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Dale Monroe, Realtor
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Starting a Business
Real Estate Agent Training
System
Series
Lesson: 4
Lesson Description: Setting
up a business plan gives you specific tasks and schedules. Sets goals
that you need to reach. Helps build your confidence and knowledge.
Gives you sense of being in control.
Content: Video/Text
Length: 3 min. 8 seconds
Order 2-set DVDs
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Video
Transcript
Now that you
have your license, chosen
a broker, and joined your local MLS association, it’s time to get
to work.
One of the first things you need to
do is learn the territory. This means looking at the houses on
the market in your area… (You find them through your local
MLS)…Every agent should preview at least five houses a day… And
since knowledge of the market is what makes your services valuable,
this should be an ongoing part of your work schedule…
You should know that the computer
and other technologies such as the internet… Faxes… And E/Mail
have revolutionized the way we do business… It is faster…
more efficient… and expanding every day… Learning to use these
tools and keeping up to date is vital for success.
Being
computer literate today is
almost as important as being able to read… But, if you have not
had the advantage of growing up using computers… All is not lost…
There are numerous classes available to learn the basic skills… If
your Broker or Manager does not offer any training… Check with your
MLS Association… Also local collages…high schools… and
commercial schools, they all offer classes…
Time management is the foundation on
which you will build your business… If you worked for a
corporation… You would be told what to do and when to do it… And
you would be responsible to accomplish the required work in the
allotted time…
The same principles apply to your
business… However you are not only the owner and boss… You
are also the employee… And, as in every business… The harder and
more efficiently your employee works… The more money you will make…
Let’s begin by defining the goal
of a real estate business… Selling property and getting a
commission check… And, as previously stated, “Prospecting is
the engine that drives success”…And the secrete to successful
prospecting is N/C… Numbers and Consistency.
Time management is a method to reach
the necessary number of prospective clients consistently each day…
Remember… the more people you talk to… the more business you will
do…
As an example… Here is the
schedule followed by a very successful agent named Allyce
McAlarnis…Her work day runs from 9:00 AM to 6:00 PM five days a
week... She door knocks in random areas from 10:00 to 1:00 and cold
calls from 3:00 to 5:30 using a Crisscross phone directory… Her
goal is to talk to at least 60 people each day… She does not count
messages left on answering machines or doors that are not answered…
The rest of her time is spent taking
care of paper work… answering phone calls… Previewing new
listings…And other necessary business… It is important to
note that
5 ½ hours of her 9 hour day is devoted
to prospecting…
Allyce has the necessary discipline
to stick to her schedule… She also has the motivation… and
enthusiasm… Which she shares with her fellow realtors… Of course
success is a natural motivation for more success… But for a new
agent motivation and enthusiasm are some times difficult to sustain…
There are many seminars available to
help stimulate… and give you a fresh approach on methods of
prospecting… time management…And motivation… They are also
an excellent way to meet other realtors and gain from their knowledge
and experience... However, the discipline to diligently apply what
you might learn to your work schedule is a necessary and basic
ingredient for success… It’s all up to you…
There are all kinds of markets…
They can be fast… slow…up… down… sellers… or buyers
markets… But…Regardless of the kind of market… There will
always be a market… because of the basic reasons that people
buy and sell property… Marriage… Divorce… Children… Lack of
children… New job… Loss of job… Retirement…Schools…
Community… And Neighborhood… If the average time that people stay
at one address is 5 years, there will always be a need for a Realtor.
A trainer once said that he
preferred a down market because it cut out most of his competition
since many agents gave up and stopped doing the basics… Like
Prospecting… There is money to be made in every kind of market…
So find the type of prospecting that
works best for you… Set a daily schedule to reach the desired
number of contacts… Do it consistently… Remember to AFTB…
Ask for the business…And you will create a successful business and
career in real estate.
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