Archive for Real Estate Success

How to Allocate Your Time for Best Results

July 21st, 2021

Most agents struggle with time management. Here’s how to allocate your time to make more money easier.

I’m just finishing my eBook, Launching Right in Real Estate: What They Don’t Teach You in Pre-License School. In it, I’ve put several self-analysis tools to help those interested people decide whether they will love real estate, are willing to do the work, and what it takes to succeed. In addition, I’ve put several exhibits to help would-be and new agents get off to a fast start.

Where You Spend Your Time Determines the Money You Make

We may be fighting the advice from our training or top agents. In truth, though, there is one way to assure we make money: Talk to people–LOTS of people. Look at the time commitments I’ve recommended:

Figure_3.6_Time_Commitments__How_To_Allocate_Your_Time

Analyze Your Time Management Against My Allocations

Go back a month in your planner. Count the number of hours you spend in various activities. How closely are you following the recommendations above? What do you want to change?

Make a New Schedule with your New Allocations

In Up and Running in Real Estate, my online business planning/training/accountability start-up program, we compare prototype scheduling with poor scheduling. We make our own schedules, analyze, and make adjustments. Result: More commissions in less time.

Thinking about a real estate career? Thinking about whether to stay in real estate? This is the eBook you need. Purchase at 1/2 price while in pre-order. Now $12.95. ***Order here.***

Categories action plan, Business Plan, expectations, Launching Right in Real Estate, new agent business plan, pre-license, Real estate as a career, Real Estate Success, Up and Running in Real Estate
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Are You Cut Out for Real Estate Sales?

by Carla Cross

July 9th, 2021

Is real estate sales for you? Take the self-analysis here to find out.

I’m just finishing my book, Launching Right in Real Estate: What They Don’t Teach You in Pre-License School. In it, I’ve put several self-analysis tools to help those interested people decide whether they will love real estate, are willing to do the work, and what it takes to succeed. Here’s one of those analysis tools:

Figure_1.2_Self-Analysis_Attributes_for_Success Download

If you’re thinking about real estate now, or are in real estate and wondering if it’s really for you, use this self-analysis tool. Real estate is a wonderful business for some people–but not for others. Get yourself in the right profession so you can put your natural talents and skills to work with confidence–and love the job.

Tell me: What did you learn from taking the analysis?

In my new book, I’ve answered the hundreds of questions would-be agents have about real estate as a career. And, I’ve offered guidance for those in the business–a business plan, time management tips, and more. ***Order it now*** at 1/2 price–$12.95. Available July 15.

Categories career nights, Career Nights for real estate, Interviewing, Launching Right in Real Estate, new agent interview, new agents make money, New Real Estate Agents, Real estate as a career, Real Estate Sales, Real Estate Success, selection, successful real estate salespeople
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Interviewing? Five Best Questions to Ask

by Carla Cross

June 3rd, 2021

Interviewing as a real estate agent? Here are the questions I think are most important for a would-be or transferring agent should ask their interviewers.

Unfortunately, the interview process is not as practiced or prepared by either party as it could be. So, the interviewer doesn’t find out critical information from the candidate, and the candidate asks a few general questions. I hate to say this, but some interviewers spend most of the time selling the candidate on the benefits of that particular company. Candidates get excited and join–and then find out there’s more to the story.

Any Surprises Should be Good Ones

It’s very dis-enheartening when an agent new to an office finds out that something he heard–or assumed–was not exactly what he found after being hired. Guard against that by fully informing that would-be agent prior to hiring. The only surprises the agent should get are good ones!

It’s Easy to Get Carried Away in the Interview

Skilled interviewers ask questions to ‘lead’ a candidate toward the benefits of that particular company. As that candidate, you may not realize the reason for those questions. Flattered and interested, many candidates forget to ask the tough questions they need to ask so they know what they are ‘buying’.

Those Questions Candidates Should Ask

Here are the questions, excerpted from my new eBook, Launching Right in Real Estate: What They Won’t Teach You in Pre-LIcense School.

Click here to grab those 5 best interview questions.

What do you think I’ve missed with this critical list of questions?

P. S. Launching Right in Real Estate has 77 questions or categories for candidates to choose from, to assure they get the information they need to make the right choices for them.

Arm yourself with the information you need to make the right career decision. Self-analysis tools guide you in whether you will thrive in real estate; the best business plan for new agents; success habits of new agents; best interview questions. What to watch for in a company–and dozens of pieces of advice. Hot off the presses at the end of June, pre-order at half price–$12.95 (regularly $24.95). This book will save you thousands and be critical in launching your successful real estate career.

Categories expectations, Interviewing, Launching Right in Real Estate, manager, new agent interview, new agents make money, New Real Estate Agents, Real estate as a career, Real Estate Sales, Real Estate Success
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New to Real Estate? Rate Yourself on the Qualities it Takes to Succeed

by Carla Cross

May 13th, 2021

Do you have what it takes to succeed in real estate? Rate yourself and compare with successful salespeople.

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.

Take this quick questionnaire to see how you rate yourself in the qualities that make agents successful.

Figure_1.2_Self-Analysis_Attributes_for_Success-Cross Download

How Many Threes Did You Give Yourself?

You can rate yourself from “3”, which means you rate yourself as having lots of that quality, to a “1”, meaning you have not so much.

Congratulations! Every ‘3’ represents a quality that successful agents exhibit. Here’s what I mean.

#1. Successful agents get up in the morning and start their day in a productive way. They have a great deal of self-discipline. No one has to kick them out of bed or tell them to get to work.

#2. Successful agents finish the job, even if it takes them 12 hours that day. Unsuccessful agents great selling real estate like a 9-5 job. Doesn’t work with clients!

#3. Successful agents don’t shy away from challenges. They’re always learning and striving.

#4. Successful agents don’t wait for someone to invite them. They organize, motivate, and inspire!

#5. Successful agents have a great belief in their abilities to succeed, even when others don’t.

#6. Successful agents always keep their promises; clients can count on them.

#7. Successful agents are ‘learning based’. They don’t believe their training is over after that initial office training!

#8. Successful agents love accomplishing things. That’s their motivation–not just the money.

#9. Successful agents learn to handle the great deal of rejection we get in this business. They’re very tough-minded.

#10. Successful agents are willing to jump off the high diving board without gathering every bit of information available anytime.

What’s a Trait of Successful Agents I didn’t mention?

Let me know what I missed. There are a myriad of qualities and traits successful agents exhibit each day.

Whether you’re thinking of real estate as a career, or are starting your career, this eBook will give you the guidance to succeed. Buy it now in pre-release for 1/2 price. Now $12.95. Release is June 1. Great for managers to use for Career Nights or information for would-be agents.

Categories career nights, expectations, Launching Right in Real Estate, lead generation, new agents make money, New Real Estate Agents, pre-license, Real estate as a career, Real Estate Success, successful real estate salespeople
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Doubts? Is Real Estate a Good Career for You? Take Self-Analysis

by Carla Cross

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?

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.

Categories Career Nights for real estate, Launching Right in Real Estate, new agent business plan, new agents make money, New Real Estate Agents, pre-license, Real estate as a career, Real Estate Budget, Real Estate Sales, Real Estate Success, recruiting
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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.

Click To Tweet

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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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.

Click To Tweet

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 Newbie Mistakes: What Did I Miss?

by Carla Cross

January 26th, 2021

Within a couple of months, I’m publishing my new eBook: Launching Right in Real Estate: What They Won’t Teach You in Pre-License School. This book will tell it like it is for all those people thinking about real estate as a career. Different, yes?

So, I’ve been thinking about all the mistakes I made as a new agent–and all the mistakes I’ve seen new agents make. In this and my next blog, I’m going to be giving you those mistakes. Help me out here. What should go into my new book? What are the mistakes new agents make that put up barriers to their success? What should I caution would-be and new agents about?

The Frank Sinatra Syndrome: Doing it ‘My Way’

We all want success easily. We all want to ‘do it our way’. And, if we’re honest, in our quest for easy success, we’ll all done dumb things. That is, we realized they were dumb—after the fact. So, just because I’m picking on new agents here doesn’t mean I haven’t done many more than just ten dumb things! I’m listing these here, though, to help you avoid the mistakes I made as a new agent, and the mistakes I’ve observed thousands of new agents make over the years I’ve managed, trained and coached.

Some Mistakes Cost us All Lots of $$$$

Some dumb actions don’t cost us much, but, when an agent fails, it costs money to everyone—agents, offices, and consumers. It’s estimated that it costs a manager $15,000-30,000 for every agent hired who fails! So, that agent isn’t a profit-center, she’s a cost center! In addition,

an agent who fails spends at least $5000-15,000 just in ‘subsidized living’ and real estate expenses the first three months in the business.

Click To Tweet

Finally, the consumer loses, because the agent is out of the business before serving the consumer.

Heads Up

New agents don’t come into the business to fail. But, they don’t realize the effort and skill it takes to succeed.* In addition, there are increasingly difficult challenges for new agents:

The gap between consumer expectations and agent performance is widening quickly and dramatically. New agents must have better training, coaching, and commitment from their brokers.
The market in most areas is very competitive, so new agents can’t get those ‘easy sales’.
The committed, career-oriented agent is taking much more of the market share.

It’s estimated that 50% of new agents fail and get out of the business in their first year, and 75% are out in two years. That seems to me a huge waste of resources—and a huge contributor to that expectations gap I listed above. We need to stop that attrition now. So, new agents, I’ve created a list of the ten dumbest things I’ve seen thousands do to fail themselves right out of the business. In this blog, we’ll investigate the first five:

Thinking that there are lots of ways to start the business. There aren’t. Real estate sales is sales, and sales is a numbers game. (Up and Running in Real Estate shows you exactly how to work those numbers to your benefit).
Thinking they don’t have to lead generate, because they’ll “do it differently.” Don’t talk to people consistently and in great numbers and you’ll be flipping burgers before you know it! (Not that there is anything wrong in flipping burgers, but you won’t be “selling real estate”.)
Thinking that their manager or office or the Internet will supply them leads. If that were the case, your commissions would be much smaller.
Thinking that this business is about tasks and technology. It’s not. It’s about people relationships.
Treating the business like a ‘next’ business. It’s not about finding and selling a customer. It’s about finding and keeping the customer for long-term referral business.

How many of these dumb things have you done? In truth, we learn from our mistakes. It’s not what we do wrong. It’s what we continue doing wrong. I’m writing Launching Right in Real Estate to prepare people for the career in a straightforward manner.

In my next blog, we’ll investigate the remaining mistakes. What did I miss?

*Launching Right in Real Estate helps would-be agents make best decisions and prepare to sell real estate. It includes:

What it costs to enter real estate
What it costs monthly to run a business
The behavioral profile that will love and thrive in the business–how to tell if you’ll love it
The 5 most important interview questions you need to ask
How to evaluate the office and manager as you interview

Want a complimentary copy when it’s ready? Email me with your advice to would-be agents and/or the mistakes you see would-be agents make as they come into the business: carla@carlacross.com. If your advice is included, I’ll send you the eBook. Thanks!

Categories expectations, Launching Right in Real Estate, new agent business plan, new agent interview, new agents make money, New Real Estate Agents, pre-license, Real estate as a career, Real Estate Budget, Real Estate Success, Training, Up and Running in Real Estate
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Your Business Plan: How to Spend your Marketing Dollars

by Carla Cross

December 16th, 2020

During December, I’m focusing my blog on business planning, as well as in my managers’ blog, Management in a Minute. Look for ready to use checklists, processes, and systems. Let’s make awesome plans for 2021!

Today, real estate agents capture much more of the gross commission dollar than ever before. At the same time, they must become real businesspeople, because they must allocate some of these dollars to marketing—to increase their business. But, how do you know how to spend those marketing dollars?

Here are two basic principles of marketing dollar allocation

Principle One. Spend a proportional amount on your best source (s) of business—it will beget more business (your best source of business is from your past clients and people who know and trust you).

Most Agents are Not Spending Their Marketing Dollars Right

A recent study showed that agents spent the largest amount of their marketing dollars on direct mail, advertising, and the Internet. Yet, the majority of their business came from traditional ‘people to people’ sources

•Referrals
•IVR Technology (interactive voice response)–the only ‘technological’ lead generating source
Repeat Business
•Open Houses
•FSBO/Expired Leads
•Face-to-Face Networking

Do you know how much you spent on your best source of business last year?

Only one percent of the agents do. That means they aren’t treating that group of people as a ‘target market’. You must segregate your best sources and allocate funds directly to marketing to them. You must make a marketing plan directly to these people, and attach a budget to this best source.

How much Money Should You Spend?

Principle Two. Spend between 5 and 10% of your projected income on marketing to your best source of business.

Example: If you were to project for next year that you will get 20 sales from your past clients, and that income would be $4000 per ‘revenue unit’ or $80,000, you would allocate $4000 to $8000 to marketing to that source.

Simply reviewing how you spent your 2020 and allocating adequate marketing dollars for 2021 will, in the end, save you money. Also, you’ll have something to measure and adjust.

Your Best Business Planning System

Why not step up to a real strategic plan this year? My system is the only one published internationally for real estate professionals. Check out Beyond the Basics of Business Planning. There’s a program for agents and a program for leadership. Why not create a plan to work for you in 2021?

Categories Business Plan, free business planning, free webinar, Marketing, New Real Estate Agents, Pivot business plan, Real Estate Budget, Real Estate Sales, Real Estate Success, Training, webinar
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Under One Year in Real Estate: What Do You Wish You’d Known?

by Carla Cross

October 15th, 2020

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

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

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

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

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

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

What Do You Think?

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

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

Finding Your Way Through The Interview Process

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

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

Provide That Hard-Earned Advice

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

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

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