Every salesman has a sales pitch. Here is mine, and it is not under-handed.
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When I achieved my real estate license in 2012, I was working full time at a machine shop in Rancho Cordova, Ca. I had the morning shift from 7am to 3:30pm but was able to convince my employer to let me come in at 11am on Wednesday’s so that I could make the weekly meeting at my brokerage. I actually started going to the meetings a couple of months prior to being licensed so that I could learn the ropes and get inspired to not only pass the real estate exam, but to finish the classes that were, to be honest, absolutely boring. I can’t tell you how many times I almost fell asleep in front of my laptop. It was a struggle, for sure. but going to those meetings early on pulled me through it. Any Realtor will tell you that you learn much more interacting with clients and other Realtors in the office than you do in those licensure classes. Better yet, get a few transactions under your belt.
I remember the feeling the first week as I walked through the office, finally wearing that sport coat I had bought a year or two earlier when the market was a mess and I decided to tackle real estate. An agent in the office welcomed me and asked how long I had been in the biz. I revealed my shade of green and she smiled and said “just give it 10 years and you will be doing great”. Lord help me…
The first year as a Realtor wasn’t stellar. I wasn’t mentored adequately and I was still working full time at the shop. I wasn’t allowed to have my phone at work because when the machines started singing, you better jump on the brakes or you blow wheels, parts and possibly gears. It sounds expensive because it is. So my real estate work was relegated to afternoons and weekends. Still plenty of time to get things done, but as I said, I still was in a fog on how to do really anything in real estate.
I ended the year with two closed deals and a pile of bills. By April of 2014 I got picked up by the #1 agent in the downtown Sacramento Lyon Real Estate office and #2 in the company.. That was it. I had to quit the shop job because I had so many leads coming in. In my first year, I doubled my income, created successful systems and launched out with mementum that carries me today. I did a great job.
That first year, although I started in May, I closed 10 deals totalling $3 Million. That is at least double what the average Realtor does per year and I was only working with buyers, which is half of the market. The more difficult half, seller’s market or not. The second year ended with 12 closings, $5.6 million in sales. The third year had 16 closings, $6.1 million and by the fourth year I had closed 23 transactions breaking the milestone of $10 million in sales! This was all as a buyer’s agent in one of, if not the, toughest seller’s markets in Sacramento’s history. How can a buyer’s agent sell many times over what the average agent sells when those average agents are working with sellers and buyers, at times double-ending deals?
While I do believe that I am a go-getter, persistent, relentless-all of that, I attribute a majority of the success to my teachers, encouragers and support team. These people were the top 1% of real estate achievers in that region. You have to be a rebel to make it in real estate. You have to try new ways of connecting with people but while still being consistent with not only your message and brand, but your word. There is no paycheck unless you perform for people and you have to have the trust to even have a chance to prove that you can perform. Earn it, prove you care.
2020 was the year that I added “Listing Agent” to my services . Don’t you think I learned a myriad of listing agent skills from the award winning, Top Producing listing agents who also taught me how to be a top buyer’s agent? Many more listings will follow because of the work ethic in my DNA. Friends, family, past clients and future prospects get cards, emails, and phone calls from me and they may even start getting video messages of me playing them a song on piano once in a while. I wake up in the morning thinking of new ways to delight the people in my orbit.
Giving is a product of a loving heart and we all need more reliable, compassionate people in our lives. A gift of great service and results is waiting for the gift of your business.
