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Archive for new agents

You’re interviewing a would-be agent. Are you prepared for these 77 questions? Seventy-seven?????!!!!!!

Are you prepared for those 77 interview questions?

You’re interviewing a would-be agent. But, you quickly find out these aren’t interviews. These are Q and A. And, the would-be agent is asking all the questions. You, ever gracious, are taking hours with each person. Unfortunately, you never see most of them again.

I just finished my new eBook Launching Right in Real Estate: What They Won’t Teach You in Pre-License School. Of course, to write the book, I contacted dozens of newer agents. I also drew on my experience of having interviewed thousands of eager, enthusiastic–and naive–people who thought they would love selling real estate.

They Have More Questions than You have Time to Give

When I was a new manager, I graciously spent hours answering these many questions. I found out, though, that I didn’t get to know the candidate at all. Why? Because they just weren’t far enough along in the ‘gathering information’ process to answer my candidate questions. They were just hungry to get information. 

Would-Be Agents Get Lots of Dis-Information

I found out that these would-be agents thought:

  1. They would make $100,000 their first year in the business
  2. They could work 20 hours a week.
  3. The business consisted of looking at pretty houses and selling them to clients that magically appeared.
  4. Somehow, the client would find the agent.
  5. Armed with business cards and a good company name, the agent would provide great service, were ‘honest’, ‘worked hard’, and would ‘go the extra route’. (Heard those claims before?)
  6. Someone (manager, company, relo, websites) would provide them leads–all people ready and willing to buy from that agent.
  7. Their training program would give them all the answers and they would be educated to deal with any client. 

Where Did the Would-be Agent Get These Fantasy Ideas?

From affiliates, friends, reading, and, unfortunately, some interviewers. Oh, I almost forgot. They also get it from agents who write those ‘how I made a gazillion dollars selling real estate in a half year in my spare time’.

How Do You Set the Record Straight?

I tried to solve that problem by handing the would-be agent lots of information. Finally, one of my new agents said, “Why don’t you put that in a book?” So, I did. I found providing the book early on in the relationship saved both the would-be agent and I time, and gave the would-be agent better information with which to interview.

Back to those 77 Interview Questions

Get ready to answer ANY of these 77 interview questions…..

Download those interview questions and topics below.

Save time and give those eager would-be agents good, straightforward, realistic information. The easy way to do that is to get Launching Right in Real Estate and provide it to your would-be agents. Pre-order now and get it at half price (regularly $24.95, now $12.95). Available June 1, 2021.

You have your favorite interview questions. But, what about the potential agent? What should they be asking YOU?

What do you think are the five most important questions the would-be agent should ask you? I know. You have your favorite interview questions. At the same time, the prospective agent has questions for you. I’m just publishing my new book, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School.

In this new eBook, I answer the myriad of questions the new agent candidate has. In addition, I provide advice on whether real estate may be for them (a series of self-analyses), a look at a day in the life, so they know what to expect, and the business start-up plan to assure they make a sale fast. 

Thousands of “Interviews” have Taught me a Lot

The other day, I figured the number of interviews I had done with would-be agents. I was astounded to find it was in the thousands. Did I ever learn a lot from holding these interviews. At first, I interviewed them–well, I thought I interviewed them. But, in reality, it wasn’t an interview, it was a Q and A–and they were asking all the questions. So, I started putting all those questions and answers in handouts. Finally, one of my newer agents said, ‘You should put that in a book.” So, I did. Then, when a prospective agent wanted an “interview”, I provided them the book. When they were into the pre-license course, I would schedule an interview. What I found was that I could really do an interview. I could spend most of the time asking questions and deciding for myself whether that person would be successful in real estate, and whether she would be a ‘fit’ with my company. 

A Question for You First

Before I show you the questions that I advise readers to ask, let me ask you:

Those Five Important Questions

Your Turn: What Do You Think Prospective Agents Should Ask?

Save Time! Get More from your Interview.

You can pre-order this eBook now here.

They all have high aspirations in the interview. But, how can you predict who will really be successful–fast?

Here’s how to absolutely predict they will be successful selling real estate.

Nope, it’s not about behavioral profiles. Although they are somewhat accurate, there are qualities, traits, and skills that most profiles don’t measure. It’s not the entrancing, rehearsed answers they give you to your equally entrancing questions during the interview. Words are cheap. It’s about measuring activities.

Watch What They Do 

Yes, you’re going to ask the right type of questions during your interview (See ‘behavioral predictor questions’ in The Complete Recruiter and Your Blueprint to Select Winners). However, even when their answers are on track, they’re not actions–yet. Instead, watch and measure what they do from the first day in the business.

What New Agents Say They Expect

What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many of them start lead generating even in the first month?

Expecting ‘Dumb Luck’ to Carry them to Success

Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and sell them a home. We know that’s not the norm, though. Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure business-producing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Are You a Pardon the Expression–‘Dumb Luck’ Manager or a Business Start-up Coach?

 Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once they’re mentally and emotionally out of the business, they will resist any help from you. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions. 

Leave Them Alone–They will Leave–and You’ll be Surprised

They’re nice. They are team players. Although they aren’t selling much real estate, they’re not causing problems, so you leave them alone. One day, they come in and tell you they are going to ABC Realty, because they will get ‘support’ there. They have a marketing person to help them, etc., etc., etc. You are surprised and dismayed. You thought they were happy with you, even though they weren’t experiencing much ‘dumb ‘luck–or any kind of luck. That’s the problem with leaving them alone until they fail. It’s too late for them–and you. It’s a huge retention problem. 

Tip: Even though they keep rebuffing your efforts at ‘help’, keep trying to put them into a business start-up plan, so they’ll come to the conclusion that you are on their side, and that is the way to create a concrete, predictable business. Then, if they leave, they leave without blaming you, or trying it with another company who provides ‘more support’.

Lead Generating on Purpose

Do you start your new agents in a specific lead generating plan their first week in the office? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals? Here are my activity ratios that will result in 8-12 transactions the first year in the business:

20 contacts to get one buyer or seller lead

8 times of putting people in the car to sell someone a home

3 listing appointments to gain one marketable listing

80% of listings sell

80% of transactions close

What are the ratios in your office? Do you coach your agents to those ratios? Do they know the work it takes to consistently generate the income they want to generate? Or, are they counting on ‘dumb luck’?

 

    

Here’s the straight scoop on real estate as a career: Launching Right in Real Estate: What They Won’t Teach You in Pre License School. I’ve put the principles of a business start-up-plan, and I’ve laid out exactly what it takes to create a successful career-fast. Pre-order now here. Available April 30. $24.95 300 pages/eBook.
You’ve interviewed plenty of new agents. What do you wish they had been told to prepare to sell real estate successfully?

What do you wish new agents had been told before they hit the ground? 

You could save many hours interviewing and informing would-be agents if they knew the facts–and the best questions to ask.

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:

  1. They will love selling real estate (several questionnaires)
  2. They are ‘wired’ to accept the actions and responsibilities of selling real estate
  3. 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 your interviewees carry into the interview process? What do you want me to tell them as they prepare for a career? What advice to you want me to give them? How can I help you save time in the interview process and prepare good people for a real estate career? 

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 here. Out mid-April.
Feb
19

Give Me Your Expert Advice!

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How can we ‘stack the deck’ so new agents succeed more often? More $ for you, easier to recruit….

Give me your expert advice!

What are new agents doing that causes them to succeed–or fail? What do you want in a start-up program that will help more of your new agents do well–and do it fast? What’s missing in the training and coaching programs you’ve been using?

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.

In my blog for agents, Up and Running in 30 Days, I am asking for their advice too, with a separate questionnaire.  

What’s Your Advice?

As one of the new features of the 6th edition, I’m incorporating great managers’ advice to new agents. And, I’m providing dozens of coaching tips to help managers and motivate the new agent and keep him/her in the game.

Here’s what I’m asking:

  1. What do new successful agents do consistently that agents who fail don’t do?
  2. What common mistakes do new agents make that cost them time, money–and hinder their success?
  3. Would you advise a new agent to (why or why not)

–join a team

–have a mentor

–hire a professional coach

  1. What should a new agent look for in a training program?
  2. Other advice you provide to a new agent?

Comments: Do you have advice to me about what’s missing in training and coaching programs? Just put that in comments here. 

Your name:                                                         Email:

Company name:                                                           Your Phone:

Number of agents in your office:

How to Get your Advice to Me

You can write comments to this post with answers to these questions.  

Or, you can 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 those you want to hire!

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!

Well, I couldn’t resist…although this blog has a completely different meaning and outcome from this picture!

Here’s when agents’ demands are a good thing. 

As a manager, admit that, when you see certain agents coming toward you, your instinct is to run the other way! I’m not talking about those situations, though. I’m addressing those new agents. They probably won’t make demands. In fact, they may be afraid to approach you.

An Agent Who Seeks You Out Is More Likely to Succeed

. Inversely, agents who hang back, afraid to ask for the manager’s guidance, in my observation, will be less successful. Why? Because it takes intestinal fortitude (guts) to launch a real estate business. It takes jumping in, taking risks, and willingness to fail. It takes the same qualities to be proactive in seeking out the manager’s help.

Failing, hiding, and leaving. Over and over, I see agents failing, avoiding their manager (even when he asks to help), and then leaving. Unfortunately, these agents often tell their side of the story–that they didn’t get enough ‘support’. They are right. Secret agents don’t get a lot of support. But, that’s not the fault of the manager.

Confidence in Oneself Is Behind the Action

Agents who come forward to ask for help–or to thank the manager for help–are more confident in their own abilities. They want to succeed. They’re willing to be guided by their managers. These attributes show me, again and again, that they are future success stories. 

Advice to agents: If your manager doesn’t come forward to ask to coach you, go to her! I really appreciate new agents who consistently make appointments with me to let me know what they are doing, how they are doing it, and how I can assist them. That’s managing the manager! Obviously, these new agents get more of my attention, concern, and positive strokes—the fuel for motivation.

See more on how new agents can work successfully with their managers in Up and Running in 30 Days.

You’ve interviewed dozens–maybe hundreds of would-be agents. What behaviors have you seen them exhibit that indicate they will be successful in real estate?

What are behaviors that #successful agents exhibit? What are the #attributes of successful real estate agents?

Make your list here. Now, compare it to the behaviors I listed in my book I wrote to educate prospective real estate agents. 

What They May Exhibit that will Assure Failure

It may be easier to make a list of the behaviors that assure someone won’t make money fast enough in our competitive, self-starting business:

  1. Never had a job until mid-twenties.
  2. Still lives at home.
  3. Doesn’t have to make a living.
  4. Has never taken initiative to try something new. 
  5. Hates having to reach out to talk to people.
  6. Loves technology; fears people.
  7. Has had 7 jobs in 7 years.
  8. Doesn’t believe in having to learn from someone or be led.
  9. Gives up easily.

What should I add to that list?

How to Use this Information in the # Real Estate Interview Process

Are you familiar with behavior-based questions? They are questions that ask a person about his past behavior. Why? Because past behavior determines future behavior. (Not always, just 95% of the time. Do you like those odds?) I don’t mean that what someone does specifically determines she will do that again. This is what I mean:

As you listen to a person tell a story about his past, listen for themes that run through the story. For example: One of the behaviors good agents exhibit is tenacity. They just don’t give up. They accept rejection and keep going. If someone or something is difficult, they wade through it. 

The question: Think of a time in your life when you thought of giving up–a time when you really wanted something, but getting it seemed difficult or out of reach. Describe what happened. 

Don’t interrupt. Don’t ask another question. Just hum, agree, or probe. Find out all you can about that story. As you listen, ask yourself:

Does that person have enough ________________ to be a success in real estate?

Your turn. Look at my list of behaviors. What should I add?

I’m updating my book for prospective agents. Please help me create a book that’s different, insightful, and helpful to both the prospective agent and the manager/interviewer. Thank you!

You’ve probably interviewed dozens of would-be agents. What do you wish they had known before they committed to a real estate career?

What should an agent know before committing to real estate as a career?

After interviewing dozens of would-be agents, I had compiled a stack of paper that I handed out to interviewees. I was trying to educate them so they could make a good career decision. One day, one of my recent recruits said, “You should put that in a book.” So, I did. Now, I’m creating a new edition of the book. I’ve renamed the book

Launching Right in Real Estate: What They Won’t Teach You in Pre-License School.

What should be in the book? What’s most important for that would-be agent to know? What mistakes do would-be agents make in choosing companies? What could I add to make

Saving Management Time

From all those interviews, I found I wasn’t really interviewing. I was educating. What could I include in the book that would save you interview time, and prepare the candidate for a real interview?

What misconceptions do would-be agents bring into the business that cause them to start slowly or fail?

Blast-Off for Launching Right

I’m planning on having the edits done by Dec. 1, so the eBook will be available a few weeks after that. Please add your experience and expertise so I know the contents will be useful to real estate managers.

Just leave me a comment and contribute to our industry. Thank you!

You’ve taught courses in your office. Now, you can’t. Before you turn on the camera read my four ‘must haves’.

Your training calendar looked phenomenal. Until now. Why? It was all ‘live’. Yes, ‘live’ training is best, but it’s impossible now. So, how are you going to pivot to effective online training?

Just Turn on the Camera–Not

We can get away with a lot when we are ‘live’. We can wander a bit from the outline the audience will forgive us.   After all, we have an audience with whom to interact. We take questions, we create debate, we tell those great war stories. 

Is Your Course Really a ‘Course’?

I’ve taught real estate professionals and affiliates how to train for over three decades. I’ve seen dozens of their ‘courses’. Unfortunately, most aren’t courses. They’re streams of information. They’re not well-organized. They don’t have the end in mind–objectives. They don’t have various delivery methods (teaching methods other than that old boring lecture). Even though those problems don’t show up so badly in the live classroom, they show up with a vengeance when going online.

You’ll Need These Four Strategies in your Online Course

How are you going to avoid droning on until you get to the end of that hour you’ve booked to train? Here are the four things you need in your online presentation or course:

  1. An blazingly good course organization, created from learning objectives (having the end in mind)*

*See my 3 models to create your presentation or course in Train the Trainer, my online version of my training course

     2.  An easy, engaging process to draw the attendee in and keep him/her interested (methods to avoid droning on forever in a lecture) (self-analysis, reflection, case studies to complete)

    3.  Interaction and idea exchange with others in the course (adults learn from others)           

     4. Action plans and reviews so you can see your attendees putting your concepts and skills to work 

Before You Choose that Seminar Guru’s ‘Training’ Course

You may decide to go outside your office to find online training. Does that course have those 4 attributes I listed above? Who is the course for? Does it have accountability? Does the course have a method for you to coach the agent to the course? What will the agent accomplish through taking the course?

Choosing the right online training can make the difference between ‘still in recession’ three months from now or ‘back up and running’ to profits.

Call me at 425-392-6914 if you have questions about how to switch successfully to online training.

Why reinvent the wheel right now? Take advantage of my online training program, Up and Running in Real Estate, created from my smash hit, the proven business start-up program for new agents– Up and Running in 30 Days. 

Catch a sneak preview here.

This online training for new agents (and seasoned agents who want a jump-start) has the attributes I listed above. There’s one more important component left out of others’ online training:

YOU

I want you to be able to fully support your agents’ success–and grab their loyalty forever. So, I have waived the $99 fee for Coaches Corner (the coaching component of Up and Running in Real Estate) for all who sign up prior to Sept. 1, 2020. To qualify, register at least 1 of your agents in the Up and Running in Real Estate program. See more here.

Lets create success together!

Questions? Call me and we’ll discuss whether this program would be a ‘fit’ for you and your agents: 425-392-6914.

Feb
11

Who Is Your Training For?

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Do you know who your ‘targets’ for training are? How is your training segmented for your various agents?

Who is your training for?

In this series, I am spotlighting training and trainers.

We segment our consumer markets when we design our marketing plans. We need to segment our ‘market’ for our training plan, too. In this case, our ‘market’ is our agents. When I ask seasoned agents about whether there is a training program in their company, they say ‘yes’. It’s for the new agent. What? Are those seasoned agents in the office chopped liver?

Use the analytical tool below to see who your training program addresses. It’s likely your training program meets the needs of your largest segment of agents. But, what about the other segments?

How to Use the Career Life Cycle. Write each of your agents in the career development phase you believe they are in. Now, underneath each column, write the training programs you have to address each phase. The Training Calendar Evaluation, which you’ll get at the end of this article, has questions to guide you in your analysis.

Note: Its really intereseting, too, if you have your assistant manager or coach also do this exercise. Then, compare the results. You will find some differences of opinion!

What did you find?

Are you ‘lop-sided’ in your office? Are you only providing training to one segment? Perhaps that’s why you’re finding it difficult to recruit those you really want. What needs to be in your training plan next year to better balance your offerings?

To get my analytical tool, Training Calendar Analysis Tool, click here.  Let me know the changes you’ve made based on your evaluation. I want to help you create training with impact, with less work from you!

Help for your Training and Trainers

Do you provide training for your presenters and trainers? I’d love to help you, and them, learn and practice these types of great, quickly applicable strategies. I do trainings and presentations for Realtor trainers, trainers of real estate companies, and affiliates.

Get in touch with me and we’ll talk about your needs. I customize each presentation, too, for YOUR specific audience needs. My background as a performing musician, coupled with my real estate sales, leadership, and training experience, gives me a unique ‘take’ on training trainers. I’d love to help you!