A newly licensed Realtor has joined a nationally known brokerage and wonders how he can gain experience as an assistant or apprentice for a while.

He writes Realty Times:

Hi,

I am new to real estate (three months). I am a licensed (NJ) sales associate. There are over 100 independent contractor agents in this office. I find the competition in NJ to be fierce. I really want to work for a top producer sales agent as an assistant/apprentice for a while. How or where can I find agents looking for assistants?

Thanks for your help.

New Agent

Here's the long version of our answer:

Most good Realtors are successful because they share some common values; they know how to multitask; they're proud of their office and brand and work to protect those images with high levels of integrity; and they always want to push themselves to do more. These are the performers you want to emulate.

A new agent can gain some valuable experience by learning at the side of a top producer. But a top producer may not feel it is his or her job to help train a person who will only turn into a competitor. So your goal is to get top producers to impart their priceless wisdom and experience willingly and enthusiastically.

You are in an office with 100 other potential employers or partners, and if you are part of a multioffice brokerage, you could have hundreds of other agents to contact as well, so the pool of potential employers/mentors isn't a problem. You have to decide how autonomous you want to remain. Do you want to work as an assistant with an hourly salary? Or work for part of an agent's commission as a buyer's agent, transaction coordinator, or listing agent?

In any case, you will be less in charge of your own future, and more tied to that of the agent/employer, but you'll get the training you're looking for.

On the other hand, if you want to "apprentice," without tying yourself to one agent, you can get plenty of experience and business this way, too.

Just be helpful. Here are some do's and don'ts:

• Do keep your ears open.

  This is the time to listen and learn about the personalities you work around. Observe who participates in meetings and what they say. Listen to the small talk around the coffee room. Who has kids? Who is having car trouble? Who has listings or lives on your route to work? Which listings are in trouble and why?

  You'll begin to get a feel for who's really working and who's playing at being a Realtor.

  Follow up with conversation so your officemates start seeing you as part of the brand and team.

  "I heard your son plays soccer. My daughter plays, too. Sometimes it's tough to make all those games, isn't it? We could car-pool sometime."

  "I know someone who can fix your computer."

  "I drove by your listing on Alta Vista, and the storm had blown some branches down. I dragged them to the street for you."

  A savvy Realtor will know you are trying to make points, but who can resist a genuine offer of help? It's the first step toward melting frosty attitudes.

• Do offer help.

  The most challenging thing about being a top producer is handling an avalanche of details, particularly on multiple transactions at once. Very few are good at running their offices, their Websites, and their contacts all at the same time. A top producer drops a lot more balls than necessary simply because there isn't enough time in the day to see to all aspects of business.

  So approach the busiest top producers with offers of help. Do you have a skill that top producers need? Are you good with computers, email programs, technical advice? Do you speak another language? If you know a better way to do something - even simply organizing a file, share it with your officemates. They will soon see you as an asset.

  Offer to help others with their marketing activities that take time.

  For example, find out who is having open houses this weekend, and offer to sit with the veterans for additional security. Ask if you can work the buyers from the open house for a percentage of the agent's commission so she/he can go out and get more listings. Let the agent diligently see you register the buyers and ask questions about their needs.

  Offer to fold flyers when someone gets a big delivery of mailers. That's how to find out where to get mailers done and how much they cost. It's also a terrific ice-breaker. It's hard for someone to be cool to you while you're saving them hours of labor.

• Do what you say you are going to do. No excuses.

  If you say you are coming to help with an open house, be early, not late. If you are going to bring treats to the MLS meeting, don't forget when it's your turn. It's these little things that build your reputation among other Realtors for reliability and professionalism, an important asset when you get your first listing or buyer client.

• Don't allow yourself to be used.

  Learn to say no, if you feel an agent or agents are taking advantage of too many kindnesses. Keep the quid pro quo even by asking the questions you need help with. Volunteer to sit open houses, but make sure that any buyers you meet, you get to follow up. Ask if you can be referred clients agents may not be able to help due to time constraints, language barriers, non-niche price points, or other reasons.

• Don't get discouraged.

  Real estate sales is about marketing, professionalism and fiduciary responsibility. Other professions take years to learn, and real estate is no different. Use the organizational and critical thinking skills you brought with you from your previous occupation and schooling, and you'll find you will make progress.

  Competition will always be fierce because real estate is a profession that many want to try because of the vast potential. Don't hide from competition behind a top producer. Learn their methods, and if you treat your business and others with the professionalism and pride that the top producers you've chosen to emulate do, you'll soon join their ranks.

Published: September 29, 2004

Use of this article without permission is a violation of federal copyright laws.

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.