New agents face a steep learning curve in the real estate industry. Although critics of the profession say it takes too little education to get a license, few deny the very real financial investment and risk and the sink-or-swim entrepreneurism required to make a real estate career successful.

Stephen Gore, director of education at the Henry S. Miller University, a learning institution operated by the country's sixteenth largest independent brokerage, is convinced that initial success boils down to a few basic principles. These precepts teach the agent to avoid pitfalls and how to take advantage of their rookie status.

"There are several pitfalls for new agents," says Gore, a 12-year training veteran. "And the biggest is that they want the business to come to them."

"They don't want to go out and actively pursue the business," says Gore. "New agents often aren't prepared for the cold calling and other steps it takes to develop a business."

"One reason is that too many new agents view real estate as an extension of their social life and that is because it has always been a business in which you can work off of people that you know. When you start out helping friends and family with their housing needs, it doesn't "feel" like a business, so they don't look at it as a business. Family and friends are patient while you learn, but sooner or later, you have to begin working with people you don't know."

Gore believes that erroneous perceptions about agents and how they make their income is to blame for many new agents getting off to a poor start.

"Most people outside of the business perceive that we are company employees, drive expensive cars, eat at expensive restaurants and collect big commission checks. So they come into the business thinking it is going to be that way without having a plan to make it happen," explains Gore. "New agents must realize that they are opening up their own business, and one that is increasingly competitive and sophisticated. They have to have a business plan."

According to statistics compiled by the RS Council, an affiliate of the National Association of REALTORS®, 80% of transactions are done by 20% of the agents. Some designations which lend Realtors additional credibility, and helps them establish a niche, such as the Certified Residential Specialist (CRS) designation can only be obtained after years of experience and course work. Competition to appear the most professional is intense, which may make some new agents feel like giving up before they even begin. But Gore believes that new agents have a special advantage.

"New agents have the opportunity to jump in on the leading edge of technology and to grow with it. They can adapt to the changes that technology is bringing to the industry. They don't have a fear of letting go of another way of doing things."

"There is a lot of fear by veteran Realtors that technology will replace the agent, but it will never replace the human touch. Technology is a very useful tool to help the agent work smarter, faster and be more productive," advises Gore.

Gore's mission at the Institute is to teach agents how to give outstanding service before, during and after the real estate transaction to build customer confidence in the brand name Henry S. Miller, Realtors. Training for new agents concentrates on customer service, professional business practices and translating technology trends into practical tools for the agents.

"My goal for new associates is to have them believe in themselves," says Gore. "I teach the three C's - confidence, courage and conviction."

"Confidence comes from having command of the tools of the trade, understanding the contracts, addendums and other documents that they will be working with to produce a happy and rewarding outcome to each transaction. Courage is to meet the daily challenges of balancing both personal and professional demands with humor, a business plan, and a really good day planner. Conviction is to know what is right and fair and what constitutes good business practices - to make the commitment to conduct business on the basis of honesty, fairness and integrity."

Published: December 3, 1998

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Blanche is a renowned author of five real estate books. Her newest, Bubbles, Booms and Busts: Make Money In Any Real Estate Market, McGraw-Hill, was rave-reviewed by The New York Times. She was also selected from hundreds of real estate experts to contribute to Donald Trump's book, Trump: The Best Real Estate Advice I Ever Received: 100 Top Experts Share Their Strategies, Rutledge Hill Press, and is featured on page 68. Order Now Review - Honors In 2006, Blanche was selected among scores of candidates to author two consumer real estate guidebooks for the National Association of Realtors: The NAR Guide to Home Buying, and The NAR Guide to Home Selling, Wiley & Sons. She is currently planning two new books for the NAR and its members.       Known for her keen insight into real estate industry issues and for her ability to make complex subjects easy to understand, Blanche is a sought-after keynote and continuing education speaker. Real estate organizations from MLSs, to brokerages, to franchisors, to associations hire her to provide up-to-the-minute analysis of real estate industry news and advice on how to improve revenues. Her passionate delivery, peppered with stinging wit, is a huge hit with audiences and fans. Don Klein, CEO Greater Nashville Association of Realtors, Blanche Evans, Richard Courtney, president 2007, GRAR "The GNAR membership meeting last week featured Blanche Evans as the keynote speaker. Her comments and insights resonated extremely well with those in attendance and we have had many requests for copies of her PowerPoint Presentation. She was a terrific part of the membership meeting and convention program!" - Don Klein, CEO Greater Nashville Association of Realtors Coverage from WSMV, Nashville - 8-14-2007 That Interview Guy - Get Inside The Head Of Today's Generation 2007 AE Institute Session - To purchase 2006 AE Institute Session - Parts 1 2 3 4 5 6 7 8 9 HouseValues Mastermind call - Parts 1 2 Blanche's fireside chat with Jeremy Conaway, HAR - Click here. For more articles by Blanche, click here.