By Julie Escobar, Director of Corporate Marketing, ProspectsPLUS!
Hats off to the new agents! You bring to our industry fresh faces, new enthusiasm, and “ready-to-make-things-happen” attitudes, and for that, you are appreciated! Floyd Wickman once said with the right tools, training and focus – ANYONE can make it in this business. In that spirit, I asked five top industry experts to help us explore what new agents need to do to adopt the right mindset or “focus” for success. Our esteemed guests are: Real Estate Speaker, Coach and Author, Bernice Ross; President of Frogpond.com, Susie Hale; Speaker, Coach and Author, Darryl Davis; Speaker, Trends Expert and Author, Stefan Swanepoel, and Author, Coach and Speaker, Matt Ferry. Let’s get started!
Q: What do new agents need to do to create and keep the right mindset for success?
A: Bernice Ross: Mentally, I would tell new agents to ignore all the experienced people who tell you how bad it is. Surround yourself with those people who are doing great things. There are so many good online resources you can tap into such as www.inman.com or www.realtytimes.com. Bookmark these power sites, track what’s going on in this industry and keep learning.
I also believe that if you help enough people with what they need or want, they’ll help you back. Dive into conversations and find out what’s important to the customers who make up your book of business. Find out what they need and how you can help them, then keep helping them as you build that customer base to more than 200 people. That’s a great foundation for success. I often share Michael Russer’s great advice and that is to make “irresistible offers.” For example, offer your customers the “how-to” information they need to lower their taxes at tax time and the forms and CMA they need to complete the job! Make yourself an invaluable resource to them and they’ll refer you again and again.