What a new agent should focus on in the first 6 months

I’m not going to lie; there are a few “real estate-isms” that really do wind me up! For example, “Fake it until you make it!” to a large extent tells new agents to bullshit their way to success – not ideal when this magical thing called “the internet” can expose your BS within seconds!

What’s worse is that somehow, a bunch of them are still in circulation today when people talk to new agents within the industry, and they inherently breed mouldy thinking that stinks!

But here’s the cool thing – nothing is stopping you from giving it a red-hot crack and making a name for yourself. So, if you’re a new agent, here are some simple thoughts that should hopefully help you on your way towards having the level of success that you want.

• Know your own values

You’ll come across several situations that will create an internal debate of “heart versus head”, which can lead to regret if you don’t understand your own values. If you know what your values are, then your decision-making becomes a lot clearer, and you don’t lose yourself to the game, which is, unfortunately, a real thing and not recommended.

• Consistency is key

That rollercoaster I mentioned earlier? At the beginning, your results will not flow through regularly, which means that in one month, you might feel rich, but by the next month, you’ll be back to eating beans out of a can.

Get a simple system together that works for you that allows you to have consistent actions towards creating business, including your prospecting, branding and social media. I talk to agents about using what I call a “Dynamic Week”, which provides that flexibility to be able to act when required.

• Don’t get too high – or too low!

It is naturally exciting to get a deal together, but while you’re busy giving yourself a pat on the bum, you’ll miss two more opportunities! Enjoy the moment, but stay focused.

On the flip side, it’s naturally painful if you lose a listing presentation, but remember this one thing – no-one is infallible! As Nelson Mandela said: “We either win, or we learn.” So, find the lesson in defeat, grow, and move on.

• Aim to be a professional human

We are judged by both EQ filters (can I get on with this person) and IQ filters (does this person know what they’re doing), so we need to be able to balance our approach towards those filters.

There’s no getting around the IQ – you’ve just got to learn your stuff! And FYI – there are no shortcuts to this one, so stop trying to find one and crack on!

The quicker you do that, the more you can afford to be more of who you are when dealing with clients and the more aware of the emotions involved you can become. Our unique value is not brought via IQ because everyone essentially does the same thing, and we’re all bound by red tape! As long as you’ve taken the time to learn your stuff, then you will have the freedom to make the role your own.

• Become a ‘how’ agent

On that note of “knowing your stuff”, Einstein said that “if you can’t explain something in the simplest of terms, then you don’t understand it well enough yourself”.

There are three levels of an agent in this industry.

The “what” agents amass 80 per cent of agents, and these guys scratch the surface of “what” needs to be done. They recite a script, hope it works, and provide no real depth of knowledge to the customer.

The “how” agents take up the next 15 per cent, and at least these ones have made the effort to understand and explain to clients “how” different elements of the process works.

The “why” agents are the elite 5 per cent, and they are the ones who can relate every action and suggestion to the end goal that the consumer has that resulted in them transacting in real estate.

Getting to that elite 5 per cent can take time but getting to a “how” agent takes effort in understanding every element of your game, which is completely doable within six months and would put you in the top 20 per cent of agents if you learn to articulate it well.

• Learn from other people’s mistakes

Want to get better, quicker? Then learn from those who have already been down that path, and I’m not just talking about the megastars! You have an abundance of experience in your office and within your network, so go to some of the seasoned campaigners and ask them questions like “what would you do differently if you could have your time again?” and “what do you wish you knew when you were new?”. If you pay attention and action on some of that, you’ll find yourself getting towards your vision of “success” a lot quicker than you may think.

Andy Reid is an auctioneer, business coach and the head of training for Century 21 and Better Homes & Gardens Real Estate.