164: Selling Yourself as a New Agent

Episode 79 Buyers Buyers Buyers

Episode 17 What to Do When You Are New or Slow

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Soooo, everyone you know knows 5 agents. How in the world will you ever get your business off the ground? It’s time to talk about exactly how you can sell yourself as a new agent. What are the activities and mindset shifts you need to grow your new business? What are the things veteran agents aren’t doing that you should do to stand out? Let’s talk about why trying to learn everything all at once isn’t practical or productive. In this chat we take you through some resume writing tips and talk about why having a niche early on might not be such a bad idea. Only about 15% of new agents make it to year 3 and we are here to make sure YOU are in that number!

Below are roughly edited transcription highlights provided by Otter.ai

This was requested by Natalie. She said that she was new and everyone that she knows, knows five agents. That’s true. Like, what am I going to do now?

Well, whenever we got this request, it kind of brought me back to 2011. And keep in mind during this time I am in my MBA program. And I was actually even taking one of my classes about interviewing, working in a corporate environment. Like when we went to class, we had to dress as if we were going to a job interview for your MBA class for this one class of how it was okay. Okay. And to make sure the teacher would critique you on how you were dressed. Yeah. Like certain things. One thing that always stuck with me, which is funny, is she said, and I really liked this teacher, but she said, it’s really hard to be super professional if they can see your toes. Oh, I know. So she was a big advocate of like, if you’re close toed close toed shoes if you’re interviewing or if it’s like a more serious situation like close toed shoes. And I thought that kind of makes sense. Sometimes toes are distracting.

So just know that’s what I’m being taught at this time about professionals so this is how you’re dressed. So I just thought when I did open houses I noticed, I was like close toed shoes. I was a big fan of blazers, I did have a few like suit pants and some skirts and just, I don’t know, I just always was Yeah. And I think that’s fine. Like there’s an agent in our office that is always dressed so professionally, and I love it. But it’s not really me. Yeah, naturally. But those first few years, like every time I did an open house, I was feeling like I needed to up my game. Yeah, like I’m meeting people for the first time. But what I didn’t, it took time to realize was I wasn’t really having the best success. I was having trouble connecting with people,

Right. Because you were uncomfortable in your attire, and they were uncomfortable. They were also like, why is the 16 year old wearing a blazer?

Exactly like this is just this doesn’t feel right. No. And then I think I’ve shared the story before in the open house episode. That one day I was just super late. I had gone out the night before. I didn’t have kids and I just did not want to go to this open house. I went to brunch that morning with friends. I was late. I just had intended to go home and chase down your blazer and get myself together and get to this open house with all my flyers. And it was the first open house that I had no sign in sheet. No flyers. I was dressed fine, but not like you know, like I had just gone to brunch. Yeah, maybe your toes were out. Yeah, I probably had on sandals. And I had asked the people for coffee to go. Yeah, before I ran over to my open house. You were like I’m here with my coffee. And it was the most successful open house I had ever had. That was a great accident that you it really was an experiment you didn’t know you were doing I know. And I think I noticed this weird, but like after that I always wanted to have like a coffee in my hand. Yeah. Just because it made me feel I know what to do with my hands. Right? This is a casual environment. Welcome. I like coffee, right? Do you like coffee? Right? Probably have something in common? I serve you a coffee, right? So it just became the flow just just started really working. And that is when I started having conversions at open houses of people asking me to be their realtor and you’re like what? Yeah, and it was so it was such a great revelation we’re

The note I made was, it’s just going to be easier to convince strangers than your friends and family in the beginning, right? The Strangers have no point of reference. You’re not little Alissa to a stranger, you’re just the nice girl with the coffee at open house. You seem knowledgeable about the house and the neighborhood and the market and you know, friendly, and I’d like to talk to someone who’s friendly. So I think the more we resist, or like try to force it being like, Oh, well, my friends and family, they’re already my friends and family, they’re in my sphere, I’m gonna make them and then when they don’t, it really crushes you. And it really messes with your confidence. And so it’s just easier if you’re like, that’s not my focus for the first two years.

And you know, we have that episode, what things I wish I knew before I started out. That is one of the big things because I do think people told me, Well, you know, so many people, you would be great at real estate, which eventually is the truth. Yes. But at first, I was like, but all these people are rejecting me. Yeah. And they don’t feel comfortable working with me or using me. Even my own grandfather was like, I have a realtor. Yeah. And I was like, Oh, my God, you’re gonna be rejected by strangers, too. But that hurts a lot less.

If you lose a sign call, there’ll be another one it’s going to be fine. That’s I had open house sign calls, even online leads, you know, it’s someone you don’t know, right? And then overflow leads from like a veteran agent, go find an agent who doesn’t want to do their sign calls? Who doesn’t? Because you’re not going to have sign calls as a brand new agent if you don’t have any listings, right. But maybe there’s someone who does and is like, I don’t have time for this.

I’m not so much but, um, I do believe that if you can post that you’re out doing things. Yeah. So our office always did a tour of new listings after our Wednesday meeting. And so I had nothing else to do. I was posting content about looking at this house. I’m showing this is where it’s located. This is the neighborhood, but it just took consistency for people to go. Wow, she’s actually like, you have to prove yourself she’s here she’s doing it. She’s not just making pretty graphic quotes.

One thing that I think is a great thing to do to start building so if you’re new, step one is start building your database. You’re nothing without your people. If you don’t have those people, you have you, there’s no way to grow your business. And so I think reaching out and saying, Hey, I’m a new agent, I am learning the software for subdivision reports. Would you mind if I set you up on your subdivision to get this email once a month? Yeah. The end and then add those people to your database, get them on a good report, see how many you can get started with, like, 25? Yeah, work your way to 50. Work your way to 75. See how many people you can get. And that’s when I hit my plateau, when I was building my database, that’s when I joined one of the women’s groups, yes, and became the secretary. And they had a directory, and I realized, Oh, look at all these emails and addresses and just set them up on a once a month report. I did not spam them with anything else. I did not want to be in you ask them first. Or just like, let them know, kind of, hey, listen, I’m gonna send you this report. But start finding a way to build your clientele.

I think there are also some strengths for new agents that they really need to keep at the front of their mind and be sharing with people who ask them about their new career. This is great for embracing your strengths. It’s right in line with that. What is your strength as a new agent? Well, I’m not busy with a bunch of real estate work, I got time, I have lots of time. So I think I would be very mindful that you could say, look, I’ve got time for you, I’ve got time. You have time for your clients, and you have time for building your business. So you have plenty of time to make a social media strategy. It takes very little time to post.

So time is your number one strength, right as a new agent. I think that also if you’re having a social media strategy, and you’re building your database, do not skip the step of friend, everyone in your sphere and on your database. Are they your Facebook friend? Do you follow them on Instagram? Like, what are you doing and how to make sure you follow them and you engage with them. So I think you can build it there too.

I even noticed as a seasoned agent, I went through a period like year 6 or 7 where people started asking like are you taking new clients? Are you to believe that and I liked saying like I like posting Hey guys, I have some openings for some new listings or for some new buyers, whatever one you’re targeting them Post, and just letting people know like I have opening.

So in agent systems, I teach resume tips for new, veteran, any type of agents, you will find in your real estate career. Most agents do not have a resume. They just it’s not required. There’s no like, it’s just but if you have a resume in your buyer folder, and your seller folder, when you’re going on these presentations, or these new, you know, client consults, it really stands out as Oh, this is very professional. And it doesn’t have to be like a stuffy real estate resume. So I’m sure everyone who’s new this listening is like but I don’t I don’t have anything to put on a resume, like but you do like, what was your job before? What are your strengths? What are your education, any type of class that you’ve taken, designations, you could fill that resume with designation, you can easily just put on the stuff that your your clients wouldn’t know, I took 90 hours of pre licensing education, yeah, wow, that sounds great. Put it all in there. And then 45 hours of post licensing.

So all of your education needs to be there. I also think that it’s important to list if you want to list some of your office stats, I know you use this method, or if you’re on a team, your team stats, so you don’t have any past clients or past business to use for stats, but you certainly work for an office or on a team use some of those. I mean, you can even use, like, overall brokerage that’s like, yeah, for a franchise. I mean, like you can use any type of set you want.

We had a way of market report for you to do the zip code and show like where your brokerage was in that zip code. Which is why for me starting with, like a bigger, well known established company in our market was needed. Yeah, you know, because I was using that ally,

you use those stats, I think that you also on your resume, need to have your bio as if you were you know, putting a bio one whatever, you know, platform LinkedIn, or Instagram or whatever. Put your bio, tell your story, and then tell us why you’re in real estate. Like, Hey, little bit about here’s a little bit about me. Yeah, I got into real estate because I, you know, really enjoy design. And I love the staging aspect of preparing a home for sale. And I’m really excited to learn more about that. And I’m taking this class. Yeah, like, what just tell us some stuff about you. So I think that you could put that on there. And if you get an online lead or some other type of lead with an email address, you can email your resume. Hey, I’m brand new. I have lots of time on my hands. Here’s my resume. So you can learn a little bit about me, but I’d be happy to help you.

I can remember I had lost so many that I just didn’t care anymore. Yeah. And I walked into one and I said, Listen, I am a new agent. I have been on several interviews that went wonderful. And at the end, I received an email or text that said, Hey, we really like you, but you’re just too new. So I’m going to tell you now I am new, right? And I have so much time and energy and I’m so excited to market your home. I need someone to just trust me. I love this. And if you would do that, I will not let you down right?

If you ever take some classes, I feel like I’ve learned this and Brian Buffini, you know, you always ask your new one to have that kind of scripted dialogue ready that if they’re like, Oh, well, you haven’t sold very many houses or you’re brand new? Oh, yes. But my mentor Suzy is great. She’s been in the business for 25 years. And she’s one phone call away. She loves answering my questions. Yeah, she’ll review all about paperwork. I mean, whatever you need to say, like, whatever is the truth. But I mean, just be prepared with a rebuttal, I think to that objection.

I literally wrote the exact same thing. As I was thinking about this topic. I was like, I feel like being more heavily in a niche when you’re new, is going to be better. Because, first of all, you can’t learn every neighborhood. And everything about real estate, when you’re brand new, it’s going to take some time. So why wouldn’t you hone in on I’m gonna learn everything about this zip code or this neighborhood, and then I’ll be an expert on that. Then I can add on another one. Once I feel like I’ve got that but if everything that you put out into the world says, I know everything there is to know about seven or 808, or first time buyers or downsizing or whatever it is that you picked, all of a sudden, you’re like gonna get those people and they’re like, Wow, you really know a lot about whatever. Yeah, because you do so I think becoming an expert in and then you just add to

So we live in Baton Rouge, it’s a college town, we have LSU. I was in LSU. You don’t say I lived on campus. I still lived in the house I lived in through college. So I was very familiar. Well, I started going to some of our company wide events, like in New Orleans and things like that, and telling people look, it started off by just saying, if you know anyone coming to Baton Rouge, I’d be happy to help them. Right? Well, then one agent was like, hey, some really good friends of mine are trying to buy a condo for their daughter, right? Gonna go to LSU right. And I was like, awesome. I was genuinely excited. Because if they’re that I know that I’ve lived in like four of them. So I know the complexes. I have friends that live in all of them. I know all the gate codes. And it was it went so well. And I started at that time, specifically. Yeah, saying because I was young and a lot of our agents in my office are like seasoned agents that have been doing this for a long time and are very respected. So that’s probably who they’re working with, like people buying stuff for their kids. Yeah. I cannot even I would really like to go back and count it was a lot how many in my career? Yeah. LSU condos the use I have sold right from really from realtor referrals. Yeah, I had one this month. Right. Like it’s still Yeah, it’s very specific, but it was something that I knew I was very comfortable with. I understand it and anytime and it’s always from like other agents, but it goes to show Yeah, something like that. If you live in a college town, reach out to some of the surrounding areas.

I think that if you’re especially if you’re fighting the age situation, as a new agent, then lean into where are the young people buying?

Yes, I have a friend and that was in my office. And she’s so funny. And she could just go anywhere and just, like, make friends so quickly. And we always would meet at this coffee shop. It was a local, it was one of the PJs back when there was a PJs on essence, okay. It’s not there anymore. But we would always meet and she became the coffee shop. Like she was friends with all the barista. And she had her cards on the little bulletin board. Yes, you know, all those things. But one day I walked in, and she wasn’t at our usual table. We met once a week just to hang out and drink coffee. And she wasn’t at the table. I’m like, where is she? She’s late. I look up. She’s got an apron on. And she’s behind the counter making coffee. And I’m like, What are you doing? And she said, Oh, they got really busy. So I just jumped back here, whatever. But I say that to say when I think of the areas that I like, it’s like mid city, you know, the area, those are the with all the artsy stuff and the restaurant, the local restaurants and yeah, getting known in those places, right? by tagging restaurants, or, you know, saying I’m working today from this place, right? There. Wi Fi and coffee is awesome.

But that’s whenever I hear agents be like, Well, that didn’t work out again, I just wasted all this time. And I’m like, You didn’t waste anything, right? This is all excellent experience. And now if a client goes to, you know, things to try to text or Yeah, to call or to figure out, like, I get better at knowing what to say, when people tell me

But mindset is pretty much everything in this business. So if you’re new, and you feel like you have nothing to offer, then you’re gonna have trouble, right? If you’re new, and you think that having time on your side is an asset, then you’re going to be okay. You just have to learn how to speak to that. And so it’s really a matter of having those kinds of few phrases that you can like lean into when someone kind of has pushed back where you can say, Oh, no worries. Yeah. Like, I have lots of time. I have a mentor that can answer my questions. I have a great office, I have all this education, you know, that I’ve done. I just think there’s a lot you can easily say to deal with those objections.

Also being available, like having some more available times, and not being like, Oh, I can’t show after five or I can’t show on the weekend, you’re gonna beat out quite a few agents, if you have a little bit more flexibility with your time.

Be getting free education. Utilize your board, what are the free things that they may be offering. Utilize your office, anything that’s available to you just explore it.

Going to a veteran agent and asking them if they have overflow or leads, do they need help with something? Or do they need help, you know, opening a house for termites or inspection or whatever. You also aren’t just trying to sell yourself to the public and to your sphere into the people you want to buy and sell. But if you can sell yourself as a go getter ready to work, new agent to a veteran agent, I’m going to tell you right now, you could do very well, helping someone out who’s then going to be like, You’ve been great. You’re learning, you’re so motivated. You’re obviously serious about this, here’s a lead that I can’t handle right now. I’m going on vacation, will you take my sign calls? Like, I don’t know why more new agents don’t use this method. Yeah, just sell yourself to a veteran agent. Be like, Hey, I see. You’re really busy. I love your business. Would you mind if I shadowed you for a day? Or do you have anything I can help you do this week?

Well, I’m gonna go to Target and I’m gonna like just hanging out around my house and having lunch with all you know, no, like, you need to figure out a way that you can be productive because like we always say, years one through three is like your make it or break it years. Yeah, but the clock doesn’t start until you are doing what you’re supposed to be doing. Right, right. So if you’ve just been like twiddling your thumb for the first three years, your clock hasn’t even started. Yeah, so you gotta get to work.

Two Realtors fostering community over competition through light-hearted conversations.

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