I am often asked by new real estate agents, "What's the very first thing I should do when I begin my career?" They are usually shocked by my answer. They expect me to say, "Learn how to use the MLS" or "Learn how to prepare a CMA." Instead, I tell them … .

"Have lunch every day of the week with a different top agent."

The years of knowledge and practical experience you will gain is absolutely invaluable. With the heavy turnover in the real estate business, it's important to immediately find out the key elements that make people successful. It's a lot better than wasting years making your own mistakes and learning from them the hard way. Your experienced colleagues have "been there, done that" and are in a great position to tell you what to do and what NOT to do.

What do I tell EXPERIENCED agents? Surprise! The same thing. I don't care how many years you have been in this business -- there are things other agents are doing that could boost your sales. You may think you've "seen it all", but trust me -- I talk to a LOT of real estate agents and even I am learning new ideas all the time.

The people around you are your greatest source of wealth -- not just financially, but emotionally as well. It's true you can learn great real estate tactics from books, courses, videos, and tapes. But when you sit and TALK with someone about their successes, you get to experience a direct tap into their emotions. When they tell you what works for them, with the feeling of accomplishment behind their words, they can sometimes inspire you better than any book ever could. (Not to mention you can save hundreds of dollars on education.)

A mentor is someone truly committed to sharing their own experiences and helping you grow as a result. Just having someone to whom you can express your fears and worries can be a positive boost to your daily efforts.

How do you find a mentor?

Most people are nervous to say, "I'd love you to be my mentor" or "You're a great role model to me." But from being on the other side, I can tell you honestly that there is no greater reward than hearing those words. It is the greatest compliment someone could possibly give. For me, there's an instant feeling of wanting to help this person. It's truly an honor to be asked. (Which is why I became a trainer -- I got hooked on helping people succeed. There's nothing like it in the world.)

Everybody I've ever known who has been asked to be a mentor has said yes. Deep down, we want to help others. It's inside us. We know we can't do it all for ourselves. We are interdependent on each other and we know that when we help others, we help ourselves. Also, it's an ego-boost and a fun experience to watch a "protégé" become a top agent.

Don't believe me? Pick up the phone right now and call two agents you respect or about whom you've asked yourself, "What makes this person so successful?"

Say to them, "I really admire the way you do your marketing. You have a great professional image and I'd love to ask your advice."

Those words are compelling: "I'd love to ask your advice." People LOVE to talk about themselves, and especially their successes. Try it. At the end of that lunch or telephone conversation, you may be surprised at how many new ideas will be brimming in your head.

Even if you don't know anybody right now, commit yourself to finding one. In the meantime, look around you. Who in your life do you look up to? It may not be a real estate agent. It may be somebody you know in a different business who is a strong role model.

For example, my greatest mentors of all time have been my Mom and Dad. Now, I know that sounds corny, but it's true. From my Dad's restaurant experience, I learned his one greatest guiding philosophy which has propelled my own career: "If the client isn't happy, they're not happy and you won't be happy. Period. End of story. Get them happy." My mother taught me that you never give up…PERIOD!!!

Mentors are all around us. You just have to look for them. Who are your mentors.

So, while this is fresh in your mind, pick up the phone and call two people you admire right now. You never know—they may be the two most profitable phone calls you ever make.

Published: September 16, 2008

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

The founding partner of The Lones Group, Denise Lones, brings over two decades of experience in the real estate industry. With expertise in strategic marketing, business analysis, branding, new home project planning, product development, and agent/broker training, Denise is nationally recognized as the go-to for all things "real estate.” Denise can be reached at 369.527.8904 or at www.thelonesgroup.com.