New Agent Tip #5: Never Get Stuck in the “No”
“That’s going to kill you in every business, if you get the no and you stop.” – Tom Ferry
Anytime you face rejection, you must continue on. Don’t give up.
New Agent Tip #6: Morning Routine + Prospecting = Success
“I get up, I exercise and I fill my mind with something positive…” – Anne Schreiber
Having a powerful morning routine and following it with your Hour of Power (prospecting) is an absolute perfect model to emulate. Try a few different things and see what works for you. Once you find your power formula, REPEAT!
New Agent Tip #7: Stop Hallucinating! (Don’t Take Rejection Personally)
“My coach would say, ‘What are you hallucinating now, Anne?’” – Anne Schreiber
There’s a big difference between people who simply aren’t ready to move and being rejected. Anne admitted she sometimes confused the two early in her career, and her coach needed to remind her that just because people didn’t have a need for her services now didn’t mean they were rejecting her personally. Maintain your confidence and remind yourself that you have a lot to offer to your customers.
New Agent Tip #8: Have a Powerful Morning Routine.
“If you win the morning, you win the day.” – Jeremy Cady
Jeremy also stressed the importance of having a powerful morning routine, and because it’s just that important, I’m making this its own tip. Your morning routine doesn’t have to follow anybody else’s routine. It can consist of whatever you want – reading, learning, listening, working out, running. What’s most important is that you’re being intentional and taking control of your life.
New Agent Tip #9: Play to Your Strengths
“Design your business based on what you’re best at.” – Advice given to Jeremy from his coach
Agents enter this business every day, each with their own set of strengths and weaknesses. The quickest way for those individuals to fail is for them to try to be something they’re not. The key is recognizing your own strengths and designing your business around what you do best.
New Agent Tip #10: Know Your Daily Number
“What changed my business is I knew my daily number.” – Jeremy Cady
When you know your numbers, everything becomes crystal clear. Track and measure everything starting now!
For Jeremy, it was all about knowing how many conversations will lead to a contract, how many contracts will lead to a closing, and how he can mathematically repeat that process. Business is math.
New Agent Tip #11: Practice Through Role Play
“Role playing on your customers is the worst thing you can do.” – Jeremy Cady
Developing skills is a matter of practice. But that “practice” cannot be when you’re working with a customer. Jeremy advises finding a role play partner who is willing to be honest and tell you, “That was terrible.”
New Agent Tip #12: Use Your “Magic Bag of Tricks” on Listing Presentations
“It’s mostly about asking the right questions. That’s how I got off to a good start.” – Anne Schreiber
One of the most important credos in sales and marketing is to “Know your audience.” This is especially true on listing presentations. Anne strives to match her presentation to the homeowner’s personality type. For instance, she knows if they are very analytical, seeing the data will be most important. Others might care more about neighborhood amenities and lifestyle. Match your presentation to the person rather than making the homeowner match your “one-size-fits-all” presentation.
New Agent Tip #13: Prove You’re Listening
“I repeat their answers back to them.” – Anne Schreiber
People want to be heard, especially when something as important as their home is on the line. It might seem obvious, but Anne believes repeating people’s answers back to them plays a huge role in gaining a homeowner’s confidence. It not only proves you’re listening, but also that you’re understanding what they say. Anne says this technique also helps her clarify homeowners’ priorities (eg, What’s more important: Selling quickly or getting the highest price possible?)
New Agent Tip #14: Never Forget You’re a Salesperson
“Agents think they’re gonna go show houses in their nice cars, but they forget that they’re salespeople.” – Jeremy Cady
If you don’t act like a salesperson…
If you don’t hone your sales skills…
If you don’t actually have a sales process…
…You’re not going to win in this business.
You are a salesperson and you can never forget that.
This doesn’t mean you need to adopt a stereotypical “cheesy salesperson” persona, but you do need to sell yourself, your track record, your accomplishments in the community, etc.
New Agent Tip #15: Rip-off & Duplicate
“I hadn’t sold a single house, but I looked pretty swag.” – Jeremy Cady
When Jeremy found a listing presentation he liked from an agent in Texas, he asked his coach to contact that agent and ask how much he would need to pay to get the working digital files. The agent agreed to send it to Jeremy for free, and three days later, Jeremy had a comprehensive, 24-page listing presentation that made him look great before he’d ever sold one property.
When you see something you like, go get it or recreate it yourself! Just because you’re new doesn’t mean you need to look like a new agent.
New Agent Tip #16: Present with Passion
“If your presentation doesn’t get you fired up, it’s not going to get the clients fired up.” – Tom Ferry
Anne says the key to success is having confidence behind whatever you present. It doesn’t really matter what your specialty or expertise is, but you’ve got to have passion behind it. Anne’s coach steered her toward being an information broker who knows her market better than anyone else, so she set her mind toward achieving that goal. Soon enough, she made that claim a reality and owned it.
New Agent Tip #17: You Have to Have a Big “Why”
“When you don’t have any money and you have to go be your own miracle for your family, you just do, period.” – Anne Schreiber
Anne says it’s essential to have a reason why you’re getting into real estate and why you’re going to hustle beyond “to make money” or “to sell a lot of houses.” You need to make it personal. What will your success mean to you? Spell it out in great detail and keep your “why” up and visual to keep you motivated at all times.
New Agent Tip #18: Be Resilient and Have a Support System
“It is relentless and it does break you down… and you’ve gotta bounce back up really fast.” – Anne Schreiber
Anne admits real estate can be harsh. We know it can be tough. That’s why she says it’s essential to be resilient and to surround yourself with positive influences that you can pour into your mind and routine every day.
New Agent Tip #19: Fight for Your Culture
“Oh wow, this can really happen!” – Anne Schreiber
Anne’s coach helped her come to the realization that certain people on her team were holding her back from achieving her ideal vision for her business. Once her eyes were opened and she let those people go, everything changed for the positive. Always fight for your own culture first.
New Agent Tip #20: Be Extremely Genuine
“If you care about them truly from the heart, you’ll win.” – Jeremy Cady
Jeremy says when you’re genuine, every other aspect of your business comes alive naturally. Your listing presentation, who you are, what you’re doing, etc. Serve from the heart and avoid having “commission breath.”
Want to keep these 20 lessons up and visual? Download this printable PDF poster and hang it in your office!
