Real Estate Sales

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Doubts? Is Real Estate a Good Career for You? Take Self-Analysis

May 5th, 2021

Thinking of getting into real estate or in real estate and wondering if it’s the right career for you? Take this new self-analysis.

Are you having doubts about whether real estate is the right career for you? Or, are you in pre-license now and wondering if you’ll love selling real estate?

In my new book, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School, I provide several self-analysis tools so people can make the decision that’s right for them. Unfortunately, often would-be agents are not informed. Instead, they’re sold. They get excited about real estate as a career, see the ‘easy money’, and think it’s for them. Not so fast. Selling real estate can be a wonderful career for the right person. And, it’s the wrong career for some people, too.

Use This for a Great Career Night or Pre-Interview

Instead of trying to convince everyone in a career night presentation to join the office, why not take the opportunity to let the person do some self-analysis so there’s the right decision?

Discover The Kind of Job You Prefer

Take the self-analysis below to get more insight into whether you would love selling real estate–or maybe why you’re not completely sold on real estate as a career right now.

Figure_1.1_Your_Ideal_Job-with-reference Download

Is Real Estate Right for You?

Hot off the presses. Ready for pre-order now. Answers to dozens of questions about real estate as a career. No fluff; no sales job; just the facts. Have someone interested in real estate sales? Get them this eBook! Self-analysis tools to find out whether you’ll love the job; how much $ it takes to launch a career; how much money you’ll make–and when; best business start-up plan; 5 most important questions to ask your interviewer. No book out there like this! Pre-order for 1/2 price now here. (Regularly $24.95, now $12.95 until June 1 launch date).

Order now and get my launching checklist to get you ready to sell real estate your first day in the office: 30 Things to Do in Pre-License School to Hit the Ground Running.

When ‘No’ Doesn’t Mean No

by Carla Cross

April 28th, 2021

Do you stop communicating after one ‘no’? Find out why that’s a failing strategy.

You don’t want to be a ‘pushy’ salesperson. It’s not pleasant when someone tells you they’re not interested, or ‘just looking’. Because you’re not pushy, you quit communicating with the potential client. The inclination is to go to the next person. Not so fast.

Watch the video and see why accepting that first ‘no’ is a mistake that will negatively affect your bottom line.

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Want sales training that actually makes a huge difference in the success of your career? Check out my innovative online program, Up and Running in Real Estate. You’ll get a proven business plan, training, and personal coaching with me weekly. You’ll know for certain what to do each day and, most importantly, why you’re doing it so you don’t waste time and money. Is it time for you to invest in yourself? Check it out here.

Categories Business Plan, communication, customer service, expectations, lead generation, new agent business plan, new agent online training, new agents make money, New Real Estate Agents, online training, presentation skills, Real estate as a career, Real Estate Sales, Real Estate Success, Sales Strategies, time management, Up and Running in Real Estate
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Call Reluctance: Gone!!!!

by Carla Cross

April 15th, 2021

None of us could predict the amount of ‘nos’ we would get as new agents. A few of us could tolerate those ‘nos’ and stay engaged in the business. But, many wilt within a month–way before they gain that first check! But, by answering these easy questions, you’ll shore up your ability to take that rejection and get a ‘yes’ from your client.

When you self-esteem and confidence is high, you’ll take risks–make those sales calls. Find out your strengths by taking this free strength finder:

http://www.viacharacter.org

You may be surprised at the qualities that make you unique, and make you invaluable to your future clients.

What did you discover by asking yourself these three questions–and taking the character review?

Categories attitude, lead generation, new agents make money, New Real Estate Agents, Real estate as a career, Real Estate Sales, Up and Running in Real Estate, value-added
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Four Ways I Got Snookered with Buyers–So You Don’t have To..

by Carla Cross

March 22nd, 2021

When we’re new agents, we my think that all buyers love us. They will be loyal. They will find us invaluable. Not so fast….

Four ways I got snookered with buyers–so you don’t have to…

Recently, I was coaching a group of newer agents in my eight week, business start-up program, Up and Running in Real Estate. We were discussing the section on working with buyers. We explored the Buyer Consultation process. This process creates value to get loyalty.

As we delved into the process to work with buyers, we discussed the many ways we get into pickles with buyers–without knowing we were falling into those situations. Here are four methods to avoid those situations: (I know, since I got into these pickles by not using these solutions….)

1.The multi-agent buyer. You meet a nice buyer, and you start showing her homes. You find out the buyer is working with three agents.

Solution: Instead of jumping in the car or showing homes to anyone, always do a consultation (what does the buyer want, and what you will do for the buyer). In the consultation, show (in writing, of course) at least 20 things you will do for a buyer. Then, ask for only one thing in return: his/her loyalty. Explain you work with people who work exclusively with you. Then, explain the benefits of that loyalty. (Can you think of three benefits?)

2. The ‘I want to see it now’ buyer. You meet a buyer in an open house, and get excited because the buyer wants to see the property down the street. Without finding out more, you show the buyer the home. The buyer disappears on you, never to be seen again.

Solution: You don’t show homes to buyers without a buyer consultation (which allows you to qualify the buyer). Question: Do you have a written, comprehensive consultation questionnaire that allows you to find out the buyer’s needs and secrets? All other professions do…

3. The I assume I know everything about you buyer. You get a referral to a buyer. Without doing an in-depth consultation, you show the buyer what he says he wants to see. He has a fit when you show him the first home. He says that’s not what he meant (instead of buying in that prestigious area he said he wanted, he buys out past the suburbs on an acre).

Solution: You use that in-depth consultation questionnaire, delving much deeper than the features, or even the benefits. The buyers don’t know what their underlying motives are. You must question professionally to find out and help them.

4. The buyer who wears you out. After working with buyers for a year (a year!!!!), you let them know you were taking off a few days for Christmas. They said they wouldn’t need help during the holidays. When you returned, they told you they bought a home. You were excited for them (not…)

Solution: Before you go anywhere, anytime, let buyers know who will be assisting them in your place–even if they say they won’t be looking. You never know when impulse will strike!!!!

Bottom line: Create a professional process with the foundation of a consultation and stick to it. Have a comprehensive, written buyer information form, along with the 20+ things you will do for a buyer. Then, practice your loyalty dialogue. Design your standards for buyers. You will conquer many of your time management problems and enjoy much more loyalty with buyers.

Do you feel like buyers and/or sellers are snookering you? Are you missing the best part of the business–working with clients who love you? Find out how to create a professional, enjoyable business with my online eight-week business start-up (or restart) program, Up and Running in Real Estate. Also, I coach attendees weekly in a fun, informative coaching session via Zoom. Find out more here.

P. S. I’ve put the dozens of the processes and systems I developed to avoid these depressing situations into this program for your use.

Categories Business Plan, buyer presentation, buyer's agent, new agent business plan, new agents make money, New Real Estate Agents, Real estate as a career, Real Estate Sales, Up and Running in Real Estate, value-added
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What Do You Wish You Had Known?

by Carla Cross

March 6th, 2021

What do you wish you had known BEFORE you went into real estate?

I’m just completing my new book, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School.

I started gathering information for this book as I interviewed dozens of would-be agents. They were hungry for information. I found they had lots of misinformation, too, from various sources. So, I started gathering reams of information to hand to them. Finally, one of my agents said, “You should put that in a book.” So, I did. I’ve just written a whole new version, with the most updated facts, figures, tech, and knowledge I can find.

Lots of Info on How to Become a Zillionaire Selling Real Estate, But…

There’s little or no comprehensive information on the decision to or steps to becoming a real estate agent. Or, as I read articles, they sound too good to be true (and they probably are). The real estate agents I talk to are quick to tell me what they wish they had known prior to getting into real estate. They tell me they weren’t told the whole story. So, this book is from the perspective of the would-be agent–not the agent already in business.

In this eBook:

Common myths about real estate as a career
How to tell if this is a career you’ll love—and whether you have the habits and skills to succeed
How much money you can make—and when and how you’ll get paid
What it costs to get started—and how to budget so your money doesn’t run out before your first commission
70+ areas to query your interviewer to assure you pick the right company, office, manager and team for you
The 5 most important interview questions to ask
The best first-year start-up plan to launch you right and get paid fast
30 actions to take during your pre-license training to hit the ground running after you’re licensed (great to help agents make money their first month in the business!)

Not a Pie in the Sky Viewpoint

I’ll warn you. This is not a sugar-coated, everyone should become a real estate salesperson eBook. Why? Because our industry is not doing itself any favors by inviting everybody and their brother into the business (which is what we do–sorry, but we do). This book has several self-analysis tools to help readers figure out if:

They will love selling real estate (several questionnaires)
They are ‘wired’ to accept the actions and responsibilities of selling real estate
They have the financial back-up to start the business

Can You Help Me Out Here? FREE book!

What do you find is a misconception you or any new agent carries into the interview process? What do you want me tell prospective agents as they prepare for a career? What advice to you want me to give them?

Tell me me in the comments here. I’ll send you complimentary copy of the eBook, out in mid-April. Thank you for your contributions to our industry!

Pre-order your copy of my new eBook here. It will be available mid-April.

Categories expectations, new agent interview, new agents make money, New Real Estate Agents, pre-license, Real estate as a career, Real Estate Sales, recruiting, selection
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Real Estate Sales: Romance or Reality?

by Carla Cross

February 24th, 2021

Do you think new agents have a ‘romantic’ or a realistic view of the business? Give me some advice.

Do you think would-be and new agents have a romantic or realistic picture of real estate sales?

The ‘romantic’ view: I’ve got my license, my business cards, I’m with a wonderful company. People will find me, be really nice to me, never offer objections, never lie to me, and do whatever I tell them. I will make lots of easy money fast, working no more than 30 hours in a hard week.

The ‘reality’: I don’t expect people to find me. I have to go out and find lots of people. I have to use my ingenuity, grit, tenacity, and never give up. I have to be able to say ‘I don’t know but I’ll find out’ a dozen times a day. I have to be able to tolerate clients not showing up, not telling the truth (come on, don’t be tough on me, it’s true….), not buying when they should, and listing with someone else.

How do we present reality? You can help. I’m editing the 6th edition of Up and Running in 30 Days, the internationally-published business-planning/action book for new agents. I’m also finishing a new book for would-be agents, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School.

Tell me what you think. I’ve made 2 surveys, one for agents and one for managers. They each will take you just a few minutes, and you’ll be helping our industry prepare people for the reality of the business, not just the romance.

Here’s the link to the survey for agents.

Here’s the link to the survey for leadership.

Please return the survey to me by Feb. 27. If you’re quoted in either book, you’ll receive a copy, of course, and acknowledgment in the book.

Categories action plan, expectations, goals, income, Launching Right in Real Estate, lead generation, new agent business plan, new agents make money, New Real Estate Agents, onboarding, Real estate as a career, Real Estate Sales, Training, Up and Running in 30 Days
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Give Advice to Would-be Agents

by Carla Cross

February 19th, 2021

What do you wish you’d known before entering real estate?

Give me your expert advice!

What are new agents doing that causes them to succeed–or fail?

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What should be in a start-up program that will help more new agents do well–and do it fast? What’s missing in the training and coaching programs you experienced?

I’m editing Up and Running in 30 Days, the new agent’s business start-up plan, for the 6th edition, due to be out in mid-2021. In it, I show the what, how, why, and how much of real estate activities needed to do well quickly. Up and Running is very specific, and is easy to use to coach new agents to productivity fast. It has the specific prioritized weekly schedule and activities that future-exceptional agents do to assure a sale fast.

Many updates: The 6th edition has lots of updates, including a new section on promoting yourself through social media, new tech new agents need, and alternative methods of lead generation.

In the next blog, I’ll share more of what I’m putting into this wildly-successful program and get your input, too.

I want to make this an honest, straightforward guide. Please help. Download the questionnaire to your computer, complete the questionnaire, save it, and email it to me at carla@carlacross.com. Here is the questionnaire. You will be assisting thousands of new agents as they begin their careers, and, I think you’ll find that being published will help your ‘street cred’ with your clients.

If I’m able to use your comments in my book, you will receive a complimentary copy of Up and Running, acknowledgment of your comments, AND lots of PR–to help you in your recruiting as an expert in helping new agents.

P. S. Please get your comments to me by Feb. 24, so I can meet the publisher’s deadline for submitting the edited book. Thank you!

Categories new agent business plan, new agents make money, New Real Estate Agents, onboarding, orientation, pre-license, Real estate as a career, Real Estate Sales, Training, Up and Running in 30 Days
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What Do You Manage? Surprise…

by Carla Cross

February 9th, 2021

You’re in business for yourself. What do you need to manage?

What do you manage?

You’re in business for yourself. Great. You are in charge of managing how you do your business. But, there’s more. You are also in charge of managing your attitude.

Who Should Motivate You?

According to a recent survey of real estate salespeople, one of the most important services agents want from their manager is to provide positive motivation.

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Sounds easy, doesn’t it? Part of it is. However, it is difficult for managers to find out what motivates each individual (everyone has different motivators). And it is more difficult to design a motivational program to fit each agent’s needs—time in the business, motivators, outside influences, and so on. Moreover, it’s difficult for a manager to manage the constant flux of attitudes to catch agents when they are falling into depression and to pump them up. Agents’ attitudes change hundreds of times a day. When agents get down, they usually talk to themselves—negatively.

Three Steps to Manage your Attitude for Success

Recognize your attitude about the business will change as you do the activities in the business.
Acknowledge each time you draw a conclusion about your activities.
Develop a process for drawing a positive, motivating conclusion.

Make an attitude notebook (either hard copy or online). To evaluate and manage your attitude, try this simple, effective method. Divide each notebook page into the following six columns:

Self-talk
Conclusions of your self-talk
Positive attitude
Negative attitude
Revised conclusion or revised attitude
Belief

As you go about your business day, keep your attitude notebook handy. Write down each time you talk to yourself—positively and negatively. Let’s say you just held an open house. As you are leaving, you say to yourself, “What’s wrong with me? I thought I was a good communicator, but these people coming into my open house won’t tell me anything.” Write down the conclusion you drew: “Maybe I’m not cut out for this business.” Note these thoughts in the proper column—positive or negative. Obviously, the above comment and conclusion would go in the negative column.

Drawing a Positive, Motivating Conclusion

Studies show that most self-talk is negative, which naturally leads to a negative conclusion. People will talk to themselves about this conclusion 10 to 20 times and convince themselves that this conclusion is true.

Stop and note: How many times to YOU beat yourself up when you make a mistake or the outcomes aren’t as good as you wanted?

Thus, when agents conclude that they cannot be successful in open houses, that idea plays again and again in their minds until they change their positive attitude about their success in the business and form a new belief about their ability to communicate.

Challenge: How Many Times Can You Repeat a Positive Reinforcement?

You can stop this insidious—although natural—process by replacing it with a new process. To do this, you must replace your natural inclination of negative self-talk, repeated again and again, with some positive self-talk, repeated again and again. Replacing negative reinforcement with positive will change your career for the better!

So, tell me. How has this been working for you? Are you changing your negative self-talk for the better?

See Up and Running in 30 Days (business start-up plan book) and Up and Running in Real Estate (business start-up planning training online) for more help in managing your attitude to success.

Recognize ®

Acknowledge ®

Develop New Conclusions

Categories 5th Edition Up and Running in 30 Days, accountability, attitude, Business Plan, Coaching, expectations, inspiration, manager, Motivation, 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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10 Best Questions to Answer for that Business Plan

by Carla Cross

January 18th, 2021

Got that plan done? Check it now against these 10 questions to answer

Have that business plan done? If you have even half of it done, congratulations! I hope you did it in the right order. If you’re ready to create your action plan, you’ll love this post.

Don’t Start at the End of the Planning Process!

“What actions should I put in my business plan for next year?” “What should I do?” “Give me what to do so I’ll do everything right next year.” Unfortunately, that’s doing your business plan backwards. It’s like starting at the end of a piece of music and playing it to the beginning.

Creating your action plan is the last thing you should do in your business plan.

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What You CAN ‘Copy’ for a Great Business Plan every Time

Another thing you may have heard from agents: “Give me a business plan.” or “I want to use _______’s plan.” That’s another big mistake. It’s your business and it needs to be your plan. However, what you can copy is the process for a great plan. In fact, Dwight D. Eisenhower (former US President), said, “The planning is everything. The plan is nothing.” What he meant was that it’s the thought process that’s important. So, use a planning process that takes you and your agents through the necessary steps. (See Beyond the Basics of Business Planning, for an online business planning system based on the strategic planning process).

10 Questions to Ask Yourself to Create the Right Action Plan for You

Recently, I did a business planning webinar for an association. I provided attendees with 10 questions to ask themselves. The answers to these questions provide the guidance needed to create that effective, individualized business plan. Here are those questions for you to use as you create your plan.

Your Answers will Inspire you to Make AND Use your Plan

Using these 10 questions will motivate you to create plans that work. Let me know your results!

Want more free business planning advice? See my recorded webinar on my website. My latest business planning webinar and planning docs are there for you–Free!

Categories Business Plan, free business planning, new agent business plan, New Real Estate Agents, Pivot business plan, Real Estate Sales, webinar
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Your Mission: How to Inspire Yourself to That Business Plan

by Carla Cross

January 7th, 2021

Unfortunately, most business planning systems just ask you to fill in some forms. Boy, that’s really inspiring….not!

So, how do you inspire yourself (and your team) to create and use your plan?

Create your mission.

What is it?

A statement that defines your real estate career in these areas:

What you do
What you specialize in
What you are selling in real estate
What areas/target markets you specialize in
What kind of services you provide

As important as your mission is in defining what you will do, it also is restrictive, because it guides you in deciding what you won’t do.

Mission statements are:

Not lightly changed
Written in the present tense
Not objectives
Not tied to time

Some examples:

To take my clients step by step through the home buying, selling, or building process as a consultant who approaches each transaction with empathy, integrity, and professionalism, resulting in a nearly 100% referral real estate practice.

We provide superior service to each individual represented by The Farnsworth Team. Our goal is to ensure that our customers and clients have every advantage as we begin, process, and conclude our real estate transaction.

I am a real estate professional.
I specialize in residential properties.
My clients and customers are upwardly mobile and established professionals.
My premise of service is to find out what people want and help them get it.
I proceed with honest, intelligent effort.
I bring to my clients a sincere concern for their welfare.

Gain my mission worksheet here and inspire yourself, your team, and your clients.

Let me know how the mission works for you. I’d love to see your mission statement, too. Email me at carla@carlacross.com. Thanks!

More Help in Business Planning

Want more guidance, specific, targeted worksheets, and help in creating that awesome 2021 strategic business plan? See Beyond the Basics of Business Planning, my online program–one for real estate agents, one for leadership. I’ll guide you right through the process.

Bonus: Invest in Beyond the Basics of Business Planning before Jan. 15 and I’ll also coach you through your plan, with 3 coaching sessions, starting the third week in January.

Less than 2 years in the business or have you done less than 8 transactions: You need my business start-up planning program for agents under 2 years in the business: Up and Running in Real Estate. Regularly $249, it’s $199 for you if you register by Jan. 15 and use the code make $ now.

Categories Business Plan, free business planning, mission, new agent business plan, Pivot business plan, Real Estate Sales
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