Becoming A Successful Real Estate Salesperson

Establishing a full-time career as a Real Estate Salesperson requires a large commitment of time, some schooling, passing a Real Estate Salesperson's exam, good listening skills, creative marketing ideas, networking, patience, passion, and many long hours!

During the mid-80's, I decided to switch my Nursing career to Real Estate. At the time I lived in Northeastern New Jersey, close to New York City. There were many people living in my County, and working in New York City. I began my Real Estate career with a small family-owned business, which turned out to be very smart! My mentor was one of the owner's Sons, and he was a great teacher. Before my first year was complete I had made the "Million Dollar Sales Club" mostly from working with the For Sale By Owners in the area. My mentor taught me goal-setting, time management, closing techniques, and how to set up a "farming area." I selected an area of approximately two-hundred homes as my farming area. At that time, cold-calling was prevalent and I would call people in my farm to get to know them. Everyone was pleasant, and after about one year I knew most of the people in my "farm."

Developing a strategy for success include:

Break down your goals into both short-term and long-term written goals.

Decide how much money you want to make each week, month and year.

Structure your time, in hours, days, months and years to match your financial goals.

Include personal time off in your schedule. Advise clients how and when they can reach you.

Return phone calls promptly.

Review your progress and make adjustments when necessary.

Educate yourself on organizational skills, marketing techniques and current trends.

Network with successful Real Estate salespeople on a regular basis.

Attend workshops, volunteer for Advisory Board Positions.

Involve yourself in Community Activities and widen your sphere of influence.

Price your listings accurately to sell. Stay in touch with your clients on a regular basis.

Write "Thank You" notes to anyone who has taken their time to assist you, personal referrals, attorney's, mortgage lenders, termite, home inspector's.

Thank the salespeople who have shown or sold your listings. Report feedback in a timely manner to the seller.

Most important: Thank the home sellers for their business!

I followed these strategies successfully during my first years as a Real Estate Salesperson, and carried them through during the years I was a Real Estate Broker.

My personal goals were met!

My personal goals included closing eight listings each month. I concentrated on the For Sale By Owners, otherwise known as "FSBOs." I scoured the classified listings in the Newspaper, and contacted every For Sale By Owner. Although my hours were Monday through Friday, 9 a.m. to 3 p.m., I also worked many evenings to meet with the For Sale By Owners. Occasionally, on a Sunday afternoon I would hold an Open House on one of my listings. Rarely, did this marketing tool sell the home.

The key to marketing is a well priced home which also "shows" well. My hard work and long hours began to payoff, and my listings sold for fair market value. I became the Top Producer for the Sold listings in my County, month after month. Actually, I was just following my goals. One month I had seventeen closings! Personal referrals became the basis for my business.

Within two years I had earned the qualifications to apply for my Brokers license.

The lessons I learned along the way stayed with me as I managed an office of twenty-five salespeople. A Real Estate career is a full-time job and can be rewarding. During my journey working with the FSBOs, I had an opportunity to meet President Nixon. One Sunday morning as I read the Newspaper, I read an article about his interest in selling his estate in Northern New Jersey. He and his wife, Pat were planning to move to a New York City condo. I had a wonderful meeting with President Nixon, and spoke with his advisor. President Nixon and his wife decided not to move after all, but the experience was one in a lifetime!

 When the economy is slow it is a great time to learn how to sell Real Estate.  Beginning a new career can be daunting, but there are Real Estate Broker/Managers willing to assist determined Salespeople. The opportunity for a rewarding career in Real Estate is a viable one!