Have you ever put together an “assemble by numbers” piece of furniture then find that a piece is missing from the manufacturer? You invest all of your time and energy into the assembly of this masterpiece only to find the one piece you need to have it all come together for you is on the floor of a manufacturing plant in China. If you read the instructions, Step 1 is take an inventory of your pieces and ensure your set is complete. It is the most important step of all, it just never seems like it because it is boring and monotonous. By skipping right to step two, you now have burned all of your energy putting together this piece of furniture and now you have to disassemble it and start again….this is that moment where frustration sets in…has there every been a time like this for you?
A real estate career is no different, I would say that 9 out of 10 brokerages assist their agents in starting their careers on Step 2. The contracts, the presentation, the 10,000 websites to update and tweak, inspector topics, appraisal topics, lending topics…Step 2 is an abyss of knowledge and tasks vital to the assembly of a remarkable real estate career and yet one year into real estate you look back and find that you made less than $8,500 for the year. The financial stress applied and lackluster results leave you thinking, how did this happen..What piece am I missing? This moment in your career is identical to that time you were sitting on the living room floor with an almost assembled piece of furniture. Your nearly assembled real estate career is like a sports car without an engine…it looks great with the website, the business cards, the presentations, the great clothes but you can’t get anywhere….why? You don’t have enough clients.
If this sounds like you regardless of how many years experience you have, go back and find your missing piece, Step 1. That step is generating leads through prospecting and marketing…this is not necessarily the hardest step, it is just the most uncomfortable step. You need a steady stream of leads to generate clients that you can hand your business cards, send to your website and demonstrate your contract and presentation savvy to. A couple reasons why I think some real estate companies encourage starting at Step 2.
- The Broker is a Competing Broker – They are busy generating their own business so their focus is training on issues that limit brokerage liability, not opportunities to grow your business.
- The Broker started their career on Step 2: They got away with it as a second or third generation REALTOR.
- The Broker doesn’t know your goal or understand your need for business and assumes if you close one or two, that was enough for you.
So if you find yourself looking great and getting nowhere, understand it isn’t your fault until you have an awareness of Step 1. After reading this you now have an awareness that systems, models and strategies to generate leads are the foundation that a profitable business is built on. Your commit and discipline to START with Step 1 will ultimately determine your success. If you would like to learn more about Step 1 find me at 561.859.1839 it is my specialty.