I write plenty of articles and books instructing real estate agents in the fine art of taking their business to the next level. I am a big proponent of agent teams, hiring assistants (both visual and virtual assistants), keeping in touch with past clients, establishing an Internet presence via websites and blogs, and working hard to build a brand presence.
One of my readers recently contacted me to point out that I should write something teaching new agents how to break into the business. This particular reader had just passed his real estate exams, was currently reading my book Walk Like a Giant, Sell Like a Madman, and was planning on "associating with a brokerage that offers extensive training and immediately taking advantage of it," which is certainly a great idea. He was looking for advice on how new agents could jumpstart their careers.
Here's my advice for new agents just starting out in the business:
- Identify your farm area -- the area where you plan to live and work for the next 30 years.
- Research your market extensively, including neighborhoods, schools, shopping, and entertainment. Become an expert.
- Using a Web search engine, such as Google, type in the city where you want to work followed by "real estate," and then make appointments to talk with the any people whose names appear high up on the list.
- Identify the biggest rain maker running an agent sales team in your farm area -- the agent who "owns the town." Visit their website, and read all about the person and his or her real estate team. Submit your resume along with a cover letter stating why you want to work for this agent team. Send it via email and FedEx and then call the person to set up an interview.
- Once you land a position with an agent team, begin to tell the world who you are and what you do. Market yourself above all else.
- Embrace change. It gives you a competitive edge and helps you grow.
- Embrace technology. Now more than ever, you need to be Internet savvy and master the technology tools of the trade.
- Become a lifelong learner. As Charlie "Tremendous" Jones used to say, "You're only as good as the people you meet, the books you read, and the tapes you listen to." Attend conferences, seminars, and workshops.
- Make a commitment to help people, and then serve them well. Don't give to get. Give for the sheer pleasure of giving with no expectation of a return on your investment. Good things will naturally come your way.
Perhaps the most important words of wisdom I can pass along to real estate agents who are just starting out is this: You are solely responsible for your own success. Avoid any temptation to think that you are an employee working for a broker. You are a business entity, a revenue-generating entity. Think of yourself as You, Inc. You can be as successful as you want to be, assuming you have the sticktoitism to do what it takes to achieve that success -- it's not easy. As a business, you are responsible for pursuing the training and resources you need to achieve success.
If you're just starting out in the real estate business, email me, so I can add your address to my mailing list and send you additional tips, tricks, and techniques to bring you up to speed and closer to your dreams of becoming a top-producing agent.
Published: November 2, 2007
Use of this article without permission is a violation of federal copyright laws.
 Ralph R. Roberts, CRS, GRI is an award-winning and internationally recognized real estate agent, author, coach, and speaker.
Throughout his career, Ralph has proven his commitment to helping other real estate and sales professionals build upon their past and present success, grow and expand their businesses, and provide a rich and rewarding future for themselves, their customers, their employees, and their families.
As president and CEO of Ralph Roberts Realty, Ralph has personally helped thousands of consumers realize their dream of homeownership. While selling over 10,000 homes (and buying and selling over 3,000 investment properties) throughout his 30-year career, Ralph has made the time to mentor and coach hundreds of professionals in real estate, sales, and a host of other fields. Ralph is a recognized authority on Real Estate and Mortgage Fraud; Residential Real Estate; Personal Salesmanship; Sales Force and Office Management, Motivation, Design, and Team Building; and Foreclosure Self-Defense and Loan Modification, fields in which he has demonstrated his commitment to preserving the American Dream of Homeownership.
Ralph's numerous websites, blogs, seminars, and speaking engagements engage, entertain, and educate both consumers and professionals. Ralph is also an accomplished author with several successful titles to his credit, including:
- Power Teams: The Complete Guide to Building and Managing a Winning Real Estate Agent Team
- Financing Real Estate Investments For Dummies (John Wiley & Sons)
- Mortgage Myths: 77 Secrets That Will Save You Thousands on Home Financing (John Wiley & Sons)
- Foreclosure Self-Defense For Dummies (John Wiley & Sons)
- Protect Yourself from Real Estate and Mortgage Fraud: Preserving the American Dream of Homeownership (Kaplan)
- Foreclosure Investing For Dummies (John Wiley & Sons)
- Foreclosure Myths: 77 Secrets to Saving Thousands on Distressed Properties (John Wiley & Sons)
- Advanced Selling For Dummies (John Wiley & Sons)
- Flipping Houses For Dummies
- 52 Weeks of Sales Success (John Wiley & Sons)
- Walk Like a Giant, Sell Like a Madman (John Wiley & Sons)
- Cross-Cultural Selling For Dummies (John Wiley & Sons)
To learn more about Ralph, visit AboutRalph.com, check out his daily insights on real estate and mortgage fraud prevention at FlippingFrenzy.com, or visit his latest blog dedicated to helping distressed homeowners fight foreclosure, KeepMyHouse.com.
You can reach Ralph at or by calling (586) 751-0000.
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