Rookie Strategies
Keep technology up to date. All that networking is for naught if contact information is lost or mismanaged. A good CRM will help keep track of contacts, and keep leads moving through the sales funnel. Names collected at open houses and other real estate events should go directly into the database.
Rookies and real estate veterans alike must understand how to use technology to better their business and stay organized. There are a wealth of smartphone apps and brokerage tools designed to do just that, but agents should also be familiar with how consumer-facing platforms like Zillow, Trulia, realtor.com, Redfin, Truepad, and others work. Many agents swear by DocuSign, which enables agents to have the most up-to-date contract available at all times, and allows for electronic signage and contract distribution.
Tablets are fairly cheap and can be valuable presentation tools. Agents can use them to store listing photos, charts, neighborhood information and even show virtual home tours to clients.
Join a professional or social organization. Memberships in professional organizations such as the National Association of Realtors, Chicago Association of Realtors, and the Real Estate Buyer’s Agent Council can go a long way to bolster an agent’s reputation. Agents who own a condo or live in a community that has a homeowner’s association should get on the board. College alumni associations and charitable organizations like local the local Chamber of Commerce, Kiwanis, Lions Club International, and Rotary International are also good ways to get involved in the community and make valuable local connections.
Every agent, at minimum, should have a presence on Facebook, Twitter and LinkedIn, but tech-savvy agents should always keep an eye out for new ways to connect with potential clients. Many agents find success with real estate blogs. All content an agent produces, from tweets to blog posts to listing presentations, impact an agent’s public image, and help agents connect with potential clients and generate those ever-important leads.
Rue, Van Iten, and Vasic all agree that a mentor who has been there and done that is an invaluable resource for rookie agents.
“Studies show that you become most like the five people you surround yourself with,” Vasic says. “If you want to be successful in real estate, it is wise to seek mentorship from mega-agents in the industry.”
Rookies can benefit greatly by developing a relationship with a well-respected and experienced agent. In particular, shadowing and assisting with open houses expose rookies to the business practices that breed success. In addition, a mentor can help establish career goals and hold new agents accountable. “On our team, we set goals, ‘practice’ scripts, and role play every week in order to feel completely prepared for anything that comes our way,” Vasic says.
All said, Van Iten stresses that the road to success is not an easy one to follow.
“I’ve made a point to go above and beyond what others have done,” Van Iten says. “Do that and then some. It takes initiative, integrity, perseverance and a successful mindset to succeed in the real estate business.”
