Archive for the ‘Especially for Rookies’ Category

Blogs for the newest members of our industry. Welcome to the wonderful world of real estate!

posted by on Especially for Rookies

Whether or not a new agent can succeed in this business starting out part time is a topic of much debate all over the world of real estate online forums. Rookies ask… Old Fogies answer… and the discussion usually deteriorates into a p*ssing contest between the two camps. I’ve written extensively on the topic and I have no problem declaring which side I fall on… I believe that this biz is tough enough to get started in debatewithout making it even harder by hitting it with only half (or less) of your time, energy and focus. So, in case that wasn’t clear, I think a new agent oughta do it full-time, or not at all.

Oh, yes, I know the arguments… the main one is “But I can’t AFFORD to give up my regular paycheck yet; I NEED to keep my job to pay my bills!” Others claim to know someone who managed to survive working only nights and weekends, or fitting in real estate around their “real” job.

Fair enough. My goal here is not to open that tired old can of worms yet again. You have your opinion; I have mine, she has hers and he has his.

But the fact remains that most rookies fail in their real estate venture. MOST. Even the ones who think they’ll be the exception. Obviously, MOST won’t be.

I hope it’s a fair statement to say that if you want to succeed in a business, you’ll have a better chance of doing so if you give it MORE effort than LESS effort – can we agree on that? Therefore, the ideal situation for new agents is to be able to go full-time, right from the start, right?

If we can agree on that, then how about this? If you’re cool with the idea of working your backside off on two jobs (your “real” job + your new real estate career), why not keep your day job and go get a second job that actually PAYS your money instead of COSTS you money? For six months, a year, whatever it takes to save up a nice nest-egg that will enable you to pursue your dream of being a wildly successful (full-time) real estate agent. Tend bar, deliver pizza, clean houses, tutor, mow lawns… whatever you can do in your spare time to generate some spare cash to sock away.

I promise you, this business is a whole lot more fun when you’re not freaked out about your next mortgage payment or exhausted from trying to start a new business after a long day’s work.  Those six months will fly by, and if you’re lucky, maybe the real estate market will improve by then!

posted by on Especially for Rookies

“Can a new agent make it in today’s real estate market?”

This question has been asked and answered hundreds of times throughout Cyberland… both here at Active Rain and on other real estate forums.

Here are my thoughts…wonder

I tend to be a Positive Attitude kinda gal – but not in the sense that all you need is one of those (a positive attitude) in order to succeed. I believe that it’s simply one of the requirements to succeed, ‘specially in our business where the vast majority fail. If you don’t have a Positive Attitude, you will fail. So, while having a positive attitude is not a guarantee of success, a negative one is most certainly a guarantee of failure. IMO.

Neither am I believer that daily meditations or repetitive mantras will give you this positive attitude. No, I think that you earn your positive attitude by being PREPARED for whatever life throws at you; thus you have the confidence and assurance that you CAN DO IT – whatever that “IT” may be.

For rookie agent wannabe’s… I suggest that you do not waste your time and your money and your emotions on this career if you are not prepared AHEAD OF TIME. To me, this means:

•         You have bought or sold a house before and somewhat understand the process from a consumer’s perspective

•         You have the full support of your family (financial and emotional)

•         You know your way around your town

•         You know people in your town (100 or more)

•         You have the financial means to attack your career with all your heart (and time)

Am I saying that you can’t succeed if you don’t meet the above criteria? Of course not, but I won’t pussy-foot around the fact that the odds are stacked against you already, so the more pluses you have in the preparation column, the better chance you’ll make it to your second year. Today, qualified buyers and motivated sellers are not lined up around the block waiting for you to hang your license on the door. Heck, there aren’t even that many UNqualified buyers or UNqualified sellers! The ones that are out there are tougher to deal with than in years past (when plenty of newbies failed by the truckload, too).

So… don’t jeopardize your family’s future by pursuing a dream you aren’t yet prepared to pursue. If you’re new to town, spend the next year learning your way around and making lots of friends. If you don’t have any money in the bank, take a second job and build up a nest-egg. Prove to your family that you ARE prepared to do this so that they’ll have 100% faith in you.

Yes, you CAN DO IT!!! But not just ‘cause you want to. Make like a Boy Scout and… y’know…

posted by on Especially for Rookies

Almost every week, I hear from a friend or friend-of-a-friend who wants to talk about ‘going into real estate’.  Is now a good time?  Is it hard work?  Can I do it part time? How quickly can I make money?  Should I work as an assistant first? 

Successfully selling real estate IS hard… some estimates quote the first year drop-out rate as high as 80%.  But for those who make it through that painful first year (or two), it can be a dream job for the right person.  The financial potential is unlimited and eventually you can choose your own hours and take time off whenever you want.  Real estate can give you the lifestyle you always dreamed of, as long as you’re willing to devote several years of hard work to building your business.

One of the well-known perks to being in the bizness is the opportunity to purchase property under market value, get a paid a commission for doing so AND eliminate the majority of the fees associated with the sale of your investment property.  However, (in my humble opinion) it’s a waste of time to get your real estate license for the sole purpose of buying investment real estate unless you have an ongoing, reliable source of under-market properties other than the MLS.  The best deals are discovered during the course of your regular business day, listing homes, showing buyers, chatting with prospects.  Just having a real estate license doesn’t automatically deliver Great Deals to your in-box, unfortunately.

If I had to sum up in one word what I think it takes to succeed as a new real estate agent, I’d pick ENTHUSIASM.  You must be excited about your new career, constantly looking for opportunities to enlarge your circle of friends, develop your market knowledge and dive into unfamiliar situations.  When the phone rings at 7pm on a Sunday evening, you jump up to answer it. If a client wants to look at homes during the Super Bowl, you’re there.  You might even consider canceling your vacation to accommodate a new client.  (No, you don’t have to actually cancel it, but the thought crosses your mind.) 

In other words, Real Estate is your life.  Don’t worry, it won’t be this way forever, but when you’re starting out in a business with an 80% failure rate, you need to be THIS excited and THIS committed. Go Get ’em! Rah Rah Rah!

posted by on Especially for Rookies

If you haven’t yet selected a real estate office to bless with your presence, here are some ideas to ponder.

Be assured that there is a place for you. If you are marginally presentable looking and have a pulse (most days), a real estate office will “hire” you. In fact, the interview process is more about you interviewing them, rather than the other way around. Big Name companies specialize in recruiting and training new agents fresh out of school and will be happy to talk with you. You might even feel a little flattered at their attention and persuasive recruiting tactics!

That said, smaller boutique companies may not recruit rookie agents. If they do, they tend to be quite selective, so if you prefer to start your career at a boutique firm, you may have to actually sell yourself to the broker. Brokerages in small towns or resort communities may also be a little harder to break into than those in a metropolitan area.

When I first got my license, I was told that the urban brokers (where I wanted to work) wouldn’t even talk to brand new licensees. Being shy, I didn’t push the issue, I just interviewed in the suburbs and received “offers” from every suburban company I talked to. I chose to work in a Big Name office in the foothills outside of Denver because it sounded glamorous to sell mountain real estate. Never mind that I knew nothing about mountain real estate, or cared, really. I couldn’t relate to the other brokers in the office or to any of the prospects I gathered who wanted a mountain lifestyle. I was a city girl and I understood city dwellers.

After nine months, I transferred to another office in a suburb of Denver. That was an even worse fit for me; while I didn’t really connect with mountain buyers, I was utterly baffled by suburban ones! Tri-level homes built in 1975 with popcorn ceilings just weren’t my thing. Six months later, I moved again, this time to a boutique firm in central Denver. Ah, the euphoria and camaraderie of working with agents who knew the difference between a Bungalow and a Cottage, a Denver Square and a Victorian.

My point is that you should strive to work in an office that fits your personality and interests, whether it is a specific neighborhood or market, an age group, a market specialty or just general ambience. Some offices are quite formal and stuffy; others are somewhat casual or even dumpy. You’ll find corporate firms to be beige, boutiques more colorful and eclectic. Opportunities for referrals and good open houses will come more naturally (and be more enjoyable) if you are working in an atmosphere that feels like home. You will probably “know” when you’re in the right place. Wait for that feeling.

However, don’t fret if your first office doesn’t work out. It’s no big deal to move and, after a year in the business, you’ll have a much better idea of what you’re looking for.

A Word About Splits & Fees
You’ll drive yourself batty trying to compare the financial implications among the different brokerage firms you interview. Some charge you an up-front fee which pays for your signs, your first business cards and your E&O insurance. Others charge no fee and provide all these items, but offer a lower split. (As you probably know, your split is the percentage of your commissions you get to keep. If you are on a 60/40 split, you keep 60%, your brokerage firm gets 40%.)

When you’re brand new, there probably isn’t a lot of room to negotiate the split or fees. Just select the company that seems to best suit your personality and your need for training and/or personalized mentoring. You can worry about negotiating a better split after you’ve proven yourself.

Your relationship with your broker and the general warm fuzzy feelings you have (or don’t have) are far more critical to your success than any minor variations in fees. Your initial split and/or fees paid won’t dramatically affect your bottom line if you are at all productive. But if you don’t feel good about the place you’re working in, your productivity and motivation will be greatly affected.

So… Go with your gut… and… Get to work! 

posted by on Especially for Rookies

Be on time for your open house. If the home you’re holding open is another agent’s listing, remember that you are representing the listing agent who is counting on you to make a good impression on his seller. If the seller has to call the listing agent to find out where the heck you are, that’s not a good beginning to the afternoon. Allow plenty of time to put up your directional arrows and make sure you place them in highly visible open houselocations. When you arrive at the home, be prepared for people to come through the door as soon as your Open House sign is up. It always happens that way for some reason – you’ll get a flood of visitors right at the beginning when you’re setting up and at the end when you’re closing down. Anyway, before putting up your sign, go through the home, turn on lights, open curtains, check to make sure everything is clean and tidy. Display your brochures and business cards, set yourself up somewhere comfortable, but not in the “best” room of the home. If the home has a spectacular living room, don’t park yourself in there. You want visitors to explore the home thoroughly and to take note of special features or rooms. If you’re in a “special” room, your presence there will distract visitors from it.

Remember that you are in that home to sell that home. That is your first obligation. Don’t make the rookie mistake of trying to talk to visitors about other homes while they’re still taking in the details of this one. Imagine that the seller is watching you with a hidden video camera (who knows…?) . Don’t do anything the seller wouldn’t approve of. And don’t leave early unless the home is vacant. Sellers know exactly what time you leave – either they’re parked across the street watching or they have neighbors spying on you. I’m serious. (http://activerain.com/blogsview/34183/Prospecting-for-Buyers-at)

Everyone develops their own style for holding open houses. You can be assertive… or not so. You can show visitors around… or let them wander. You can require sign-in…or not. You can ask a lot of questions… or just wait for the visitors to approach you.

Me? Well, I’m a little shy, so I take the soft-sell approach. I do not require sign-in, I do not show visitors around, I ask questions, but only of people who seem open to my advances. If I connect with someone, I am happy to chat with them about the home, or the state of the market. If I do not feel a good connection with a visitor, I just smile and let him approach me if he needs anything.

 

Because I’m shy, open houses were a little nerve-wracking for me from Day One to Day 4,000 …making small talk with strangers for three hours just isn’t high on my list of comfortable activities. I found the best way to ease my tension was to have music playing (so that it’s not deadly silent when there’s only me and one visitor in the house) and to have my laptop computer set up and open on the kitchen table. I could look up from my laptop to greet a new visitor, which gave me something to be doing besides standing there looking terrified.

 

If your open house is lively, you will have an opportunity to talk about the homes you previewed ahead of time (you DO preview, don’t you?). When an open house has good energy, people are talking to you and to each other, usually about real estate. It’s easy for you to chime in with your two cents or to casually mention the fabulous house around the corner (if appropriate).

When it’s time to go, make sure you:
Turn off lights & close curtains (as you found them)
Clean up any trash left by visitors
Close closet doors, shower doors, check toilets, etc.
Make sure all exterior doors are secure
Take your home brochures with you
Leave a nice note for the seller with some commentary on the open house, including the approximate number of visitors, any feedback, etc.
Take down the Open Sunday rider on the For Sale sign

Call the listing agent on your way home to tell him how the open house went and to thank him profusely for allowing you to hold his listing open. If you do a good job for this guy, he can be a gold mine for you. If he’s busy, he might just be looking for someone to help him with more open houses, sign calls or other lower priority referrals. If you sense he might be interested, offer to take sign calls for him and to pay him a referral fee for any closings that result from these calls. Many busy agents are happy to refer these types of leads.

That Evening or The Next Day…at the latest
Follow up with any buyers you met at the open house. If someone asked you a question you promised to research, do the research right away and call him with the answer. If a potential buyer asked you to e-mail her listings, do it tonight. It’s a good idea to call her when you send them which may solidify the relationship a bit. I actually met my first real estate agent at an open house. She called me that night to follow up and I happily hired her to find me a home. She sold me four houses over the next few years before I got my own license. Remember, if you act as if you want a buyer’s business, you will get the buyer’s business. Most agents don’t follow up promptly (or at all), so if you do, you’ll be a step ahead of the competition, even if you’re new.

A complete Open House checklist can be found on my website, www.sellwithsoul.com at the VIP Lounge!

posted by on Especially for Rookies, Jennifer's Best

This blog is directed at new agents. Experienced agents, who know their systems, their markets and their contracts, and who have a steady stream of business can certainly succeed working part-time. But in the first year……

No! Selling real estate (well) is NOT a part-time job!

I know this opinion is unpopular. And because I like to be liked, I’ve kept my mouth shut. As an active participant on several real estate forums, I see this question come up time and again. Responses range from “Oh, yes, you can definitely sell real estate part time” to “Well, you can do it, but you’ll have to work real hard.” To my great surprise, no one comes right out and says “Are you crazy??”

So, I’ll be brave and go first… “Are you crazy?”

Let’s talk about the reasons someone might become a PT real estate agent…

Uh…okay, only one reason comes to mind. Money. Not enough of it.

I can’t think of any other reason someone would start a new career and only attack it half-assed (or less!)

This is a tough business to get into, especially now. Well, I should rephrase that – it’s certainly not tough to get into, but it’s very tough to succeed in. Rumor has it that eighty percent of new agents fail within the first year. Eighty percent! So, if you are considering entering a business in which eighty percent don’t make it through the first year, the odds are very much against your chances of succeeding. And you think that giving it less than your all is going to improve those odds?

The common song I hear when agents insist on going part-time is a whining “Well, it would be NICE if I could do it full-time, but not EVERYONE has that luxury!

Fair enough.

Then, maybe, just maybe, this isn’t the right time. Just because selling real estate is your dream doesn’t mean that you are entitled to succeed if you aren’t ready. Some dreams may just have to wait. Patience, grasshopper!

But enough ranting and raving (maybe). Here are some solid reasons part-time is not nearly as cool as full-time:

1. Being part-time screams to your friends, prospects and clients that you aren’t successful enough to do it full-time. And who wants to work with an unsuccessful real estate agent?

2. Being part-time requires you to be oh-so-efficient with your time. This sounds like a good thing, but it’s not. In the course of learning to be a good real estate agent, you need to be able to risk “wasting” your time. For example, let’s say you get a floor call from a marginally qualified buyer. If you’re part-time, you might be tempted (or forced) to turn him away. If you’re full-time, you’re delighted for the opportunity to practice your craft, regardless of the potential for a paycheck. But I guarantee you, whether or not you get paid for running around with this buyer, the learning experience will be worth every “wasted” minute. And who knows, this buyer could end up being your biggest referral source.

But as a part-time agent who doesn’t have time to mess around, you’ll never know.

3. I don’t see how a new part-time agent can truly serve her clients when she doesn’t have the time to learn her craft. When I was new, everything I did took me five times as long to do as it should have because I had a huge learning curve to climb over. I worked very hard (full-time) to learn my market, to master my systems, to know my contracts inside and out, to develop my team of service providers and oh, yes, to answer my phone every time my clients called… or to return their calls within five minutes.

4. Your paying clients expect and deserve your full attention. Especially when you’re new and, c’mon, admit it, you don’t know what you’re doing. When you go on your first listing appointment, you SHOULD have spent the previous 48 hours straight preparing your market analysis. Your fear of failure and embarrassment should motivate you to go through the comparable market data with a fine-toothed comb. A part-time agent doesn’t have the time or energy for this.

Your buyer needs an agent who is as enthusiastic about his house-hunt as he is. He deserves an agent who previews like a madman to find just the right house the day it hits the market. An agent who is willing and able to hold the buyer’s hand through the painful inspection. An agent who can drop everything and spend five hours making phone calls when a last-minute crisis threatens your buyer’s closing.

5. The agent on the other side of the deal expects and deserves your attention. She doesn’t want to do your job for you just because you’re at your “real” job and can’t get away. And remember, you’re making her look bad to her clients when she can’t reach you to get a question answered or a problem resolved. 

6. Selling real estate is a constant learning experience. Even full-time, experienced agents learn something new with every sale or listing. If you’re only selling four or five houses a year because you’re part-time, you’re missing out on a lot of on-the-job training. It doesn’t matter how smart, how motivated or how charming you are, you’ll never be as qualified as a good full-time agent.

(Note I said “good.” There are plenty of bad full-time agents and you may very well be more qualified than some of them).

7. In both of your careers, if something goes wrong, it’s going to be blamed on your dual-life. Perhaps with good reason.

Again, I know my opinion is unpopular. I just know how hard I worked in my first five years, and I can’t imagine succeeding in (or even enjoying) this career without devoting my heart and soul to it.

So, here’s an alternate plan. If you want to sell real estate and you want to succeed… work your backside off for the next year and save some money. Work two or even three jobs that guarantee you a paycheck and put that money away. After all, that’s what you’re talking about doing anyway, right? Working two jobs? If you think building a real estate business is easier than, say, waiting tables at night, you’re mistaken. At least waiting tables guarantees you $3/hour with no out-of-pocket costs!

Then, hit your new career with guns blazing. ALL your energy. ALL your enthusiasm. ALL your attention. You’ll be glad you did, I promise.

posted by on Especially for Rookies

The new agent asks: “Will it damage my credibility to have my broker involved in my first listing?”

Yes, it might. Do it anyway.help

There are variations on this theme – such as when a new agent objects to sharing his first few commissions with a mentor, or an experienced agent refuses to get help on his first short sale listing or commercial deal. After all, in today’s market especially, we NEED every last penny of that commission!

But that’s not really the point, is it?

We real estate agents charge a lot of money for what we do. Part of our fee includes a level of expertise that our clients have every right to expect from us. It’s not their job to teach us our craft; no, that’s OUR job – to learn it so we can be the experts our clients need us to be. Even if “learning it” takes money out of our pockets.

So, if you aren’t yet the expert, it’s simply the right thing to do to bring on someone who is. Yes, whether you’ve been selling real estate for weeks or decades. We owe it to our future adoring fans to take great care of them!

posted by on Especially for Rookies

I began my real estate career in August of 1996, in Denver, Colorado. Which was booming. A house I’d bought just two years earlier for $82,000 was already worth $150,000 and going up every day. Amateur investors were everywhere. Any real estate agent with a pulse could have 20 buyers lined up just from holding a few open houses and showing up for floor time.

Sounds pretty rosy, doesn’t it? Well, yeah, a market like that has its benefits (and also its challenges), which I discussed in my blog “Were We Old Timers Born on Third Base?” But in writing that blog, the question arose in my mind… “Should New Agents Focus on Buyers or Listings?”

Today’s new agent is probably not inundated with active buyers the way we were, although listings are easier to come by. To compare, I didn’t even interview for a listing until I’d been in the business for 14 months – buyers were plentiful; listings were not. And I think this experience served me well.

Working with a lot of buyers is quite different from working with a lot of sellers. I’ll go out on a limb and say that working with buyers is a better business-building activity for new agents. Why? Several reasons:

•        You typically develop closer relationships with your buyers, thus increasing the potential for referrals.

•       When you work with buyers, you work harder. And that’s good? Oh yeah, that’s good. When you’re new, you need to stay busy.  An active buyer will keep you hopping.  An active listing? Not so much.

•       You learn more about the overall home-buying process when you work with buyers. You’re intimately involved in almost every step of the transaction, from showings to offers to inspections to loan approval. This knowledge will serve you well when you act as a listing agent.

•       When working with buyers, if you’re observant, you’ll see most (but certainly not all) of what a listing agent does. You’ll learn a lot about both sides of the deal, where when you list you don’t see much of what the buyer agent is doing.

•      You will LEARN YOUR MARKET!!!

What do you think?

sws

 

www.sellwithsoul.com  

copyright Jennifer Allan 2007

 

 

posted by on Especially for Rookies

I’m glad so many of you enjoyed the Jake Series. I, myself, have become attached to him, so you’ll probably see him around occasionally.

As you may have figured out, Jake is me. Jake’s story is my story, although of course that I didn’t “discover” SOI on Active Rain back in 1996, and, truth be told, I did struggle with my expenses during my high-production years (although I didn’t spend the money on personal marketing; I spent it going WAY above and beyond what was necessary to service my listings which may have contributed somewhat to my SOI success. Got lots of referrals.) But otherwise, his story pretty much follows my own real estate career.

SOI came naturally to me; in fact, it wasn’t until I discovered the online real estate community that I realized most agents didn’t have a strong SOI business model. I was stunned that agents were beating the streets the way they were, when plenty of business was surely just sitting there, waiting to be plucked! Thus, began my passion for spreading the word.

SOI was natural to me BECAUSE I was/am an introvert, not IN SPITE of that fact. Confused? Well, my fellow Ntros will understand this better than the Extros, probably. We introverts tend to overanalyze everything before we do it. We always look at the situation from the other guy’s perspective (it can be paralyzing sometimes, but often it works to our benefit). We ask ourselves “What’s in it for HIM?” before asking “What’s in it for ME?” Yeah, seriously, we do!

So, therefore, before we implement a marketing strategy or even make a phone call, we ask ourselves how the other person might receive us (our farming postcard or phone call, etc.). For example, my very first broker handed me a stack of Dorky Announcement Cards and told me to mail them out to everyone I knew. I looked at that DAC and was puzzled. It was a glossy, flashy, “professionally” done postcard extolling the virtues of Coldwell Banker and, of course, the professionalism and dedication of the real estate agent whose business card was enclosed.

I thought it was silly. I mean, what would I do if I received this card? Toss it, probably, with barely a second glance. So, I wrote my own announcement letter. Seemed like a no-brainer.

My friend Loreena Yeo wrote to me privately yesterday playing Devil’s Advocate. Here’s what she asked:

Is Jake running on a stream of good luck? Say, he started in the mid-90s and had his 5 years into early 2001? I do not deny that Jake probably work very hard. But do you feel that a good momentum for an agent also depends on timing of when he enters into real estate? Would you say that in a down market, that it is probably harder to get the gears rolling? Even for an experienced agent, getting 25 transactions is not easy. What say you?”

Do you have the same question?

I’ll answer it, from my perspective anyway… in a little bit. (Don’t want to make this blog too long! I tend to do that; trying to quit).

Until then

posted by on Especially for Rookies, Working with Buyers

Her heart is broken. She feels rejected. She wants to hang up her real estate license and crawl under a rock.

Why? Because her $700,000 buyer prospect choose another agent.

She’s beating herself up. She’s asking herself, “Did I not dress the part?” “Was my car not nice enough?” She wonders if she should have worn her fancy leather boots and more make-up (this is Texas, after all). Maybe she should have borrowed her sister’s Mercedes SUV.

No, no, I assure her. It’s not your dress or your car. It’s actually worse than that. Worse, as in, it’s going to be a little tougher for her to swallow.

I’ll bet 100 pennies that the Other Agent knew the market better than my broken-hearted friend. I’ll bet that when the Buyer met with this Other Agent, the Other Agent was able to speak intelligently about the $700,000 market and even mention a few of the listings she was familiar with. I bet she got the Buyer all revved up and excited. I bet she said “Oh, you must see this new listing that just came on the market yesterday! It has two master suites, both with Jacuzzi tubs, a beautiful view and the most amazing gourmet kitchen!” She probably then clinched it with, “Are you free on Saturday? Around 10:00?”

Now that, my friend, is how you capture a $700,000 Buyer. By knowing the market and speaking intelligently about it. When you know the market, confidence oozes from you. And confidence draws buyers to agents like bees to honey.

And of course, closing the deal by making an appointment. As soon as possible.

But here’s the good news. For my friend. Before discovering that the $700,000 Buyer had ditched her, she previewed, previewed, previewed. She now knows an awful lot about the upper end market in her Texas town. The next time a high-dollar prospect knocks on her door, the conversation will go much differently. My friend will know how many bedrooms and baths $700,000 gets you. How many acres and how many garage spaces. She’ll know. She’ll speak with confidence. She’ll make the appointment. She’ll get the buyer.

When you’re new in real estate, you can’t know the nuances of every neighborhood, of every price range. That takes time and experience. But you can hurry up the process with aggressive previewing. As your career matures, you will be familiar with more and more neighborhoods. You’ll speak more intelligently about them, more of the time. Your buyer closing ratio will improve every year. It’s something to look forward to…!

One thing I should add…this $700,000 Buyer found my friend from the Internet. Internet buyers are fickle. They tend to vaporize. Sure, some will pan out, but many will not. In fact, I wouldn’t be surprised if this Buyer ditches her new agent, because she’s probably still calling around. Heck, she might even end up back with my friend, you never know.

In any case, my friend is resilient, and I bet she wakes up this morning with a renewed commitment to becoming the expert in her market. Today. Let’s see, it’s 6:21 am on Sunday morning. I bet she already has her game plan in place.

 

 

 

copyright Jennifer Allan 2007