|Posted by Key Yessaad @zenkey on September 30, 2019 at 5:00 AM|
The Desire for Certainty and Entrepreneurial Careers have a tendency to clash in the real world; #KeySuccessIdeas - it is an understandable desire to want to have it all figured out before you jump in your coveted venture, but unfortunately you will not have all the answers beforehand - the best lessons are learned on the job.
As a Real Estate Trainer and Strategist I see this firsthand with many types of professionals who spend a fair amount of time getting ready to get ready; and although there is nothing wrong with learning as much as you can so you can succeed in your chosen career, Real Estate is an On-The-Ground Face-to-Face Business Endeavor - it is not for those who wish to hide behind a computer and act as Order-Takers. Real Estate is a Face-to-Face and Ear-to-Ear Contact Sport; and the sooner our new agents accept it the faster they start earning a good living.
Let me first address our brokers; they are the incubators of talent in their respective brokerages and play an essential role in the growth of their businesses and the success of their agents. As the Broker you already know that it is your job to create the environment for Performance, Learning, and Achievement - but please make sure you are upfront with your agents; they must know that you are hiring them to learn to Ask for Business; and that their daily business is to ask for business - NOT to wait for business to land on their lap.
The biggest failure we face in our industry is our desire to motivate those who have no business being motivated; if an agent wants to make money in Real Estate and he or she is clear that they have no desire to learn how to prospect, and they expect you to bring buyers to the office so they can work with them - you are now in the wrong industry. Real Estate is not a Food service endeavor; Real Estate is a Prospecting Career - You are in the business of hiring and training Prospectors; those who don’t show the desire to learn this fundamental idea end up quitting this business anyway.
As the Broker of the Office you are better off working with 5 new agents who want to learn the strategies of Prospecting and growing their Local Real Estate Influence, than having 30 agents who come to the office looking for handouts or leads. The Go-getter mentality in a Real Estate Agent can be nurtured, but you will know if it is present when you see your agents stepping outside their comfort zone and interfacing with would be buyers; holding Open Houses; and more importantly conversing with future Sellers. It is your job, The Broker, to be the incubator of talent and to work with proper trainers and motivators to bring out the Prospectors in your agents - they don’t need to know anything about the industry - they just need to have the aspiration to learn how to be become hunters in Real Estate.
Here is my advice to Brokers who feel that Prospecting has not yet become a strong Cultural Undertaking Priority in your office; bring a Prospecting Trainer and make sure you the broker participate as well in the training program that your agents are undertaking; then bond with your agents over the activities that help your office get listings on a consistent basis - I promise you this, when your agents start bringing 10 to 20 Listings a week your whole business will explode; the phone will not stop ringing; hiring and acquiring talent will become effortless; but more importantly your name and brand in the community will be solidified. I encourage you to take yourself and your agents on a prospecting journey and to make it a priority. - #8WeekSuccess
Written and Shared by Key Yessaad, Master Real Estate Strategist, Veteran Real Estate Trainer, Expert SEO Consultant, Internet Marketing Specialist, and Business Mentor/Coach. (910) 538-6610 - https://www.realestatewebtrainer.com/
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