Should I Start NOW?

The economy is in a shambles, credit is tough, gas is really expensive, unemployment is up...

So why would you want to go into real estate now?

Interestingly enough, people who begin a career in the tough times are often those who maintain a successful career over the years, regardless of the economy.

There is always a reason not to start. But the real reason to start is because it is something you want to do. I offer you a quote from Goethe:

Whatever you can do, or dream you can, begin it.
Boldness has genius, power, and magic in it.

When times are easy, you learn to do the business the easy way. So when things change, as they have recently, you are helpless. As a result many people who started in the up-market years are presently stagnant. They are still doing all they did before, but it isn't working anymore.

When you start in the tough times, you will be forced to master the systems that work, you will not be able to cut corners and still "do all right." Once you learn and master techniques, business principles and systems that drive business in this market, you will be poised to have significant business when the market turns to a bull market.

So the short answer is YES! Now is a great time to start.

Which buyers are real?

Always at the top of every Realtor's mind is, "Is this a real buyer? Are they ready to buy now? Am I wasting my time?"

It is not an easy question to answer. The old saying, "if it walks and talks like a duck, it's a duck!" doesn't work in this case. Lots of people want to buy a house. Lots of them can pay for one. Lots of people are both. All of them will go looking at houses with you, in your car at $4 per gallon. Then they don't buy. You have wasted precious hours (and hours!) of time with them for nothing.

What's a rookie to do? Is there a real way to tell who is going to buy from those that just want to look?

There is a way to limit your losses, if not cut them completely. It is not complicated, but it is also difficult to do. It requires you to take a stand for how you want to work in this business and say NO. The basic steps are:

1. First have an in-depth conversation with all the buyers about their needs. Go well beyond the price, number of bedrooms and baths. Get them to talk at length about their emotional needs. What things mean to them at the heart level.
   


2. Get them to your trusted lender to get qualified by someone you trust. They may get their loan from anyone, but before you move forward with them, be sure they are qualified.
   


3. Find out, by asking pointedly, what would stop them from buying right now. What obstacles are in the way that need to be dealt with? Attorney or parental approval, down payment issues, credit issues, physical or job-related issues. Find them out first.
   


4. Talk through everything before you go out to pick a house. Stop using "showing" and start using "picking" a home. Make it clear that when you go out to pick a home, they are in the decision making stage, not information gathering and education stage. Get agreement that is your purpose in going out.
   


5. Go out with them to pick amongst no more than 5 properties. If they don't pick on of those, talk it over. Take responsibility if they don't pick one. You missed something. You choose the best of the available properties.

It is not complicated. However, it will take fortitude on your part. It is a lot easier to just take everyone out, driving them from home to home with no criteria for determining how you spend your time. You can HOPE one will finally buy.

Real Support Getting Started

SUPPORT

The dictionary defines it as

1. To bear the weight of, especially from below.
2. To hold in position so as to keep from falling, sinking, or slipping.
3. To be capable of bearing; withstand.
4. To keep from weakening or failing; strengthen.
5. To provide for or maintain, by supplying with necessities.

In your real estate career, you had better find out what support means to you…and quickly! In most real estate companies, support is only a notion, not a commitment.


Here is a quote from one of our program graduates, Terry R. in Orange County, CA

“I spent a year working at another real estate office and I had no support. I would ask the agents for help on how do to an Open House, and I would get the answer “Everyone does it their own way”. I would ask the seasoned agents if I could sit in with them at their open houses and was told no. So I would hold an open house, and pass out flyers, and not set appointments with people coming through. I wouldn’t even ask for their name or phone numbers!”

When your ability to succeed is completely dependent upon the support you get from your company, you might want to make support a top priority in selecting a company.

Most companies don’t want to support you because it costs a LOT. Since they know that only a small percentage really makes it, they aren’t will to pay for real support. Then, because they don’t provide the support you need, you fail. Sounds like Catch-22 doesn’t it? It is a vicious cycle and as a result 13 out of every 14 people who get into real estate fail…before they complete their second year!

Real support in your real estate career looks like in-depth training, field training, skill training showing you how to get in front of real buyers and sellers quickly and make appointments with them. Then the skill to communicate with people in a way that helps them understand their own needs.

Real support looks like having a leader who is dedicated and personally involved with making sure you are doing the right things…things that will get you paid and making a living.

Real support is a scientific system that is proven to direct your activities and drive your business for the rest of your career. A system that gets more productive the longer you use it.

When you choose one of our partner companies, you are guaranteed to get the support you really need.

Proven results (Think 60% success vs. 7% success!)

Professional managers and trainers.

Personal Marketing system

Coaching and Accountability

Classroom training

Field training