When I first started practicing after getting my real estate license, I always imagined that I’d have my first two or three clients within the first month. I can tell you right now that nothing could have been further from the truth.
I had to keep working my W-2 job because I didn’t know exactly how to grow my real estate business. I didn’t have a mentor or a coach or even where to get information.
For this reason, I’ll be sharing my top 3 tips for starting a career in real estate. This way, you won’t have to go through the same thing.
Tip #1: Be Intentional
You need to be intentional. When I first got in, people asked me, “What are your goals?” Unfortunately for me, I didn’t have any. I mean, I kind of did. I was just in a brand new city, so I didn’t have any family or friends.
I had co-workers at my W-2 job, but what did that mean about being intentional? Well, as I was starting to get more into self-development, I figured out that I was already breaking the cardinal rule: I didn’t have any goals.
So, when we talk about being intentional, what does that mean? It means you need to write down your goals. What are your goals in the first three months?
It could be a monetary goal -selling a certain amount of houses. It can be more on the activity because it will provide results and revenue.
Make sure you write down the activity that will provide results in revenue. The activity could be lead generation. How many phone calls are you going to make every single day?
I’m sure if you have a W-2 job, you’re blocking out three to four hours. The same applies to real estate.
If your goal is to make 20 contacts a day, set aside one hour and make sure you reach out to people you can reach out through the proper channels. It could be social media platforms such as:
It can even be contacting lenders and insurance agents; it could be anybody you need. All in all, ensure your goal is to make contacts because it’s a contact sport. I say all the time: Real estate is a contact sport. So you have to make more contacts.
One of the things that I did when I first got started was to figure out where all the networking events were. The reason behind this was these were people who either actively had a business that they were trying to grow.
All these people, even if they weren’t the people who would be buying or selling real estate, knew someone to whom they could introduce me. Hence my goal was to go in there, build a relationship with them and show my enthusiasm.
Another thing that I was doing was three to five coffee and lunches every single week. I was doing them with lenders.
They already had pre-approved clients because none of them came with the realtor. My goal was to get in front of that lender I knew was already doing a lot of production and collaborate on future real estate deals.
Tip #2: Your Obsessions Will Become Your Possessions
I came across this quote on my social media:
“Your obsessions will become your possessions.”
Think about it. If you work in a job right now, how often would you say that you’re thinking about your job? 90 to 95% of your day, right? When you first wake up in the morning, you’re thinking, “Do I have enough time before I have to get to work?”
Right now, you’re thinking about the tasks you have to do about your job? The point is you’re thinking about your job 90 to 95% of your day.
What if you switch your mindset around and start thinking about your goals and how intentional you need to be with them?
How much would that help you shift from a job mentality to an ownership mentality? As a real estate agent and entrepreneur, you own your career.
You think with the owner’s mentality instead of an employee’s mentality. You have to make sure that you have your goals in front of you every day.
I challenge you right now to write down your goals and make them your obsessions. A lot of people aren’t very successful because they don’t know what they’re pulling towards.
It could be:
- They haven’t written it down
- They haven’t questioned themselves to say, “Why is this my goal? What am I trying to go over?”
Remember, you don’t have to love the process, but stay married to the destination. There will be so many dips and fall nine times.
The trick is to make sure you know why you’re getting back up that 10 times because eventually, persistence will prevail.
Therefore you have to be very obsessive about it. Get the information, become obsessed with it, and then implement it to change your situation.
Tip #3: You Have to Understand the ABCs
You have to know how to set yourself apart from the competition to succeed as a real estate agent. How can you do that? By understanding the ABCs:
- Appearance
- Behavior
- Communication
You have to make sure that you can build relationships. People buy from people at the end of the day; nothing else matters. How many relationships have you been able to build? Do you know when people knowingly Believe, Like and Trust you?
It’s that BLT sandwich. Do they believe in you? Do they like you? Do they trust in your ability to get their home marketed and sold?
Conclusion
If your goal is to make 20 contacts a day, set aside one hour and make sure you reach out to people you can reach out through the proper channels. Make sure you write down the activity that will provide results in revenue.
You have to be very obsessive about your goal, and you do this by understanding the ABCs: Appearance, Behavior, Communication. Hopefully, these tips will make the journey as a real estate agent easier.
If you have any questions or would love to talk more about real estate, feel free to shoot me a message. Remember, in the dream, we trust, but you’ve got to take action. Otherwise, that dream that you have will only merely be a fantasy. I’ll catch you on the next one.
