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Starting off in real estate can be difficult, but as the AREC 2018 attendees found out, it is possible to hit the million mark within two years.
Taney Jain, from Reliance Real Estate, told over 4,000 attendees at AREC 2018 that he went from driving trucks to writing $1.1 million in his second year.
Mr Jain told the auditorium that his success came from nothing fancy and just doing the basics.
Mr Jain was flanked by screens that kept presenting his message — “Prospecting is Oxygen” — and it is that mantra that keeps him in front.
“The main difference between me and every other agent out there is the amount of prospecting I do,” Mr Jain said.
Mr Jain, who works in Wyndham, Melbourne, told the venue that his prospecting methods were old-school: door knocking, letterbox drops, corflutes and, most importantly, cold calls.
“I put out a corflute every weekend. I might not even have a sale, but I’ll put it out there and then I’ll get people saying, ‘I see your face everywhere’,” the agent said.
Mr Jain also said that a lot of agents seemed to fear prospecting, but the value of it was immense.
“A lot of people have a fear of doing prospecting. I prospect to get a contact,” the agent said.
He added that he works across three sessions each day to capture the most number of home owners in his area.
“I make 200 calls a day, in three sessions a day, from 11am to 1pm, 3pm to 5pm and 5.30pm to 8.30pm,” Mr Jain said.
Mr Jain told REB that no matter what else he had on, he always did these three sessions.
“I do three sessions because if I do it all at once, I get exhausted. So even with appointments, I will make sure I do those sessions,” the agent said.
Mr Jain said that the most profitable session was the one at the end of the day when the real decision makers were home.
“In my area, it’s a lot of new homes, so people work in the city and that 5.30 to 8.30 slot is when the real decision makers are home.
“Other real estate agents close at 5.30, so it’s the best time to call,” Mr Jain said.
Mr Jain also stressed the importance of creating a brand, even prioritising personal brand above the company.
“Your name has to be stronger than the company. Be a brand on your own,” Mr Jain said.
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