Very few agents -- 15 percent, to be exact -- have transitioned to real estate from a career in sales, according to the National Association of Realtors®. Some agents have the opportunity to receive sales training from their brokers. Others take Board classes, or courses from a local real estate school. Much of our sales training, however, comes from learning from our mistakes.

Seasoned agents, looking back, always share that they have made their share of mistakes and learned some valuable lessons along the way. As a real estate trainer, I see agents making some of those same mistakes -- and we all know from experience, that these agents could be highly successful if they only knew what we know now. So whether you're new to the business, or a veteran agent who could use a brief refresher course in Real Estate Success 101, here are some helpful hints:

Take advantage of technology. Technology has been the single biggest change in our business. It makes it so much easier to expand our business and provide even higher levels of service to our customers. If you're not doing so already, you really should be using e-mail and the web for your marketing. But that's not enough. You need to commit to your clients, that you will respond to all e-mails within 24 hours -- and then do it. Technology can help you stay organized, manage large numbers of prospects and even take care of many time-consuming follow-up tasks. If you heed only one bit of advice, please make it this one. You will be amazed at how your business will prosper through the simple -- yet extraordinarily powerful -- tools available, of e-mail communications and web-based marketing.

It's not just a job. It's a business. You need to set goals, write a plan and create a budget. If you don't know where you're going, how will you know when you get there? Imagine the business you want to create. Writing a business plan will serve as the map that will take you there. Evaluate monthly to make sure you're on track for your goals and budget. It is not easy to keep your business goals in mind when you're conducting the day-to-day tasks of managing transactions, and responding to customers' important needs. When you set aside a little time every month to review your business, you'll be able to keep yourself focused, and on target for success.

Be the ant, not the grasshopper. You know the old fable: The ant diligently prepares for the winter during the warm summer months, while his pal the grasshopper flitters the days away -- and pokes fun at the ant for being so focused and on-task. Come winter, the ant is warm and cozy and well fed, while the poor grasshopper...

How does this apply to you? Don't just jump from transaction to transaction. Focus on creating a large pipeline of prospects. Your pipeline is the single most important source of clients and can provide you with a steady stream of transactions for years to come -- eliminating the "peaks and valleys" that are so common in our business. Ask every person you meet if they (or anyone they know) are planning to buy or sell a home. Regardless of the answer, get their contact information -- especially their email address -- and keep in touch.

Why? Because it is important to keep in touch with everyone in your prospect pipeline, to ensure that you're that agent that comes to mind when they are ready to buy and/or sell. Like the ant, stay focused and know that your hard work WILL pay off.

Know your market. Maybe you're thinking, "I know my market. I show houses. I close transactions. What more can I do?" Here's a tip that many of the top agents use: offer free CMAs to listing prospects -- and buyer prospects too, if they have a house to sell. CMAs are a great way to develop relationships with prospects and stay in touch with the market. Creating CMAs gives you hands-on experience with home pricing, even if you're a new agent who hasn't yet closed your first transaction. Plus, you'll get to know your neighborhoods so well that when buyer prospects describe their ideal home to you, several matches will immediately spring to mind.

Find a trusted source for advice. Because real estate is such a competitive business, agents in your own market may not share their favorite techniques or "best practices" with you. One of the best ways to become as successful as you choose to be, is to work with a coach who has real-world experience in real estate. In some offices, your broker, or a mentor can provide the support you need. They will be able to offer ideas that you may not have thought of, help you track your business goals, and even role-play with you to master the personal interactions that are crucial to your success as an agent.

No Regrets

These are the things that we know now. That's not to say there's anything wrong with doing things your own way. In fact, your business will benefit if you try new things from time to time. But why reinvent the wheel if you don't have to?

Claudia Wicks is Director of Real Estate Content for HouseValues, Inc. Claudia is a licensed real estate broker in the state of Washington, where she has worked for the last 27 years as an agent, broker/manager and Director of Training for Coldwell Banker and John L. Scott. Claudia has trained thousands of agents across the country, on how to build their business and become more productive. She has been on the Education Advisory Board for the Washington State Real Estate Commission for the past 20 years and was the first Educator of the Year for the Seattle-King County Association of Realtors. HouseValues offers proven lead generation and marketing services to real estate professionals nationwide, including exclusive leads, advanced prospect management tools and professional training and coaching opportunities to help agents become more successful. Learn more about HouseValues at www.agentsuccessnetwork.com or call toll-free 866-952-5042.

Published: April 25, 2005

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

Claudia Wicks is Director of Real Estate Training and Content for HouseValues Inc. Her blog, AgentCEO.com, offers agents and brokers tips gleaned from her decades of real estate industry experience. Claudia is a licensed real estate broker in the state of Washington, where she has worked for the last 28 years as an agent, broker/manager and Director of Training for Coldwell Banker and John L. Scott. Learn more about HouseValues at AgentSuccessNetwork.com or call toll-free 866-952-5042.