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Giving Up is NOT an Option for You!

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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The Five Big Reasons New Agents Fail

by Carla Cross

July 8th, 2020

new agents don’t know how to start the business! (Who would?) So, they fill the time with what comes easily.

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Do you know the 5 biggest reasons new agents fail? Here they are.

New agents come into the business, excited because they are ‘in business now for themselves’. They don’t have a “boss”. They can organize their time. They look forward to lots of ‘free time’. They’ve also heard one can make lots of money working 20 hours a week. What a dream world! Worse yet, new agents don’t know how to start the business! (Who would?) So, they fill the time with what comes easily. Most of us are afraid of rejection, and fear what will happen if we talk to human beings and ask them to buy real estate from us. So, we stay away from those activities that invite rejection.

What Comes Easily to the New Agent?

We gravitate toward ‘safe’ activities, such as:

get organized–all day
attend classes–all day
preview properties–all week
observe others–all week
do research and follow-up
Play computer and social media

A friend of mine observes that they seem to be “getting ready to get ready”.

The very dangerous thing about agents creating a daily plan without good business-start-up principles, is that they create habits of failure. In effect, they created their own start-up plan—one that assures low production.

Those 5 Big Reasons

1. Wait too long to lead generate–this is the biggest reason of all. They end up with very few leads–and those few leads are poor ones who won’t buy or sell!

Question: When you started your career, in what month did you start lead generating in earnest?

2. Copy other losers–go preview pretty properties, drink coffee, gossip, etc.

Question: How much time did/do you spend in wasting time?

3. Look for someone to provide them ‘leads‘ (no good producer expects leads to be given to them!)

4. Don’t lead generate at all! (They’re waiting for ‘a better way’)

Question: Were you waiting for someone to provide you leads or did you reject lead generating methods for ‘a better way’?

5. Just hate people (these are those who say ‘I like houses; I just hate people’). These are people who shouldn’t be in sales. I surely don’t blame them. I blame whoever hired them for not screening properly. (I know we can’t be right all the time, but we should be using all the tools available to us, like behavioral profiles, to check our interview conclusions).

So, those are my 5 big reasons. What did I miss?

Up and Running in Real State Starts You Right to an Exceptional Career

How this program is different: It is foundationed with a business start-up plan, so you learn how to self-manage a successful business, not just do non-prioritized activities. And, there’s nothing else to buy–no extra cards that stay in your trunk! (And, there’s a coaching component for your manager so support you every step of the way!).

Check it out and see how you can reach your potential–and beyond!

Categories 5th Edition Up and Running in 30 Days, action plan, attitude, Buyers, Coaching, expectations, goals, income, Internet leads, lead generation, new agent business plan, new agent online training, New Real Estate Agents, Real estate as a career, Real Estate Sales, Real Estate Success, Up and Running in 30 Days, Up and Running in Real Estate
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The 10 Dumbest Things New Agents Do (Last 5 Here)

by Carla Cross

August 29th, 2019

What is your list of 10 dumbest mistakes new agents make?

In my last blog, I listed what I thought were 5 of the dumbest mistakes new agents make. Here’s the rest of the list of 10:

6. Starting the business part-time, with no ‘drop dead’ exit plan from your other work. I know. I started part-time, but, within three months, I realized that I could not serve my consumer honestly when I had to run to another job. The truth is that you just can’t care much about the consumer if you’re not committed and working in real estate at least 50 hours a week. If you have to start part-time, give yourself a deadline to become full-time. Managers, don’t hire without that deadline in writing. You’ll be wasting your time training and coaching expertise.

7. Not getting a commitment from your manager that he/she will consistently and frequently coach you to a game plan. If your manager can’t rise to that level of commitment, how successful to you think your manager intends you to be? (Side note to managers: I believe you need to be 100% committed to your agents, or else the likelihood they will fail is 100%. Use a precise, consistent, proven game plan like the 5th edition of Up and Running in Real Estate to put your agent to work, and coach your agent. (I’ve included a coaching plan with Up and Running in Real Estate–Coaches’ Corner).

8. Thinking that the best commission plan is the best place to work. As the old song says, “Nothin’ from nothin’ is nothin’.” You need to sell lots of real estate—lots and lots of real estate. Choose the place where you think that will happen. Why? Because happy clients beget happy clients which beget more commissions and a solid career. New agents who figure out they only have to sell three homes a year to pay those fees are thinking like losers.

9. Not investing in the business until they ‘get successful’. When would that be? Why do you get to be successful without an investment? With that attitude, how are you going to compete with those great agents—and how are you going to meet those amazingly high consumer expectations?

10. Going into the business to see if they like it. I’ll bet 50% of new agents don’t really go into the business to make it a career. They go into the business to ‘try it out’. If that’s your attitude, how do you expect your manager and your company to be 100% committed to you, when you’re 25% committed?

A Great Manager Plus a Great Plan Plus Accountability = Success

Harsh words above, but true. If you want to succeed, find a great manager who will coach you and hold you to a start-up plan. Find a manager who will tell you the truth—even when you don’t want to hear it! Find a manager who is 100% committed to you, and you will be one of those 50% who survive their first years, and go on to great careers.

Categories 5th Edition Up and Running in 30 Days, accountability, action plan, Business Plan, expectations, income, manager, new agent business plan, New Real Estate Agents, Real estate as a career, Real Estate Sales, Real Estate Success, Up and Running Coaching Companion for Manager, Up and Running in 30 Days, Up and Running in Real Estate
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Lead Generation: What The Experts Say Now

by Carla Cross

June 21st, 2019

Lead Generation: What The Experts Say NOW

You’ve heard lead generation is important. But, do you really believe it? Or, are you like thousands of new agents, looking for a different, a better, an easier way to sell real estate? If you’re one of those looking to reject lead generation as the principle for success, you’re not alone. That’s why the failure rate of new agents is so high! The vast majority fail to start lead generating in time to save their businesses!

My Business Start-Up Plan Again Updated

Dearborn Education Company has published the fifth edition of my business start-up plan, Up and Running in 30 Days. Of course, this business start-up plan accentuates lead generation. For the fifth edition, I’ve added new studies, along with advice and observations from top-producing newer agents and their coaches.

Although all successful real estate agents have embraced lead generation as their main reason for success, the majority of real estate pros haven’t acknowledged this same importance of lead generation until the last few years.

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Up and Running in 30 Days puts lead generation front and center as THE main activity real estate agents do to be exceptionally successful.

One of the studies I included in this latest edition of Up and Running in 30 Days was How to Fix New Agent Onboarding, a special report from Inman Select.

Inman Survey: New Agents Are Unprepared for the Realities of Working Independently

One of the big principles in Up and Running in 30 Days is to reveal how agents succeeded—and why they failed. One of the big takeaways of this report is that three-quarters of the respondents said new agents fail in large part because they are unprepared for the realities for working as an independent contractor.

The study revealed that, though some large franchises and boutique companies’ training programs were highly rated, it’s not enough to assure success. Other support systems, mainly coaching and mentoring, were deemed as needed to assure the new agent transferred the knowledge and skills gained in class to ‘real life’. In other words, lead generation activities need to be featured AND coached to.

Does Your Training/Coaching Spotlight Lead Generation?

In that Inman Select survey I mentioned earlier, How to Fix New Agent Onboarding, 47% of respondents stated lead generation is critical in initial training. And, they observed most new agents struggled with lead generation. That’s why this Up and Running start-up plan is so important to follow to the letter!

Inman also noted that new agents spend too much time on marketing and too little time on lead generation.

Which kind of agent will you be—or are you? One who gets after it by contacting many people each week so you have great leads? Or, the kind of agent who rejects active lead generation and looks for ‘an easier way’? It’s as simple as embracing success or predicting failure!

What is the reason you believe new agents fail?

You’ve observed agents coming in and out of your office. Why do you think they fail? What can we do, as trainers and managers, to assure a better success rate?

Take a look at what’s new in Up and Running in 30 Days: updates in 5th edition. This invaluable book is only $32.95 plus shipping, and has been used by thousands of new agents to launch successful careers. Order here.

Categories 5th Edition Up and Running in 30 Days, Business Plan, goals, income, lead generation, mentor, New Real Estate Agents, onboarding, Real estate as a career, Real Estate Success, retention, Training, Up and Running in 30 Days, Up and Running in Real Estate
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How Much Do New Agents Really Make?

by Carla Cross

February 23rd, 2018

How much do Realtors under two years in the business make? According to the latest Profile of Real Estate Companies from the National Association of Realtors

$8700.

In most areas, that’s less than 3 transactions!

That’s not enough business to motivate and create a great foundation. We need programs to start agents much faster! In contrast, my study of agents under three months in the business showed that the majority expected to make more than $50,000 their first year in the business.

Disparity Causing De-Motivation

My study also showed the majority of new agents expected to make their first sale their first month in the business! We know newer agents don’t make $50,000+ AND they don’t make their first sale the first month in the business (on average). (This study is in my book, What They Don’t Teach You in Pre-License School).

Why not?

I believe it’s because they don’t know (or accept) the reasons why agents succeed—or not. Here are the reasons I’ve heard (and voiced in that study I did). New agents have success from

Being with the ‘right’ company
Gaining promises of leads
Being told they ‘are exceptional’
Hearing that ‘others have made that much’

By the way, this latest Realtor study says the Realtor of all years in the business makes about $34,000.

Starting Slow…or Fast?

I once had a manager tell me that, even though her new agent hadn’t made any money (and had been in the business 10 months), the manager still had hope for the agent. Why? The manager stated, “It took me a year to make a sale.” Oh, my gosh! First, that’s not a career. That’s an accident! Almost everyone who gets a real estate license, goes to the office every day, and ‘does real estate’ can have a one happy accident in a year. I don’t believe that’s the business, though, and I don’t believe that’s the business you want.

The Truth about Early Production

What is the one thing that separates early producers from non-producers?

Steady, consistent, lead generation—and lots of it

What new agents need is the truth about productivity: That it is always based on implementing a lead generation plan the first week in the office. It’s not based on the fact you have business cards, have affiliated with a ‘fine company’, or any of the other reasons you may have heard or embraced.

Grab a Business Start-Up Plan and ACT Now

So, get a proven lead generating plan, along with a comprehensive business start-up plan. Get a coach to guide you through the action plans. Do the plan consistently until you have the success habits of the kind of agent you intend to be.

Get the Start-Up You Deserve to Create a Great Career

Now, there’s a way to get a step-by-step road map to success: Up and Running in Real Estate, my online training/coaching program to get you a sale and a listing within the 8-week program. And, you’ll create the career success habits to last your entire real estate ‘life’.

Check it out. (And, there’s a coaching component for your manager/trainer/coach, too). Nothing else like it–and it’s about time!

Categories 5th Edition Up and Running in 30 Days, Business Plan, Coaching, expectations, goals, income, New Real Estate Agents, Real estate as a career, Real Estate Sales, Real Estate Success, Real estate systems, Training, What They Don't Teach You in PreLicense School
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Are You Working Enough Hours to Reach Your Goals?

by Carla Cross

November 2nd, 2017

Are you working enough hours to reach your goals?

You’ve heard the old saying, ‘Work smarter, not harder.” Everyone today is trying to get an edge—do more in less time. Unfortunately, some of the advice we’re getting from the ‘seminar gurus’ just isn’t proven in reality. Latest statistics and studies show exactly what we’re doing that’s hindering our productivity.

Outwork ‘Em, Don’t Just Try to Out Smart ‘Em

So, you think that working smarter is better than working harder? Well, it’s certainly important to prioritize what you do.

Find Out How You Really Spend your Time: I’m providing you an analysis tool so you can see how you spend your time. (click here). But, how about those seminar gurus who tell you to just work 20 hours a week to attain your goals? Or, hire all those buyers’ agents so you don’t have to work? Personally, I’ve never found that avoiding work got you to achievement. I know that, of course, as a musician. If you don’t practice, you can’t play!

Scientific Studies Prove Outworking Works Better than Out-Smarting

Have you read the great book by Malcolm Gladwell, the Outliers? If you haven’t, get it today. In an earlier newsletter, I wrote how Gladwell used studies of famous people to prove that practicing 10,000 hours was the magic number to master just about anything. (Read the Beatles’ story. It’s great). In addition, Gladwell provides stories and studies to show that hard work gets you to achievement. He provides the contrast of Chinese farmers with Russian peasants. The Chinese farmers believed in many proverbs, all of which have the theme of ‘hard work makes you rich’. Here’s one:

Don’t depend on heaven for food, but on your own two hands carrying the load.

In contrast, Russian peasants ‘ proverbs sounded like this:

If God does not bring it, the earth will not give it.

In other words, one set of proverbs put destiny in the person’s hands. The other, put destiny in someone else’s.

Which set of proverbs do you live by? Do you believe your own achievement is up to you? Or, is it up to the company? Your manager? The market?

Realtor Surveys Shows Higher Producers Work Longer Hours

The last National Realtor Association survey shows that Realtors who work 30 hours a week do about four transactions, on average. Realtors who work 50 hours a week do 24 transactions, on average. In other words, if you want to achieve, work those hours!

Does it make any sense at all that working 20-30 hours a week can provide a successful career–when those who are actually making the money you want to make are working 50 hours a week? Step up to the line and put those hours in, and you’ll achieve past your dreams!

Up and Running in Real Estate Starts You Right to an Exceptional Career

How this program is different: It is foundationed with a business start-up plan, so you learn how to self-manage a successful business, not just do activities. And, there’s nothing else to buy–no extra cards that stay in your trunk! (And, there’s a coaching component for your manager so support you every step of the way!).

Click here to check it out and get more success!

Categories 5th Edition Up and Running in 30 Days, attitude, Business Plan, expectations, goals, income, New Real Estate Agents, Real estate as a career, Real Estate Sales, Real Estate Success, Up and Running in 30 Days, Up and Running in Real Estate
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When Will You Make that First Sale?

by Carla Cross

October 26th, 2017

When will you make that first sale?

If you’re under a year in the business, do you feel you’re really “up and running” now? A few years ago, I did a very revealing survey of hundreds of new agents. (That survey is in my ebook, What They Don’t Teach You in Pre-License School) I asked these new agents when they wanted their first sale. What do you think they said? Before I tell you: When do you want your first sale? If you’re like the agents in my survey, you expect your first sale

within your first month in the business.

Are You Going to Hit the Ground Running?

My assumption: You want a fast start! If you already have my business start-up plan, Up and Running in 30 Days, you know I start you right into the business so you can realize that sale within your first month. This is, unfortunately, very unlike the start most agents get (they get a very slow start—keep reading!). (see the Souped-up online version below).

Your Manager’s Expectations May Surprise You

Your expectations may vary from your manager’s expectations of you. If the new agent expects high earnings fast, what did his manager expect from him? Most of the respondents from the survey didn’t know what their manager’s expectations were. 71% of the respondents didn’t know even the minimum expectations of their managers–the minimum production standards they would have to meet to have their contracts renewed the second year.

Be Sure Your Manager’s Expectations Match Your Goals

To assure that the new agent and manager see ‘eye to eye’, you need mutual expectations in writing prior to hiring on. You need to see the exact business activity plan you will be coached to. You also need proof that the plan works! What if your manager doesn’t care how fast you make a sale—or even that you make a sale? You need much more support than that.

Be sure your manager has expectations of you that you can fulfill, and that your manager will actively coach and support you to realize. (Psst: Go ask NOW!) Now, get up and running to that first sale! (or more)

Big question: Do YOU know what your manager’s expectations are? Let me know here!

Up and Running in Real Estate Starts You Right to an Exceptional Career

Check it out and see how you can reach your potential–and beyond!

Categories 5th Edition Up and Running in 30 Days, expectations, goals, income, New Real Estate Agents, Real estate as a career, Real Estate Sales, time management, Up and Running in 30 Days, What They Don't Teach You in PreLicense School
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Why New Agents Fail: 5 Main Reasons

by Carla Cross

October 12th, 2017

Do you know the 5 biggest reasons new agents fail? Here they are.

They’re Excited But They Don’t Know Why….

New agents come into the business, excited because they are ‘in business now for themselves’. They don’t have a “boss”. They can organize their time. They look forward to lots of ‘free time’. What a dream world! Worse yet, they don’t know how to start the business! (Who would?) So, they fill the time with what comes easily. Most of us are afraid of rejection, and fear what will happen if we talk to human beings and ask them to buy real estate from us. So, we stay away from those activities that invite rejection. We gravitate toward ‘safe’ activities, such as:

get organized–all day
attend classes–all day
preview properties–all week
observe others–all week
do research and follow-up

A friend of mine observes that they seem to be “getting ready to get ready”.

Those 5 Big Reasons

1. Wait too long to lead generate–this is the biggest reason of all. They end up with very few leads–and those few leads are poor ones who won’t buy or sell!

2. Copy other losers–go preview pretty properties, drink coffee, gossip, etc.

3. Look for someone to provide them ‘leads’ (no good producer expects leads to be given to them!)

4. Don’t lead generate at all! (They’re waiting for ‘a better way’)

5. Just hate people (these are those who say ‘I like houses; I just hate people’). These are agents who shouldn’t be in sales. I surely don’t blame them. I blame whoever hired them for not screening properly. (I know we can’t be right all the time, but we should be using all the tools available to us, like a behavioral profile, to check our interview conclusions).

So, those are my 5 big reasons. What did I miss?

Up and Running in Real State Starts You Right to an Exceptional Career

Check it out and see how you can reach your potential–and beyond!

Categories 5th Edition Up and Running in 30 Days, Business Plan, client trust, Coaching, CRM, customer satisfaction, expectations, goals, income, lead generation, manager, New Real Estate Agents, Real estate as a career, Real Estate Sales, Real Estate Success, Training, Up and Running in 30 Days
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The Truth: Why New Agents Don’t Make Much $ Their First Year

by Carla Cross

October 5th, 2017

Why Don’t New Agents Make Money Their First Year in the Business?

According to the latest NAR survey, agents in their first 2 years made an average of $8700. NAR didn’t break it down into the first year. But, I know there are too many agents under a year who have made on 1-3 sales! Why? With all the training and coaching available today, wouldn’t you think that new agents would do much better much faster?

Why do you think they languish so long?

Low Production–The Reasons

I have five big reasons for no-low production.

1. My survey of agents under 3 months in the business showed they intended to make a sale in the first month in the business. But, as you know, most of them don’t. So, guess what? Their enthusiasm and motivation dies after month one! Yet, we know it takes much more tenacity and perseverance to lead generate and take all that rejection to get to that first sale. So, the first reason is

Tenacity and motivation dies too quickly when the sale doesn’t happen quickly

2. My second reason is that agents are not told the truth about the business (or, they don’t listen). They think the business is anything BUT lead generation. So, they don’t gain sales skills. They don’t lead generate ‘generously’. Bottom line: They wait and wait for those leads. Not enough leads = not enough clients = no sales!

3. Third reason: They don’t start the business as a business with a start-up plan. They don’t have action priorities. Instead, they go to ‘training’–where they learn lots of neat stuff–but no priorities. They literally don’t know what to do on Monday to jump-start their businesses.

4. They don’t really start their business–ever. The business starts when you start lead generating. They run out of time, money, and motivation before they ever gather enough leads to screen those leads and work with good clients.

5. They don’t have a coach–someone who helps them straighten out those priorities and stay focused on the important actions in the business. Without a coach to catch their before they fall too far to get up, they create a business with priorities that assure failure.

The Solutions

Start your business on day one with a proven start-up plan.

Get your priorities right by working with a coach you trust.

Lead generate your heart out to find GOOD leads who will be easy to convert–and who will love you!

Doing the three things above will keep your motivation high until you make that first sale.

Motivation

There’s only one thing that really motivates: success. You’re in charge of your own success. So, grab that start-up plan, get that coach, and start your successful business!

What do you think causes a newer agent to fail?

Up and Running in Real State Starts You Right to an Exceptional Career

If you’ve been in the business less than 2 years and you’re not getting the success you deserve, you need to give yourself the gift of this program. All the training, coaching, and supporting documents are online, so you can go at your own speed and go back as many times as you want. How this program is different: It is foundationed with a business start-up plan, so you learn how to self-manage a successful business, not just do activities. And, there’s nothing else to buy–no extra cards that stay in your trunk! (And, there’s a coaching component for your manager so support you every step of the way!).

Check it out and see how you can reach your potential–and beyond!

Categories 5th Edition Up and Running in 30 Days, Business Plan, Coaching, expectations, goals, income, New Real Estate Agents, onboarding, Real estate as a career, Real Estate Budget, Real Estate Sales, Training, Up and Running in 30 Days, Up and Running in Real Estate
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