MONTH ONE

Week One
Day One - Monday
Page 1

You may be excited, you may be terrified, or any combination thereof, but one thing is for sure: the methods and attitudes that you perfect now will be the basis of success for your entire career.  With this, I welcome you to the world of real estate, and I pledge to give you everything that I wish I had when I started.  I do promise to leave out the mistakes that I made!

Exercise One:

As you arrive to the office this first day, I want you to make sure that your surroundings are comfortable to you.  Set up your desk the way you like it, and think to yourself, "If I had a great deal of business happening right now, how would I organize my desk?" 

Exercise Two:

Introduce yourself to every agent in the office who happens to be there.  A script might be helpful:

Hi, my name is _____________________, and I am the new agent who just started today.  What is your name?  I just wanted to say "Hi" and let you know that I am going to be working hard to become the best I can be.  If you ever notice me doing things incorrectly or not in the best interests of this company or my career, would you be kind enough to let me know?   I am sure we will have a lot of transactions together.

Now, you are not going to use this script exactly, but I would like you to make it known that you are going to be a producer.  You are not someone who is there to jabber with others, but you are someone who is serious and willing to go the extra mile to make the difference in your and your clients' real estate futures.  Early in my career, I did not attempt to befriend my peers, because they would not buy or sell real estate through me.  This attitude caused my peers to respect me but not "like me"!

Week One
Day One - Monday
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Exercise Three:

Become familiar with how to access your MLS database and other "board" supplied tools.  Learn how to use the copier, fax machines, phones, computers, office-supplied software, and any other business equipment that might be at your disposal.  This is an ongoing assignment.  Take classes, if offered.

Exercise Four:

Have the general manager or owner take you on a tour of the office so that you know where all forms, office supplies, real estate supplies, promotional material, and any other materials needed to assist your career are located.  Ask for suggestions on how they can be used.

Exercise Five:

Find out what the office schedule is - times of the office caravans, the office meetings, and any "newbie" training classes.

Enter these occasions for the entire year in your appointment calendar.  Please schedule the time you believe it will take to complete these office functions.  Now add 20 minutes to each.  It is important that you mark each office duty/event for the entire year.  The goal is to start developing a daily schedule whereby you know what you need to do every day as soon as you get up!  After doing these "office activities," you can decide whether to continue them.  Commit to one year, though!

Exercise Six:

Obtain a list of ten of the top agents in your town.  The names can come from your board, your broker, your sales manager, or the other agents in the office.  It is important that you find "antique" agents, brand new agents, controversial agents, and agents from different cliques.  I want you to experience all of the different methods

Week One
Day One - Monday
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of doing real estate correctly and assertively.  Here is what you should ask:

a. Who has been around forever (more than 10 years) and has always been considered a top producer?

b.         Who is the top producer in town?

c.         What new agents are just starting out but are already stars?

d.         Who is very controversial but makes big money?

e.             Who is the best lead generator in town?

This will be your first lesson in "other agent jealousy."  Be careful not to confuse everyone's dislike of top agent with his or her jealousy of that agent's success and, sometimes, innovative marketing.

Exercise Seven:

Make a lunch appointment for tomorrow with one of these top agents.  Introduce yourself and relate the fact that you are a new (or re-motivated) agent.  Mention that you would love to buy him or her lunch if he or she would be willing to share some success stories, some of the reasons he or she is so highly regarded in town, and some of the reasons why he or she likes real estate.

With this presentation, you will almost certainly get a lunch appointment.  You see, agents' egos are often very large, and you will soon find that the fastest way to lasting relationships in the real estate industry is to make sure you recognize your peers' accomplishments.  Remember - talking to the top people is good.  Talking to grumpy, negative, or poor-producing agents in your office or circle of friends is very bad!  Stay away from getting advice from any agent who is not a superstar!

Now, go home and rest up, because today was a simple beginning to what lies ahead!