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In Pre-License? Hit the Ground Running–Now!

March 12th, 2020

Are you thinking of going into real estate, or in pre-license study now? Here’s how to assure you start making money fast–unlike MOST new agents!

In pre-license? Here’s how to hit the ground running!

If you’re like most new agents, you wait to start training until AFTER you join an office. Why? Unfortunately, 99% of agents do just that AND don’t sell anything for months!

Think how much faster you could go if you had lots of the organization and training under your belt prior to your first day in the business? Okay. I know. Until you are licensed, you can’t do the things licensed agents can do. But, you can do many things. And all those things get you ready to hit the ground running. At the end of this blog, I’m providing you my great checklist, 30 Things to Do Right Now While in In Pre-License School to Hit the Ground Running. (from my eBook, What They Don’t Teach You in Pre-License School).

New Agents Lose Lots of Time Because They are Not Prepared to Start the Business

New agents generally spend the first 1-4 weeks getting ‘orientated’. Brokers have checklists to assure they get their keys, join the Realtor association, etc., etc., etc. How long do you estimate it takes the new agent just to get those orientation checklists finished? 2-4 weeks? In some cases, they never finish them!!!!! Not only that, they probably think that finishing those checklists assures they are going to be successful agents. Ha!

When Do You Plan to Start Lead Generating?

My studies show that new agents want to make a sale their first month in the business.

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That means you need to start lead generating your first WEEK in the business! From hiring and training hundreds of new agents, I’ve observed they put off the inevitable as long as possible, hoping ‘there’s another way!’ In fact, the more ‘get ready to get ready’ work new agents doing, the worse their habits become and the less money they make!

A Better Method to Get a Check Fast

Instead of waiting until you are licensed, why not get prepared to sell real estate while you are in pre-license school? You can do things like

Decide on the database/CRM you want to use and learn how to use it
Populate your databases with 100-300 potential clients
Prepare an email/hard copy note/letter to all those in your database saying you’ve joined_____________ real estate company

30 Things to Do While in Pre-License School

In fact, as I was writing my eBook, What They Don’t Teach You in Pre-License School, I started thinking about how we could really prepare agents to sell real estate–lots of real estate. That’s how I came up with this checklist. Click here to get it.

By the way, I have used this method to prepare agents to sell real estate as they were in pre-license school. Result: They all started fast and made sales fast.

You Need This! Prepare to Sell Real Estate Fast and Well

This 280+ page eBook is packed with questionnaires, advice, processes, and systems to prepare pre-licensees (and new agents!) for the real world of real estate. I have interviewed thousands of would-be agents, and I know the questions–and dis-information they get! This book gives you the straight scoop!

‘See What They Don’t Teach You in Pre-License School. Only $14.95, and immediately downloadable. Now, a Kindle version, too.

Categories expectations, Interviewing, lead generation, new agent business plan, New Real Estate Agents, onboarding, orientation, pre-license, Real estate as a career, Real Estate Sales, Real Estate Success, Training, Up and Running in Real Estate, What They Don't Teach You in PreLicense School
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What Your Title on your Business Card Says about You

by Carla Cross

September 20th, 2019

You probably never thought about it, but your title on your business card tells a lot about you. It tells us what you think of your business.

If you’re a newer agent, you’ve probably struggled about what to put on those business cards. Maybe you have shied away from putting ‘salesperson’. I know.

To some, the word ‘salesperson’ has a negative meaning.

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It did to me as a new agent. I came from the world of music, where there was no ‘sales resistance’ and everyone respected me because I was a college music teacher.

The Value of Being a Salesperson

I learned the value of becoming a salesperson–a really, really good salesperson, because I learned I could help people do what they wanted to do–and just needed someone to facilitate that.

If There Were No Salespeople

Where would we be without sales skills and salespeople? Here are some of the notable people today that you don’t think are in sales–but who have really, really good sales skills (and have to have, to get us to embrace their ideas):

Madonna (she may not be the best singer, but, boy, does she know how to sell herself)

President Obama (he must be able to sell himself and his programs)

Warren Buffet (help people embrace his investment ideas)

Bill Gates (Sell Microsoft and its products)

What Salespeople Do–and Why You Should Be Proud to Call Yourself a ‘Salesperson

As my first ‘boss’ in real estate said, ” If there were no salespeople, few/no goods would be bought” (except those that are absolutely needed). In fact, as my manager pointed out, the economy would come to a grinding halt. When the economy is going great in real estate, salespeople aren’t considered as important. But, wait–when the market slows, salespeople will become fewer–and more valuable to the public.

Sales Skills are Artistic and Not So Easy to Master

Now, there is a movement against using anything with the connotation of ‘sales’. Yet, there is nothing wrong–and everything right–about the art of sales. Using properly, sales helps people see the benefits of buying whatever they are considering.

Poor Sales Hurts the Consumer–Really Hurts!

As a long-time real estate salesperson, I saw buyers and sellers actually stopped from purchasing or selling because their salesperson was so inept. That meant the customer lost hundreds of thousands of dollars down the road! In fact, 99% of the mistakes agents I observed salespeople make were not in forcing, manipulating, or lying their way into getting someone to do something not in their best interest but rather

stopping a buyer or seller from doing what’s best for him/her because the salesperson had such lousy skills

Become a Blazingly Good Salesperson

If you have some reticence at the word ‘salesperson’, tackle that reticence right now. You aren’t just a licensee; you aren’t just an agent; you are a sales professional. You discover prospects (lead generation). You uncover prospects’ needs; you help prospects investigate new possibilities; you help prospects prioritize information and properties; you negotiate on their behalf. Those are all sales not agent skills. Agency is just a license. Sales is a skill and an art. Become an artist of what you do!

Question: What do you see agents putting on their business cards? What does it tell you?

Categories 5th Edition Up and Running in 30 Days, Branding, Buyers, Coaching, Marketing, New Real Estate Agents, Personal promotion, pre-license, Real estate as a career, Real Estate Sales, Real Estate Success, Up and Running in 30 Days
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Going into Real Estate? How to Find the Best Circumstance for You

by Carla Cross

April 11th, 2019

Going into real estate: How to find the best circumstance for you.

New or prospective agents: What kind of office do you prefer?

You’re getting ready to go into the interview. Do you know what you’re looking for? Use this checklist to decide what kind of company, office, and atmosphere you’ll feel most comfortable in.

Big caveat: Today, more than ever, companies with gazillions of dollars to spend to procure agents seem to be willing to tell them whatever agents want to hear. Unfortunately, it’s seldom such a rosy picture. Do your ‘due diligence’ and act like a sleuth! It’s your life you’re ‘loaning’ to whatever company you join.

These preferences are excerpted from my ebook, What They Don’t Teach You in Pre-License School.

Interview tip: List your preferences to yourself prior to the interview. Listen carefully in the interview to see how the manager answers your questions on preferences. Is he/she attaching benefits?

Click To Tweet

Selling vs non-selling manager

You prefer a manager who doesn’t sell real estate.(non-competing)

You prefer a manager who sells real estate (may provide a good role model).

Training

You prefer a formalized training program.

You prefer to ‘go it on your own’, with the manager available to answer questions.

Large/Small Office

You prefer a large, busy office.

You prefer a small, more laid-back atmosphere.

Large/Small Company

You like the idea of a large company behind your efforts.

You like the idea of a boutique, specialty company.

Many/Few New Agents

You want to be around other new agents like you, so you prefer an office with lots of new agents.

You want to be with seasoned agents, and would rather be among the few new agents in the office.

Top Producer Assignment

You want to be assigned to a top producer to find out how that top producer works, and perhaps do work for that top producer.

You want to become an above-average producer fast, and don’t want to be in the shadows of anyone else.

Age of Agents

You want to be around people your age.

You want to be around people of a wide range of ages and interests.

Work from Office/Work from Home

You want to work from the office, and have a desk at the office.

You want to work from home.

No Supervision/Management

You prefer little or no ‘supervision’. You’ll go at your own speed.

You want and expect leadership and guidance as you start your career.

Coach/No Coach

You want a coach dedicated to your success.

You prefer to go it alone and operate independently.

Mentor/Manager

You want a mentor—someone you can go to ask questions at any time.

You want to go to your manager as your trusted adviser.

Did You Change Your Mind after the Interview?

I hope you kept an open mind. Sometimes our views change when we hear benefits that make sense to us. Be sure you’re choosing a manager, office, and company that reflect your values, culture, and preferences.

In the book below, I offer the pros and cons of the questions above. Look past the easy, attractive answers and treat this like the business it is!

Want the Straight Scoop on Real Estate Sales?

From interviewing thousands of prospective agents, I’ve learned their concerns. Here’s the unvarnished truth–along with the facts–about selling real estate. You’ll be armed and dangerous (!) in the best sense of the word–going into the interview with this invaluable information.

Check out my eBook: What They Don’t Teach You in Pre-License School.

Categories Coaching, expectations, goals, manager, mentor, New Real Estate Agents, pre-license, Real estate as a career, Real Estate Sales, Real Estate Success, real estate team, recruiting, selection, team, Training
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What If You Knew How to Sell Real Estate BEFORE You were Licensed?

by Carla Cross

June 14th, 2018

What if you knew how to sell real estate before you were licensed?

This month is ‘training’ month. So, I’m writing blogs to help you get more from your training–whether you’re in pre-license or a seasoned pro. In this blog, we’ll focus on pre-license (pass this on to someone who’s in pre-license right now).

Why Not Work on Selling Real Estate While You’re in Pre-License School?

I know. Until you are licensed,you can’t do the things licensed agents can do. But, you can do many things. And all those things get you ready to hit the ground running. At the end of this blog, I’m providing you my great checklist, 30 Things to Do Right (In Pre-License School) Now to Hit the Ground Running.

What The RE Schools Say about Preparing Agents to Sell Real Estate

Dearborn Real Estate Publishing has published my books for a long time. They work with real estate schools, and publish many books to help pre-license students pass the licensing tests. They just started doing a survey with real estate schools. The 2018-19 survey just came out.

Here’s what the schools said in the Dearborn survey:

While 90% of respondents feel they are informing students well on the topics required by the State Real Estate Commission, and 88% of schools feel they are doing a good job preparing students for the exam, only 71% feel they are preparing students for a successful real estate career.

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You know that being in pre-license class! In fact, I think we managers and new agents would say that pre-license courses do little to prepare people to sell real estate. And, in truth, that’s not the job the Departments of Licensing expect them to do.

When Should You Start Lead Generating?

My studies show that new agents want to make a sale their first month in the business. But, when do you new agents actually start lead generating? Do you know? I believe they put off the inevitable as long as possible, hoping ‘there’s another way!’ In fact, the more ‘get ready to get ready’ work you have them doing as licensees, the worse their habits become and the less money they make!

A Different Method to Get Them a Check Fast

Instead of waiting until they are licensed, why not get prepared to sell real estate while you are in pre-license school? You can do things like

Decide on the database/CRM they want to use and learn how to use it
Populate your databases with 100-300 potential clients
Prepare an email/hard copy note/letter to all those in their database saying you’ve joined_____________ real estate company

30 Things to Do While in Pre-License School

I’m Taking It a Step Further

In the next few weeks, I’ll be launching a pilot program to train would-be agents in the basics and get them ready to sell real estate. I’ll be telling you more about it soon. Wouldn’t it be great if each new agent was prepared to work to create a successful real estate career?

Save Time! Get the ‘Scoop’ on Successful Real Estate Sales Here

Would-be agents have a million questions (!) and can take many hours to get answers. Save time and get the real scoop. Grab this eBook. Check out What They Don’t Teach You in Pre-License School, now in its 2nd edition. Includes tips on how to get real answers in the interview, how to choose the best company for you, and guidance in how to launch your career to success.

Categories database, expectations, Interviewing, New Real Estate Agents, onboarding, pre-license, Real estate as a career, Real Estate Sales, Real Estate Success, retention, What They Don't Teach You in PreLicense School
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New Agents: Do You Need a Coach? What Type?

by Carla Cross

April 19th, 2018

New agents: Do you need a coach? What type?

This blog is excerpted from my ebook, What They Don’t Teach You in Pre-License School.

I wrote this eBook to save prospective agents and managers time during the interview/selecction process. Here’s an excerpt from the eBook, discussing whether agents should get a coach, mentor, or…..:

New Agents A Looking for Support–Sometimes in the Wrong Places

As you’re interviewing {this is from the new agent’s perspecive}, you may be offered these things:

An accountability coach (the manager or a professional coach affiliated with that office)
A peer coach
Become a team member
Become an assistant

Which of these are good for you? Here’s my advice on coaches. Watch for future blogs on enlisting a mentor, joining a team, or becoming an assistant.

The Coach

I hope your manager will become your accountability coach. But, many managers promise to ‘coach you’. However, that quickly becomes a ‘got a minute’ answer man function instead of a focused, linear, goal-oriented action coaching. You don’t need a coach just for answers. You need a coach to hold you accountable to your goals and action plan.

Choosing a Coach

Here are three important points you should consider as you search for a coach:

The specific program should be highly organized and precisely outlined with checklists and systems. Ask, “What system are you going to use to coach me?” You need a specific game plan, because you are new. You have no history..
The specific program should be related to a “game plan”—a business start-up plan. Ask, “What game plan are you going to use?”
The coaches should be trained and coached themselves. Ask, “What’s your coaching background, and what sales principles do you believe in?” For example, each of our coaches in the Carla Cross Coaching program has been trained by me and coached regularly by me.

Positives: Having a coach keeps you on track, motivated, and, ideally, inspired to reach your goals.

Watch out for: Your coach is trained and dedicated to your success, and is following a proven game plan (otherwise you’ll be paying just to talk to someone every once in a while).

Types of Coaches

Professional coach: Someone trained to coach, who uses a specific program and who is paid to be your coach. If you’re considering a professional coach, find out the specific program the coach will use to coach you. Get expectations in writing, and give your expectations in writing. You should expect to sign a 3-12 month contract.

Manager coach or in-office coach: Someone who may be trained as a coach, who has agreed to coach you. May be paid from your commissions or from a combination of office/your commissions. May be paid on an hourly based by the agent. Be sure this coach is prepared to be your accountability coach, has a specific schedule with you, and a specific start-up plan to coach you. Otherwise, you’re just getting an ‘advice session’.

Peer coach: Someone in the office, an agent, who has agreed to be your coach. However, this could be anything from

Answer questions
Let you ‘shadow them’ (see how they do a listing/buyer presentation or offer presentation)
Be your accountability coach

Most peer coaches don’t have a coaching program to coach to, and haven’t been trained. They are also at a loss with what to do if the agent refuses to do the work.

In my experience, the new agent has the highest hopes that the peer coach will fulfill his dreams of whatever coaching is to him. The peer coach is hoping the agent just doesn’t ask too many questions! Unfortunately, neither party has defined exactly what the peer coach does.

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If you’re going to work with a peer coach, get in writing exactly what that peer coach is willing to do with and for you. Bad peer coaching can turn into a nightmare—for both parties.

Agents’ advice: Dozens of experienced agents have told me they wish they had started with a professional coach. If you can find one to trust—and to follow—you’ll shorten your learning curve dramatically and easily pay for the coaching fee. Plus, you’ll establish a successful long-term career.

In the next blogs, we’ll discuss three ‘safety-nets’ that some new agents consider—because they’re afraid they will not be able to generate enough commissions by relying solely on their own work.

Have All the Answers You Need to Make the Best Business Decision for You?

If you’re interviewing tons of prospective agents, you’re spending lots of time at it. Why not let Carla answer some of the most important new agent questions–and free you up to do a real interview? Check out my ebook, What They Don’t Teach You in Pre-License School.

You’ll save lots of interview time and help the winners choose you!

Categories Coaching, expectations, manager, mentor, New Real Estate Agents, pre-license, Real estate as a career, Real Estate Sales, recruiting, team, What They Don't Teach You in PreLicense School
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New or Prospective Agents: What Kind of Office Do You Prefer?

by Carla Cross

April 12th, 2018

New or prospective agents: What kind of office do you prefer?

You’re getting ready to go into the interview. Do you know what you’re looking for? Use this checklist to decide what kind of company, office, and atmosphere you’ll feel most comfortable in.

These preferences are excerpted from my ebook, What They Don’t Teach You in Pre-License School.

Interview tip: List your preferences to yourself prior to the interview. Listen carefully in the interview to see how the manager answers your questions on preferences. Is he/she attaching benefits?

Click To Tweet

Selling vs non-selling manager

You prefer a manager who doesn’t sell real estate.(non-competing)

You prefer a manager who sells real estate (may provide a good role model).

Training

You prefer a formalized training program.

You prefer to ‘go it on your own’, with the manager available to answer questions.

Large/Small Office

You prefer a large, busy office.

You prefer a small, more laid-back atmosphere.

Large/Small Company

You like the idea of a large company behind your efforts.

You like the idea of a boutique, specialty company.

Many/Few New Agents

You want to be around other new agents like you, so you prefer an office with lots of new agents.

You want to be with seasoned agents, and would rather be among the few new agents in the office.

Top Producer Assignment

You want to be assigned to a top producer to find out how that top producer works, and perhaps do work for that top producer.

You want to become an above-average producer fast, and don’t want to be in the shadows of anyone else.

Age of Agents

You want to be around people your age.

You want to be around people of a wide range of ages and interests.

Work from Office/Work from Home

You want to work from the office, and have a desk at the office.

You want to work from home.

No Supervision/Management

You prefer little or no ‘supervision’. You’ll go at your own speed.

You want and expect leadership and guidance as you start your career.

oach/No Coach

You want a coach dedicated to your success.

You prefer to go it alone and operate independently.

Mentor/Manager

You want a mentor—someone you can go to ask questions at any time.

You want to go to your manager as your trusted adviser.

Did You Change Your Mind after the Interview?

Want the Straight Scoop on Real Estate Sales?

Check out my eBook: What They Don’t Teach You in Pre-License School.

Categories Coaching, expectations, Interviewing, manager, mentor, New Real Estate Agents, onboarding, orientation, pre-license, Real estate as a career, Real Estate Sales, recruiting, selectcion, What They Don't Teach You in PreLicense School
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What Should an Agent’s First Week in the Biz Look Like?

by Carla Cross

March 29th, 2018

What should an agent’s first week in the business look like?

The next few blogs are excerpted from my ebook, What They Don’t Teach You in Pre-License School (the facts about real estate as a career!).

I’m including these blogs for managers because I believe that the agent’s first month in the business pretty well determines his/her success–and retention–or not. (These are facts borne out by statistics in other businesses, too). So, it’s in our best interest as managers to create an exceptional first-month experience for each agent. It will greatly increase your profits and your retention. So, as you read these blogs, ask yourself, “How am I assisting this agent’s launch–or not”?

Here’s Your Desk, Here’s Your Phone, Got Any Questions…..

That’s what my first boss told me as I was hired. So, I went to the desk I was assigned and…..waited for something to happen. I was so naïve I didn’t even know the questions to ask! You may be laughing now, but, that still occurs in real estate offices today. What would you do if that happened to you? Probably sit and wait for someone to

Invite you to have a cup of coffee or lunch

Invite you to go see homes for sale

And, those were both things that happened to me. You may even conclude that’s how real estate was sold. Wrong. Unfortunately, neither of these activities makes you any money. So, I quickly figured out I couldn’t do things like the agents in the office did them, or I would produce the same amount they produced—3-4 sales a year. (There were two others in the office, but I never saw them, because they were out selling….).

What Your First Week Should Look Like

Managers: Compare my list with yours. Is your operation covering all these bases?

Orientation: Get everything done on the orientation checklist your manager provided. Work with the secretary or assistant to complete all the tasks, so you’re ready to sell real estate.

Schedule an appointment with your manager to get your business start-up plan and a coaching schedule with him/her or someone designated as your accountability coach.

Start-up checklist: Your manager may provide a start-up checklist, which has things on it such as ‘create a database’; call potential clients’; ‘meet with a mortgage rep’. These lists can include business developing and business-supporting activities. Just be sure they are targeted to start your business successfully—not just give you busywork.

Schedule your initial training: Your company should have an initial training program that occurs at least every two months. Schedule attendance at it. Chapter 9 has a comprehensive new agent training calendar you can use to compare to what you’ve requested in the interview.

Property inspection: Every new agent wants to feel comfortable with inventory. So, schedule inspection of listings for 3-5 hours this week, and during your first month. As you become comfortable with inventory, don’t ‘preview’ any more than you need to feel comfortable working with buyers and sellers.

Top-producing agents preview with a reason: To do research on a potential listing, or to preview with a specific buyer in mind. They don’t have time just to preview pretty properties because they are on the market—but non-producing agents have plenty of time to become ‘property experts’.

See my business start-up plan, for a good prototype schedule for yourself, so you’ll get great time management habits from day 1.

Want proven guidance to start your career? Check out

What They Don’t Teach You in Pre-License School – everything each prospective agent should know about careers in real estate

Up and Running in 30 Days — the new agent’s business start-up plan, with dozens of training tips, checklists, and sales guidance to start your career right

UP and Running in Real Estate — the comprehensive online version; a detailed start-up plan, with 25 training videos, dozens of documents to save you thousands of hours, and coaching plus motivation to keep your momentum to success

Carla’s advice: No matter how you start, start with a proven plan!

Categories 5th Edition Up and Running in 30 Days, action plan, Business Plan, expectations, New Real Estate Agents, onboarding, orientation, pre-license, Real estate as a career, retention, Up and Running in 30 Days, Up and Running in Real Estate, What They Don't Teach You in PreLicense School
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Would-be Agents: Here’s How to ‘Hit the Ground Running’

by Carla Cross

January 4th, 2018

Would-be agents: Here’s how to ‘hit the ground running’. Managers: Use this as you’re interviewing to help those best candidates get ready to be successful.

If you’re like most new agents, you wait to start training until AFTER you join an office. Why? Think how much faster you could go if you had lots of the organization and training under your belt prior to your first day in the business? Okay. I know. Until you are licensed, you can’t do the things licensed agents can do. But, you can do many things. And all those things get you ready to hit the ground running. At the end of this blog, I’m providing you my great checklist, 30 Things to Do Right (In Pre-License School) Now to Hit the Ground Running. (from my new eBook, What They Don’t Teach You in Pre-License School).

New Agents Lose Lots of Time Because They are Not Prepared to Start the Business

New agents generally spend the first 1-2 weeks getting ‘orientated’. Brokers have checklists to assure they get their keys, join the Realtor association, etc., etc., etc. How long do you estimate it takes the new agent just to get those orientation checklists finished? 2-4 weeks? In some cases, they never finish them!!!!! Not only that, they probably think that finishing those checklists assures they are going to be successful agents. Ha!

When Do You Plan to Start Lead Generating?

My studies show that new agents want to make a sale their first month in the business. That means you need to start lead generating your first WEEK in the business! From hiring and training hundreds of new agents, I’ve observed they put off the inevitable as long as possible, hoping ‘there’s another way!’ In fact, the more ‘get ready to get ready’ work new agents doing, the worse their habits become and the less money they make!

A Better Method to Get a Check Fast

Instead of waiting until you are licensed, why not get prepared to sell real estate while you are in pre-license school? You can do things like

Decide on the database/CRM you want to use and learn how to use it
Populate your databases with 100-300 potential clients
Prepare an email/hard copy note/letter to all those in your database saying you’ve joined_____________ real estate company

30 Things to Do While in Pre-License School

In fact, as I was writing my new eBook, What They Don’t Teach You in Pre-License School, I started thinking about how we could really prepare agents to sell real estate–lots of real estate. That’s how I came up with this checklist. Click here to get it.

Let me know how the checklist worked for you. I’ve used this with pre-licensees and seen them sell much faster and with much more confidence.

You Need This! Prepare to Sell Real Estate Fast and Well

This 280+ page eBook is packed with questionnaires, advice, processes, and systems to prepare pre-licensees (and new agents!) for the real world of real estate. See What They Don’t Teach You in Pre-License School. Only $14.95, and immediately downloadable. Now, a Kindle version, too.

Managers: Use this to help your great candidates assure they make it in the business!

Categories 5th Edition Up and Running in 30 Days, expectations, goals, New Real Estate Agents, pre-license, Real estate as a career, Real Estate Sales, Real Estate Success, Up and Running in Real Estate, What They Don't Teach You in PreLicense School
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How Many Hours do You Have to Work in Real Estate?

by Carla Cross

February 23rd, 2017

How many hours do you have to work in real estate?

Did you go into real estate thinking you wanted to quit working 40 hours a week? Or, to ‘be in business for yourself?’ Or, to assure you had no boss? Well, welcome to the real world! 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. 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 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!

Get the True Scoop on Real Estate Sales

If you’re interviewing for a real estate sales position, or you know someone who wants to go into real estate sales, you’ve heard some whoppers! Why? Because too many interviewers paint an unlikely and rosy picture of real estate to lure unsuspecting new agents into the fold. So, get the straight scoop in this new eBook, What They Don’t Teach You in Pre-License School. Even if you’re a seasoned agent, there’s lots here for you, too.

Managers: Use this eBook to prepare candidates for the real world of real estate–and save you thousands of hours of interview ‘education’ time.

This $14.95 investment could save you thousands of dollars of wrong choices! Check it out here.

Categories expectations, goals, income, New Real Estate Agents, pre-license, Real estate as a career, Real Estate Sales, Real Estate Success, recruiting, selectcion, What They Don't Teach You in PreLicense School
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What Kind of Coach Is Best for You?

by Carla Cross

June 9th, 2016

In an earlier blog, I discussed the difference between coaching and mentoring. Here are more considerations. This blog is excerpted from my eBook, What They Don’t Teach You in Pre-License School.

Types of Coaches

Peer coach: Someone in the office, an agent, who has agreed to be your coach. However, this could be anything from

Answer questions
Let you ‘shadow them’ (see how they do a listing/buyer presentation or offer presentation)
Be your accountability coach

Most peer coaches don’t have a coaching program to coach to, and haven’t been trained. They are also at a loss with what to do if the agent refuses to do the work.

In my experience, the agent has the highest hopes that the peer coach will fulfill his dreams of whatever coaching is to him. The peer coach is hoping the agent just doesn’t ask too many questions!

If you’re going to work with a peer coach, get in writing exactly what that peer coach is willing to do with and for you. Bad peer coaching can turn into a nightmare—for both parties.Agents’ advice: Dozens of experienced agents have told me they wish they had started with a professional coach. If you can find one to trust—and to follow—you’ll shorten your learning curve dramatically and easily pay for the coaching fee. Plus, you’ll establish a successful long-term career.

Next, we’ll discuss three ‘safety-nets’ that some new agents consider—because they’re afraid they will not be able to generate enough commissions by relying solely on their own work.

Getting a Mentor

What is a ‘mentor’? There’s not a clearly defined job function. Mentors are usually seasoned agents who offer to help new agents. They may

Offer advice
Allow you to shadow them
Ask you to do parts of their business

New agents love the thought of a mentor, because they have so many questions. And, they think the mentor will be their ‘answer man’. But, I’ve observed that having an ‘answer man’ surely doesn’t guarantee success. In fact, it may impede an agent getting into action. How? An agent may think he needs more and more information before he will act. Then, he just keeps coming to the mentor for every question under the sun. And, the more the new agent knows, the more frightened he becomes. Plus, the advice received from the mentor may not be in the new agent’s best interest.

If you are considering a mentor, get in writing exactly what the mentor will do for you.

Big question: Why is the mentor willing to help you? What does the mentor expect from you?

Treat getting a coach or a mentor as an employment issue. Create good questions and interview. Armed with the advice above, you’ll make the right decision for you.

Save Time Interviewing. Help Sort the Serious from the Semi-Pros!

Are you spending hours educating would-be agents on the business? If so, you need this eBook! In 282 pages, Carla Cross provides answers to hundreds of questions agents have. Help your interviewees get the advice they need, find dozens of questions to ask, and use checklists to hit the ground running before they are licensed! Check out What They Don’t Teach You in Pre-License School.

Managers: Use the checklist on what to do in pre-license school to hit the ground running to ‘test’ your best interviewees and get them prepared to sell real estate FAST when they are licensed.

Categories accountability, Coaching, manager, mentor, New Real Estate Agents, pre-license, Real estate as a career, real estate team, Training, What They Don't Teach You in PreLicense School
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