“The beginning is the most important part of the work.”
—Plato
When you’re starting out in any new career, the first weeks matter. The way that you begin matters. You are laying a foundation for the career you’re building.
Your foundation matters immensely.
As a real estate agent, you should be coming very familiar with homes, right? So you know that if there is a problem with a home’s foundation, that will lead to bigger problems. If there is a crack in that foundation that goes unchecked, it can’t be ignored. It has to be dealt with because it will eventually fall.
On the flip side, a house with a good foundation can handle heavy storms. It can take it when the house settles. It can take it when things shift a little. And it is built strong enough to withstand new additions to the home.
So today, I’m going to tell you some things you need to know as a real estate newbie that will help lay a strong foundation for your career.
Things You Need to Know as a Real Estate Beginner
1. Invest in a Good Professional Headshot. I’m telling you to invest because you cannot run over to Walmart’s photo studio and call that a professional headshot. Please find some people in your brokerage who have great headshots and ask them where they were done. Then, be willing to spend money to invest in a headshot that exudes confidence and professionalism. You are presenting your face to the world through a single photo!
2. Purchase Business Cards. If you’re already with a brokerage, they may do this for you. Just make sure it happens one way or another.
3. Compile Names, Addresses, Email for your personal “database.”
4. Write a career announcement and send it out to your database.
5. Compose a personal bio. You’re new here, so you need to let people know why they want to choose you to represent them in the home buying/selling process.
6. Get an eKey app. This app will be your trusted friend when using lockboxes.
7. Put yourself online. This means you need to add yourself on professional social media pages and real estate websites.
8. Know your market. Get out there and learn about neighborhoods and school districts, check prices, check school rankings, run regular market reports, etc.
9. Volunteer to Host Open Houses. As a newbie, this serves two purposes. You’re learning the ropes, and you’re serving people in your industry while they learn who you are. An open house is a great way to start honing some skills. You can work on your people skills as well as your staging skills. Staging makes a world of difference!
10. Keep Learning. Just because you’ve passed your licensing exam it doesn’t mean you should stop learning. Take available courses, watch webinars, review contracts, listen to more experienced agents, etc.
11. Find a Mentor. I could’ve listed this first! Mentors can help you so much. They’ve already walked the road you're on and experienced pitfalls. They can answer questions, encourage you, and help you avoid your own potential pitfalls. And they can review your paperwork to make sure you haven’t missed crossing any t’s or dotting the i’s.
12. Practice Your Craft. Write up fake contracts for John and Jane Doe. Ask your co-workers to give you different scenarios and then write different contracts for each one. This will prove to be incredibly helpful as you begin to take on your own clients.
13. Plan Ahead. When you’re starting out, you probably won’t have a bunch of clients beating down your door to pay you the big bucks. So, you need to set some goals to make sure you keep moving forward. Every time you accomplish a goal, check it off your list.
14. Listing Photos. Do not use your iPhone to take listing photos. Yes, the ads tell you that its camera is amazing with fabulous resolution. That’s nice. Don’t do it. Hire a professional. People cannot unsee bad photos of a house. And in today’s market, people are shopping online from out of state. Those photos can make all the difference. A professional knows which shots to take with what lens and at which angle.
15. Professional Video. Again, I have to say it. Don’t use your iPhone. A really great video walkthrough of a home can practically sell it for you. This is especially true when you have a buyer from Colorado looking to move to Tennessee (or some other out-of-state purchase.) The video helps to take all the photos and bring them to life. The right video can make the person feel like they are present even when they can’t physically be there.
16. Soft Skills. No, I am not talking about hugs and cuddles. Your soft skills are all about how you interact with your clients. Communication is key to successful interactions. You need to listen well, read body language, and catch the tone of voice. And you need to be aware of your own means of communication. You never want to come across as being selfish or self-serving. People don’t want to work with a greedy, self-centered agent.
17. Home Inspections. Your clients can have major problems down the road if there is a botched home inspection. You need to be there to represent your client’s best interests. A home inspection can affect the terms of your closing depending on how significant the issues are. Your buyer needs to know how much wear and tear is acceptable and how much puts them in a danger zone.
18. Know Your Contracts. It’s unequivocally your job to know what’s in your client’s contract. If you think you’re confused reading a real estate contract, imagine how confused your clients must be. You need to be ready to answer any questions they have about the terms and conditions included on those pages.
19. Pick a Niche. This is not a must, but it is a definite suggestion. Picking a specific niche will enable you to learn as much as possible about it without being overwhelmed by needing to know everything about all the areas. You can focus on one thing and become an expert in it.
20. Prequalification Is a Must. Before you start driving around with clients and showing them homes, be sure they are prequalified. It will also make absolutely certain that they are ready to either buy or sell. You’ll learn what price range your clients can actually afford. Otherwise, you may be showing them houses that they cannot afford. You’ll waste their time and yours.
21. Marketing. I cannot stress enough how important the right marketing is to your real estate career. You want to get as much engagement as possible. Do your research on what works best in your real estate niche! If you don’t know what you’re doing, check with your marketing team at your brokerage or ask your mentor for help.
22. Network. You need to network with people for the good of your career. You’re building a career while building a name for yourself. This isn’t just about networking with other realtors, you’ll come into regular contact with inspectors, vendors, investors, and agents. Keep all of their contact information handy. You want to build solid relationships with these people for when you need to call on them in the future.
In Conclusion
I know that twenty-two things for you to know as a beginner probably seems pretty overwhelming. It might feel like learning through a fire hose. Just keep in mind that you’re not supposed to know everything right off the bat.
That being said, I have one last tip for you. Be your biggest fan, your own biggest encourager. Be the person you would want to have around you when life is overwhelming.
What does that look like?
That looks like taking the time to develop a mindset to persevere and succeed. Find podcasts on positive mindsets and listen to them regularly. (If you don’t know where to start, check out Tony Robbins.) Read books on creating a winning mindset. And surround yourself with people who are living, breathing examples of the mindset you want to have.
I am not telling you to ditch your current friends. However, I am saying that you need to evaluate your environment and let go of all the things that bring you down and pull your focus to negativity. The people you spend the most time with are the ones who garner the most influence over who you are becoming. Choose those people wisely!
Write down who you want to be and what you want to accomplish. Take all of those words and post them where you can read them every morning and every night. Fill your mind with positive truths and things to hope for.
Having the right mindset will help you succeed not only in real estate but in whatever challenges cross your path. It will keep you from giving up when your mind can’t take in any more contract details, fight for a fair price, or learn another marketing strategy.
You are just getting started. The best things are coming for you!
