One of the very first things a rookie agent should do -- among all the other dozens of "firsts to do" -- is to find a handyman.

A good handyman will save your backside and your commission check over and over again, all the while making you look good. Yes, it's possible to sell real estate without having a handyman on call, but I don't advise it! Find him, give him work, and make sure he's paid promptly.

My handyman is named Bob, and Bob is a fundamental part of my business.

How can a handyman help you feel more confident and look more experienced? Well, just the knowledge that you have someone on your team who can take care of home repairs for your buyer or seller gives you a Can-Do attitude.

For example, when you work with buyers who are nervous about all the little maintenance items their inspector points out, you can sweetly tell them, "We'll just put that on the Bob-List" so they know they won't have to go to the yellow pages.

When your sellers get a laundry list of repairs after the inspection, you can comfort them by explaining that you'll have Bob come over and give you an estimate (today). When you're helping a seller get ready for market, you look like the hero when you bring your Bob in to get done in a day what would take the seller a month to do ... and usually for under $1000 (less than a mortgage payment!)

How do you find a handyman? Put up your antenna! Ask other agents in the office. Send out an email to your sphere of influence. Call some property management companies. If you know anyone in construction, ask them. Ask at Home Depot.

You can even test them out in your own home. It may find time to find just the "Bob," but it is well worth the effort.

Published: September 23, 2009

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Jennifer Allan is a former top producing real estate broker, a published author, a speaker and a trainer. She has written five books a bout the business of selling real estate, including her flagship book: Sell with Soul: Creating an Extraordinary Career in Real Estate without Losing Your Friends, Your Principles or Your Self-Respect. Her new book entitled "If You’re Not Having Fun Selling Real Estate, You're Not Doing it Right!" will be released in early 2010. Jennifer believes that the secret of success for real estate agents is not in aggressive marketing techniques or hard-core sales pitches, but rather in being competent in one's craft. Competence begets Confidence. And in today's world of increasingly suspicious and ad-weary consumers, having an air of self-assurance and enthusiasm will be far more effective than a slick sales campaign. Jennifer writes and speaks with this philosophy in mind. She preaches that salespeople should follow the Golden Rule in their day-to-day practice of business - treating clients and prospects respectfully, as the salesperson him or herself would like to be treated. Being competent, reliable and fair, and motivated by a true desire to earn a paycheck, not just show up at closing with hand outstretched. She is a regular contributor to several real estate newsletters and magazines, a member of the RE/MAX Hall of Fame and one of the industry's most popular bloggers. You can learn more about Jennifer's "soulful" philosophies at www.SellWithSoul.com. Subscribe to Jennifer Allan's Newsletter for SOI'ers Tips & Strategies for Generating Business from Your Sphere of Influence Your Email Address: Your Name: