there. Most of the time, in fact, an agent isn’t provided a plan of action. He/she is just told suggestions or 50 ways to do something. The result: The agent has no idea how to prioritize activities and proceed. He has no idea whether what he is doing every day actually is leading him toward a goal. That’s like my musician friend who says every piece of music is the same: It all uses the same 88 keys–just in different arrangements. But, if you were to try to play a piece of music without knowing the sequencing of the melody, you couldn’t play it. It’s the same as picking out the best methods from those ” 50 ways to do something”.

My question to you is: Do you have a proven, prioritized plan of action and are you executing it? How do you know it is a plan that will get you exceptional results? (all plans aren’t the same!)

I’ve given you 3 skills agents need to succeed. What do you think? Is real estate an ‘independent’ or dependent business? I believe it needs to be a ‘dependent’ business at the beginning. That is, I coach the new agent as he/she starts his/her business. I am the leader. The new agent is the follower (or the struggling agent). There is the dependence. Once the agent ‘has it’, I step back, and become more of a consultant. Have you been a successful follower, so you can learn the business right? If not, why not? If you went to a piano teacher to learn to play the piano, you wouldn’t start your first lesson by telling the teacher how to play!

If you haven’t read the great book, Outliers, get it and read it now. One of the great lessons in the book is that no one succeeds alone.

Give me your feedback on the ‘independent’ or ‘dependent’ concept. What do you think?

Do you have a training plan that includes a proven plan of action? Why not get started (or re-started) right with my online program, Up and Running in Real Estate. Coaching is included!

Categories 5th Edition Up and Running in 30 Days, Coaching, expectations, FREE real estate coaching, lead generation, new agent business plan, new agent online training, New Real Estate Agents, online training, Real estate as a career, Real Estate Sales, time management, Training, Up and Running in 30 Days, Up and Running in Real Estate
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Giving Up is NOT an Option for You!

by Carla Cross

September 2nd, 2020

Boy, have things ever changed! Real estate sales is not for the faint of heart. You’re in it: Keep going!

Giving Up is NOT your option–I hope!

Did you think, when you went into real estate, that you’d sell a house the first month? Well, according to my survey in my eBook, What They Don’t Teach You in Pre-License School, the majority of real estate agents thought just that! However, you’ve found that’s probably not the case. So, what will you do now? Give up, or persevere?

If Giving Up is Not Your Option….

What if there’s a magic measurement of success? Would you be willing to meet that measurement? You know that the Beatles attained pop music mastery. You know Bill Gates did the same with technology. But, did you know what they have in common-and that you may have, too?

The Simple Answer

Before I tell you that, let me share something that happens to me often. I’m a pianist-and have been a musician since I was four years old. In my speaking, I often tickle the ivories-just a little, of course…..Invariably, someone comes up to me and says, “I’ve always wanted to play the piano.” I tell them, they certainly can. How? here’s the simple answer:

Practice one half hour a day for one year. You’ll be able to play well enough to play pop tunes at parties, lead those sing-alongs, and wow your friends.

You’ve heard the old chestnut, Practice Makes Perfect. I certainly know that as a musician. But, how well do we apply that principle to our business lives? Is this something that is a key to our attaining our goals? I think so. Read on.

The Commonality between the Beatles and Bill Gates

In his fascinating book, Outliers, author Malcolm Gladwell studies performers–from Mozart and the Beatles to Bill Gates. The commonality he found was that high achievers spent an average of

Ten thousand hours practicing and honing their craft to get to mastery

In other words, it isn’t just talent, it isn’t just circumstance (although Gladwell points out being at the right place at the right time is important, too)–it is just slogging it out, practicing your craft, logging in ten thousand hours.

The Beatles: Having to Work Seven Days for Eight Hours a Night Was the Best Thing that Could Happen to Them

When I read that the Beatles played in Hamburg 8 hours a night, 7 days a week-for 2 years, I instantly felt tired! I know what it’s like to play piano bar for hours! But, the Beatles said that experience was key in making them the performers they became. In an interview, John Lennon said, “We got better and got more confidence. We couldn’t help it with all the experience playing all night long…..we really had to find a new way of playing.”

Bill Gates: Practically Living at the Computer Lab

Gates describes his early years: “It was my obsession….I skipped athletics. I went up there at night. We were programming on weekends.”

Isn’t There a Shortcut?

For those of you who have never attained high performance, you don’t–and can’t realize the importance of practice. You may think that it’s just a matter of talent or luck. But, haven’t you known extremely talented people who just extinguished themselves like a flaming rocket? Haven’t you known people with all the advantages who just didn’t attain what you thought they could-or should? Of course.

Are You Willing to Put in those Ten Thousand Hours to Excel?

From the many examples in Outliers, and from my own experiences as a pianist (I have a degree in piano performance and a master’s degree in music theory), I know that practicing your craft provides the only true competence and confidence.

You don’t gain mastery by talking about it. You don’t gain mastery by someone trying to motivate you. It’s practice.

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So, get out there, and practice and perform. Rack up those ten thousand hours, and you will achieve your goals. If the Beatles and Bill Gates didn’t take shortcuts, we shouldn’t try it that way, either. Isn’t devoting enough time to your goals important enough to you to feel the joy of attainment-of mastery?

Perfect Practice Makes Perfect

Personal note to you: Be sure you’re practicing the right things the right way. You can put in 8-10 hours a day and get nowhere if you’re practicing the wrong way. To be sure you’re practicing right, use the right start-up plan. My online training/coaching program, Up and Running in Real Estate, will work for you!

Ten Traits Needed to Succeed in Real Estate Sales

by Carla Cross

August 27th, 2020

You may have heard ‘you’re a great talker’. You’ll do well in real estate. Think that’s true? Think again!

Here are the ten traits I believe are needed to succeed in real estate sales. If you’re thinking about entering the wide, wonderful world of real estate, you’ll benefit from reading my list.

In my three+ decades managing and owning real estate offices, I’ve interviewed hundreds of potential real estate agents. I’ve watched many thrive–coming into the business quickly and making money fast. And, some I’ve watched fail. From these observations, I know the qualities that assure success.

Here’s the list that I came up with for my eBook, What They Don’t Teach You in Pre-License School. Some of you reading this list will already have been selling real estate. So, read this list and ask yourself: “Which of these qualities is very strong in my character? Which needs ‘shoring up’?” To succeed fast, or move to the next level in your business, you must exhibit these qualities in your sales and sales management behavior.

1. High Personal Initiative

Your success depends on your being able to create business and implement it on your own, with relatively little monitoring. If the interviewer tells you he/she’ll give you leads, I’d suggest a polite ‘thank you’ with a quick exit. Why? Because no one makes much money waiting for leads from anyone (and someone will be taking part of the commission for the lead, too). Another word for this is “self-starter”. No one is going to call you to force you out of bed!

2. Tenacity

Only those who “stick with it” will win. Plan on dedicating one year to establishing your business. Plan on spending at least three to five years building the kind of business you want to have as a ‘mature’ business. If you’re getting into real estate just to see if it’s for you–don’t bother. Chances are you won’t have the tenacity to do the tough work, and take the rejection needed to build a career.

3. Mental Toughness

A positive mental attitude is essential. Others who give up easily will try to influence the tenacious, mentally tough individual to also give up. It takes courage to keep going in this long-term business. You’ll get much more rejection than you ever expected. Those who keep going in spite of that rejection succeed.

4. Belief in Oneself

We each have to know, inside ourselves, that we are capable, that we have the talent and the tenacity to succeed, and that we can depend on ourselves. How are you motivating yourself today to reach higher levels in your business? Do you have a deep belief in yourself?

5. Willing to Take Direction and Be Accountable to Your Goals

Real estate is a constantly-changing field. Those who win and keep building stronger businesses learn new skills and apply them constantly. They also hold themselves accountable to their goals, and let others hold them accountable, too. They gain a coach early in their career, take skills classes, and keep getting better–not just to make money, but to take pride in how they do business.

6. Enthusiastic

A joy in doing, and a desire to accomplish shows itself in an enthusiastic attitude. Does your enthusiasm show to your clients? To your fellow agents? No one enjoys working with a ‘downer’. No one will help someone who constantly tells the helper, “I tried that once. It didn’t work for me.” Guess what: You won’t get any more help!

7. Creative

In today’s marketing-oriented world, an agent must be truly creative to design marketing where he stands out as valuable and different. How have you demonstrated your creativity?

8. Able to Communicative

Writing skills are a necessity today. Our sophisticated target markets are well-educated. Effective verbal communication is also paramount to success. Do you need to polish your communication skills?

9. Team Player

The preservation of our office spirit and cooperation is very important. We are all more successful together. What are you giving back to your team mates? Are you ready to reciprocate help? Are you ready to grow by contributing? You’ll get much further by contributing, because others will be compelled to help you.

10. Technology-savvy Enough

Notice I said ‘enough’. You don’t have to be a tech genius (in fact, too many of those types stay buried and married to their computers!). You do need to be able to use the basic technology available to fill out forms, market, use social medial, and communicate with your clients.

I’ll bet you can add to this list. Write a comment here and tell me what you think is an important quality in a successful real estate agent.

Don’t try to go it alone. Developing your traits and skills is so much easier when you’re in a proven program. Get the skills, coaching, accountability, and business plan you need to succeed. Check out Up and Running in Real Estate.

Categories accountability, attitude, Business Plan, Coaching, communication, expectations, goals, income, lead generation, new agent business plan, New Real Estate Agents, online training, Real estate as a career, Real Estate Sales, Real Estate Success, team, Training, Up and Running in Real Estate
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