Note: I did a survey of agents under three months in the business for my book, Become Tomorrow’s Mega-Agent Today. I found that 62% of agents surveyed expected to get their first closing within two months. That means they must sell a house their first month in the business. The question: When do they need to go to work? Bingo. Their first week!
The Power of Success. Not only is it possible to make a sale your first month in the business, it’s critical to make a sale quickly, to keep you motivated. The value of ‘early success’ has been proven in many sales fields. My husband just bought a car from Enterprise Rent-a-Car Sales. The manager told me about a study done by Enterprise. They found that, when their new salespeople made 7-9 sales their first month in the business, they went on to great careers—and were retained almost 100% by the company.
Don’t Settle for ‘Slow Start’ Realty. Not only is it possible to get a sale quickly, it’s probable if you have the right program and the right coach. If you intend to make a dynamic career from real estate sales, find a ‘Fast Start’ Realty and go to work intensely.
High Expectations Coupled with a Great Plan and a Great Coach Get Fast Results
This spring, we awarded several agents, all under 2 years in the business, full scholarships to our Up and Running Small Group Coaching program. They just finished the program. These three agents averaged 5.33 sales and 2.66 listings sold for a total of 8 transactions each during our 90-day program. In addition, they listed, on average, 6.33 homes each during this time. At $5000 per agent transaction commission, that would be $39,833 in 90 days!
*calculated as $5000 per transaction to the agent—your commissions may vary
From Chrissy Harvey, Prudential HomeSale Services, who completed 6 transactions and listed 9 properties in 90 days: Jodi {our professional coach} is one of the best motivators I have ever been in contact with. She is extremely good at what she does and very on top of her game. I am definitely a better sales person for going through this coaching with her. She has taught me things that were not really difficult but that had never crossed my mind. {Note: Chrissy has been in the business less than 2 years!}
Return on Investment. If you’re selling real estate, you’re in business for yourself. You are concerned with your ROI (return on investment). But, it’s not just the money. It’s actually the motivation and confidence you really need to get your career off the ground fast—before you lose faith in yourself!
Mike Holland, manager of Prudential HomeSale Services, Lebanon, PA., says that his agent participant, Chrissy Harvey, not only completed 6 transactions and 9 listings during the program, it inspired her to act, think, and earn like a top performer--forever. Mike says, “Chrissy’s success has changed the environment in our office to focused productivity.” Mike also said that Chrissy has inspired agents he just hired to hit the ground running—what a change in culture for the better!
‘Slow Start’ Realty isn’t doing you any favors. As a consultant and coach to real estate companies, I see the ‘slow start’ strategy often. Companies think they’re doing agents favors by not hiring them to standards and expectations, by not putting them right to work. In fact, some companies even keep you in training so long they actually train you right out of the business (they must think this is a training business, not a real estate sales business). It may see warm and fuzzy to both company and agent for awhile. But, when the honeymoon is over, and the agent is getting discouraged (and this happens by month two), the agent wonders why no one has given him direction. After all, how would you start a new career without precise guidance and direction? Yet, it happens every day.
Getting help. If you’re not achieving your goals in the timeframe you want, if you’re discouraged and de-motivated, it’s time to find a program that delivers what you need—structure, coaching, and encouragement. Grab it while you can, and watch your career soar.
