How to Prepare Yourself for Success.

Getting your real estate license is only the beginning.

If you want to be successful in this business, you have to prepare yourself to become more than an agent. You have to prepare yourself to become a business owner and trusted advisor.

1. Develop the Right Mindset

Real estate is a business of inconsistency. Some months will be great but others, not so much. There will be clients who adore you and others who disappear after 2 or 3 showings. You have to learn not to let rejection determine your effort. Never take anything personal! You never know what a person may be going through and that is why you have to stay in motion. While clients may not always be consistent, you must be! Successful agents understand that you don't have to win every day—but you do have to work on your business every day.

2. Treat Real Estate Like a Business

Don't wait until someone calls you to start working. Create a schedule. Set working hours. Set weekly goals. Track your leads. Follow up with prospects. Keep track of your expenses and commissions. Ask yourself every morning: "What am I doing today that can create business tomorrow?"

3. Learn How to Generate Business

While our brokerage does generate leads for agents, that should not stop you from finding your own! Your license doesn't automatically bring you clients. You need a plan for finding buyers and sellers.

That can include:

• Your personal network

• Social media

• Open houses

• Referrals

• Networking

• Calling and following up with prospects

• Community events

• Past clients

You don't need to do everything. Find a few methods that work for you and do them consistently.

4. Master Follow-Up

A lot of agents are looking for the next new lead while forgetting about the people they've already talked to. A CRM is vital for this reason. Whether you use excel or KVcore, find a CRM that works for you (we recommend the CRM attached to your local MLS like HAR or MetroTex)Your database can become one of your most valuable assets. Stay in contact! Set up automatic emails to wish your clients a happy birthday or happy new year. Provide value by sending them market updates. Check in as much as the client is comfortable with/ follow up. Do not harass or pander your clients but follow up as needed! Someone who isn't ready today may be ready in three months, six months, or next year. The fortune really is in the follow-up.

5. Know Your Market

Clients expect you to know more than how to open a door. Study your market because we all have maps on our phones. Know simple information, like where the nearest grocery store is and local library. Know the neighborhoods you serve by checking the demographic in the area. Understand pricing by running comps before a tour and sending them to your clients. You don't have to know everything on day one but you should be learning something new every single week.

6. Communicate Properly

As an agent you are not going to live in the house nor are you going to run the business. Keep your opinions to yourself. You are hired to service your client’s needs, not your own! While you may see a house and hate it; your client might love it. You may look at a property and think “what a dump” but your client will see the vision for their new business. Listen to their needs so you may properly serve them! Real estate is a people business. Learn how to listen and ask probing questions. You must also be able to explain complicated things, simply. If you are unfamiliar with what something means, ASK THE BROKER. Do not guess or make something up. Get a full explanation so you can easily explain contracts and concerns. Most importantly, learn how to communicate professionally—even when a transaction becomes difficult. People may forget the house you showed them, but they'll remember how you treated them.

7. Build Your Personal Brand

People need to know that you're in real estate. You didn’t join the CIA so don't be a secret agent! Show up consistently on all platforms. Educate people as much as possible on real estate without trying to constantly sell them something. Share your successes where people can see it. Everyone wants to work with someone who knows what they're doing. After you do a great job, ask for a review on your website or MLS profile. If you don’t do such a great job, don’t ask for a review! Your goal isn't to constantly tell people "I'm a realtor. Call me!" Your goal is for people to automatically think of YOU when they think about real estate.

8. Get Comfortable With Being Uncomfortable

You're going to have to make phone calls you don't feel like making, talk to strangers, follow up after someone ignores you, make videos before you're comfortable on camera and ask for the business. Growth happens when you stop waiting until you feel ready. Just do it! People who take the initiative are successful in this field.

9. Manage Your Money

Remember: commission is revenue—not your paycheck. Prepare for taxes, business expenses, marketing, association and licensing costs, and slower months. Don't spend every commission check like another one is guaranteed next week. Try to save 20% of every commission check to pay your taxes quarterly at the end of the year. Talk to a EA or accountant about your finances as they start coming in. Build reserves and learn how to manage your business financially.

And Finally—Be Consistent

You don't need to be the smartest person in the room or have the biggest social media following but consistency is everything! You will see a gradual growth in your business as long as you remain consistent. Real estate is like a snowball rolling down a cliff, it starts off small but can grow enormously in time.

Make the calls.

Follow up.

Learn the market.

Attend the training.

Talk to people.

Market yourself.

Serve your clients well.

And then wake up tomorrow and do it again.

Your real estate license gives you an opportunity.

What you build with that opportunity is up to you.