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Apr
11

Straight Talk from Successful First Year Agents

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Up and Running_5e largerI just received my copy of my 5th edition of Up and Running in 30 Days, the new agenta��s business start-up plan. Dearborn Education, a division of Kaplan, Inc., has published this book since its first edition. Ia��ve put lots of updates in this 2017 edition, including advice from successful newer agents. Rather than my trying to convince you of these principles myself, herea��s what theya��ve said:

On Training

Herea��s a quote from Kyle Kovats, who was recently chosen as one of the finalists for the a�?30 under 30a�? honors from the National Association of Realtors.A� These select nominations are agents chosen because they are under 30 and very successful in the business.

Kyle advises: a�?Find a broker who has a comprehensive training program. Ask if you can speak with agents who have gone through it to get the agentsa�� perspective on whether it was helpful.a�?

{Note: Up and Running in 30 Days has tips for you new agents in choosing the right training programa��a training program that actually assures you launch a great career).

The Importance of Coaches and Mentors

Therea��s a lot more to success than just attending even a great training program. Read this from Merrilee Prochaska, a�?I wish I had understood the importance of a mentor/coach before I began.a�?

{Up and Running in 30 Days discusses the trend toward coaches, and provides guidance in choosing the right coach for you.}

On What They Wish Theya��d Done Differently

Ita��s not all a smooth ride! Here are some comments from Cerise Paton, on what she wishes she would have done differently: a�?Followed up more and more consistently; understood the time and discipline and numbers needed for lead generation and lead conversion; recognizing the time it took to build trust; going on more appointments, failing more often, and getting better, practicing presentations with friendsa�?.

Gary Richtera��s comment on what he would do differently could apply to most new agents: a�?Contact all of my sphere and ask for business.a�? Gary admits he was reticent to ask them all for business.

On Prioritizing Your Activities and Lead Generation Sources

Dona��t take my word for it that clearly prioritizing your activities as business-producing or business-supporting is key to success. Hear it from Gary Richter, who used Up and Running in 30 Days to start his career. He says his priorities are big reasons hea��s succeeding now: a�?I am cognizant of my daily activities and recognized them as either business producing or business supporting. I spend the majority of my time on business-producing activities.a�?

And, Diane Honeycutt states, a�?Take the advice in this plan and be sure youa��re not a a�?secret agenta��! Develop a work plan and stick to ita�?.

Herea��s what Kyle Kovats, that great a��30 under 30a�� nominee, said: a�?Get out there and just do it.A� Try different forms of prospecting and see what works. An ounce of action is more powerful than a ton of planning.a�?

Gary Richter advises: a�?Get off your computer and go out into the areas. Focus on business-producing activities.a�?

More great advice from Kyle Kovats: a�?Be relentless. Follow up with handwritten letters rather than the generic form letters/cards most agents send people. Be unique.a�?

On the Importance of Client Relationship Management Technology

When I asked those agent and team leader contributors what technology is important to incorporate, herea��s what they said:

a�?CRM and lead management toolsa�?a��Diane Honeycutt

a�?A really good and easy-to-use CRMa�?a��Cerise Paton

a�?A good CRMa�?a��Chris Cross

So, dona��t be like the majority of new agents (and even seasoned agents who put off capturing all those leads in a database and then, even better a CRM!) Start using a database, or better yet, a CRM your first week in the business.

On Spending Money for Leads

Herea��s some advice from one of those Top 30 Under 30 finalists, James Pierce: a�?Don’t pay a dime to sites like Zillow, etc.a�?

From Cerise Paton: a�?You will get a lot of calls to sell you leads, google placement, banner ads, shopping carts, you name it. Dona��t do it. It either has no value, orA�you’reA�not ready for it, or you cana��t afford ita�?

Tip for managers: As you read these comments, ask yourself, a�?How is my training, coaching, and business start-up plan keeping my new agents on track?a�? What needs to be changed or refined so I get better results?a�?

How about YOU?

Are you following these principles? How many have you rejected or violated in your first few months in the business? Why? Success isna��t always easy, but it always has patterns and leaves clues! Dona��t try and re-invent the wheel. Follow a proven plan with assured results and you will be wildly successful!

Take a look at what’s new in Up and Running in 30 Days:A� updates in 5th edition.

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