The last year has been a wild ride for me.
I’ve gone from training and working as an Inside Sales Representative to being a full time real estate agent doing 10 million dollars in transaction volume, and buying my first home.
It was a lot of hard work to get here – late nights, making mistakes, and more coffee than a human should drink, but I did it.
When I first started in Real Estate I really didn’t know much about the actual process of doing a real estate deal, or running a real estate business (and if you’re a real estate agent, then you ARE running a real estate business). I just thought it’d be fairly simple, where people want to buy and other people want to sell and Realtors just make it happen. Easy-peasy!
The actual process that goes on behind the scenes to make it all happen is so much bigger than I had imagined. At first, it was a bit of an overload when I realized how much I had to learn – but thankfully, I had some amazing mentors, a solid training program, and an even more supportive team to help me get through it all.
That being said, I want to share some of the top 5 things I’ve learned over the last year that have helped me do 10 million dollars in transactions in my first full year as a real estate agent in Guelph, Ontario.
Hopefully there are some nuggets in here that will help make your journey a little easier!
1. Start building your Support Network right away.
Every veteran real estate agent will tell you about the importance of their Book of Business, or as we call it, Support Network. What is a Support Network? Well as the name implies, it’s the group of people around you that will actually support you and your business.
It’s the people who know you, like you, and trust you. They’ll be your cheerleaders, trust you with their referrals, and share your message with the world. This can be your friends and family to start, but you’re going to need to think bigger than that! You need to reach out into the far corners of your life to get everyone involved, for maximum effect.
Of course, it can take a while for these relationships to grow and referrals to start coming in, but once they do, you’ll have a source of strong leads that are already sold on working with you coming in. This is why it’s important to start right away! You don’t have to wait till you’re fully licensed – you can start building your Support Network as you’re training to become an agent!
Now, if you’re going to set aside the time and energy to do it, you should do it right. Create a plan on how to connect with these people, maintain the relationships, and also let them know how best they can support you.
My brokerage Houseable.com has put together an ebook that all new agents at our Brokerage train on, and they’re giving it away for free right now. It’s the system that I trained on to start building my business from day one that allowed me to roll out of the gate with my license with deals ready to go, so check it out!
2. Know your process, from start to finish.
I remember when I first started getting interested in real estate, I had just seen the client side of the process – looking at homes, picking one, and moving in. It seemed so easy from the buyers side! But what goes on behind the scenes, on the Realtors side is so much more complex.
Real estate is a process – a big process. It’s finding leads, calling them, setting appointments, pitching your services, building out strategies, signing clients, making offers, accepting offers, firming them and finally closing them. All while also managing the expectations, and emotions of the clients and ensuring the vendors within the process are all aligned – like the lenders and lawyers.
You need to understand this process, and determine what you need to know and how to support your client at each step of the way. What do you say at each step of the process, when do you need to hire a photographer to take listing photos, how much will it cost, who pays for that, etc..
Now it can definitely be overwhelming to start, so you don’t have to solve all of the problems at once, but at least understanding and outlining your process will help highlight where the important pieces to focus on are. The better you know your process and the higher confidence you have in it – the easier it will be for clients to say yes to trusting their business with you.
Having a consistent process will also help you do deals faster, and create consistent experiences for your clients. This is very important for getting referrals from your buyers and sellers! Thankfully, my team had a solid process that I could learn from, with lists of vendors to use, and all of the steps laid out.
Over time we’ve made changes to the process as we encounter new situations of scenarios we didn’t expect, but it’s easier to update one piece of a puzzle when it’s already built!
3. Learn a presentation and master it.
When I first started working as an Inside Sales Associate my job was to get people to meet with our agents to talk about buying their next home or selling their current home. I thought that was it – the client wants to meet with us, slam dunk, another house bought or sold. Wow, was I wrong!
Most of the people you meet with are meeting with other agents, are thinking they can do the job themselves, or just flat out don’t trust real estate agents. You need to have a plan on how to show your value, differentiate yourself from others, and build trust with your potential clients. You need to make THEM want to work with YOU.
Luckily, our team has created an amazing presentation that really showed me how to articulate my value, explain our process, and get people excited to work with us. I mastered presenting this thing – I mean weeks worth of training until I could be woken up from a deep sleep and recite it forwards and backwards.
It helps me walk into a meeting with a potential client and know exactly what I’m going to say, and be able to handle anything they might bring up. The more veteran agents on my team had to figure this out themselves when they started, just sort of winging it, and it’s helped us new agents do more in our first year than they did in their first three.
Houseable Brokerage is offering a free webinar on this whole concept – it’ll teach you how to get more than 80% of the people you meet excited to work with you – you can check it out at the link below!
4. Make sure you have access to real training.
There are so many brokerages and brokers saying that provide training when you join, but the sad fact is most of that training is out-dated, poorly ogranized, or just missing.
Make sure the brokerage or broker you are joining has a real, up-to-date training program and a way for you to easily access it. You can’t rely on one-on-one training or group training only, you’re going to need to have something that you can take and digest on your own time. This means written or video training of the important things you need to learn to be an agent.
I was very luck that Houseable had its own internal training program called the Agent Accelerator Program. It broke down the things I’d need to learn as an agent into modules, and I could learn it piece by piece as I needed. I was then quizzed on what I learned to make sure I actually retained it.
It taught you real things that you need to know to actually do real estate deals and manage the day-to-day life of an agent. It covered things like business management (how to run your real estate business as an agent), lead generation (everything you need to know about finding leads), the buy, sell, and buy/sell journey (signing clients and doing deals), and more!
While the Agent Accelerator Program has only ever been open to agents who are part of the Houseable brokerage, they are planning to open it up to agents all across North America, regardless of your brokerage, in the Summer of 2021 – you can learn more about the program below!
5. Find a team or group to support you.
The last tip is a big one for me, and that’s finding a team or group to support you. It can be hard when you’re starting out to do it all. It can leave you feeling alone with no one to really understand what you’re going through, or help you out when you need it.
The team I joined is like a family – we train together, learn together and support each other in every way we can. They’re ready to coach me through tough unforeseen situations, bounce ideas off of eachother, hold me accountable, tell me what I need to hear -not what I want to hear. Push me to the next level and support me if I fall. It’s an amazing feeling knowing someone else has your back – that you’re not alone.
They’re also there for the good times too, to help you celebrate your first appointment, your first deal, your first 1 million in volume, your first 10, your first home and all the firsts that are yet to come.
The biggest benefit is being able to delegate the work that isn’t dollar producing. Our brokerage runs at high efficiency by having a streamlined process where team members know their parts and get it done. Ultimately, I can spend more time focusing on Prospecting for new clients, Presenting to clients, and helping current clients achieve their goals, instead of getting hung up on ordering signs, photographers, or processing paperwork.
If you’re lucky enough to find a team you trust, then do it – you won’t regret it! If you’re a real estate agent in Ontario and want to learn more about my team, then check out the plans at Houseable Brokerage!
Now it’s up to you!
87% of new agents fail out of the business in their first year, these 5 tips will help you knock it out of the park and kick start your first year into an incredible career! Get out there and crush it!