Your First Day In Real Estate

Your First Day In Real Estate 0080 The 80 20 Rule

Your First Day In Real Estate 0079 Door Knocking

James Festini's Real Estate Trainer and Coach Website

James Festini's Real Estate Trainer and Coach Website

Your First Day In Real Estate 0078 Apps for IOS and Android

I had a listener call in today and ask about the process of interviewing offices. I must admit that I had a slight advantage when I started in this business because I was already working under my parents long before I had a license. I remember sitting with them at open houses doing my homework or waiting in the car as they went on presentations. I was doing some cold calling for leads and doing their data entry and helping them with their contact manager. It wasn't long however, after I got my license, that I was getting too big for the family and I wanted to break off on my own and prove that I was not just a fluke. I wanted to go out and be number one by myself. I remember going into different offices with an expectation and a list of demands and you know what? I got them. I would like to think that times have not changed and that mangers and brokers are still eager to hire anyone with a good attitude and self-esteem regardless of their history. It would seem as if it would make more sense to hire someone with those character traits than someone who may be tainted by knowledge or experience. Once an agent is in the business for too long they become battle worn and begin to form opinion of what works and does not work. Worst of all they stop learning. Knowing what I know, I can certainly appreciate an agents desire to find out if the grass is greener on the other side. There may come a time where you will wonder if there is a better path, one that can take your real estate career to the next level. Maybe you are sick of seeing all of the deals going to the manager’s buddy or perhaps the advertising budget is going to print and not inline. They might even still be using dial up for internet connection. (Trust me they are out there) Whatever it is that makes you wander, you’d better be damn sure that you are prepared to put on your confidence suit and hit the streets. If you have in mind two or three companies I recommend that you find out who is number one. If number one also has the number one agent in town then I do not recommend you go there. Here's why. If the number one agent has a grip on the market share, every time you market with the company logo, there is a good chance that the area will think of them first. Every time you solicit a listing they may tell you that they already are considering that person. Then you really have no objection handler because you can’t possibly be better. They are number one. So I suggest you break new ground and go to the number two company in the area and be number one there. Your marketing efforts can go head to head and you are able to point out your strengths vs. their companies weaknesses. The only exception to the number one rule is that if you see that the number one agent is only number one because there is no one able to know them down. Be that person. So many times I have been at an appointment where the client mentions that they cannot stand number one and how they bring down the prices or whatever. The next recommendation is to find out if they have a designated farm. One time I went into the biggest company in town and ordered cards and set up my MLS and was ready to go. At the first office meeting I met all of the agents and then found myself in the back room with the manager. I looked over at the wall and noticed a large wall map with a bunch of colored territories with names on it. I asked about it and the manager said that those were protected farms.... HUH? I said," Wait a second, are you saying I cannot cold call, door knock or mail out to these areas?" He said, "That’s right." I looked him dead in the eye and said," I have made a huge mistake, I need my license back." I left that day. There was no way anyone was going to kick me out of a territory based on a tap-tap rule. Especially when one area that was taken was where I lived. Awe, Hell No. I know that a lot of new agents go gun ho for companies that will offer 100% splits but I say agent beware.

I had a listener call in today and ask about the process of interviewing offices. I must admit that I had a slight advantage when I started in this business because I was already working under my parents long before I had a license. I remember sitting with them at open houses doing my homework or waiting in the car as they went on presentations. I was doing some cold calling for leads and doing their data entry and helping them with their contact manager. It wasn't long however, after I got my license, that I was getting too big for the family and I wanted to break off on my own and prove that I was not just a fluke. I wanted to go out and be number one by myself. I remember going into different offices with an expectation and a list of demands and you know what? I got them. I would like to think that times have not changed and that mangers and brokers are still eager to hire anyone with a good attitude and self-esteem regardless of their history. It would seem as if it would make more sense to hire someone with those character traits than someone who may be tainted by knowledge or experience. Once an agent is in the business for too long they become battle worn and begin to form opinion of what works and does not work. Worst of all they stop learning. Knowing what I know, I can certainly appreciate an agents desire to find out if the grass is greener on the other side. There may come a time where you will wonder if there is a better path, one that can take your real estate career to the next level. Maybe you are sick of seeing all of the deals going to the manager’s buddy or perhaps the advertising budget is going to print and not inline. They might even still be using dial up for internet connection. (Trust me they are out there) Whatever it is that makes you wander, you’d better be damn sure that you are prepared to put on your confidence suit and hit the streets. If you have in mind two or three companies I recommend that you find out who is number one. If number one also has the number one agent in town then I do not recommend you go there. Here's why. If the number one agent has a grip on the market share, every time you market with the company logo, there is a good chance that the area will think of them first. Every time you solicit a listing they may tell you that they already are considering that person. Then you really have no objection handler because you can’t possibly be better. They are number one. So I suggest you break new ground and go to the number two company in the area and be number one there. Your marketing efforts can go head to head and you are able to point out your strengths vs. their companies weaknesses. The only exception to the number one rule is that if you see that the number one agent is only number one because there is no one able to know them down. Be that person. So many times I have been at an appointment where the client mentions that they cannot stand number one and how they bring down the prices or whatever. The next recommendation is to find out if they have a designated farm. One time I went into the biggest company in town and ordered cards and set up my MLS and was ready to go. At the first office meeting I met all of the agents and then found myself in the back room with the manager. I looked over at the wall and noticed a large wall map with a bunch of colored territories with names on it. I asked about it and the manager said that those were protected farms.... HUH? I said," Wait a second, are you saying I cannot cold call, door knock or mail out to these areas?" He said, "That’s right." I looked him dead in the eye and said," I have made a huge mistake, I need my license back." I left that day. There was no way anyone was going to kick me out of a territory based on a tap-tap rule. Especially when one area that was taken was where I lived. Awe, Hell No. I know that a lot of new agents go gun ho for companies that will offer 100% splits but I say agent beware.

James Festini's Real Estate Trainer and Coach Website

Your First Day In Real Estate 0076 Effective Follow up

Real Estate Sales Trainer and Coach 0075 Some Objections to Overcome

Keeping it simple. -I answer a listener who called in with a question to the hotline at 951-821-8022 -Taking examples like In-And-Out and McDonalds for thier use of good branding -How Chef Ramsey uses a huge menu to be able to refine a great menu -I tell a story about a terrible sign in my hood - I look at a few business cards to critique thier look and brand -Discuss the website branding and mention my bluehost link to get a website   -

Real Estate Sales Trainer and Coach 0073 Overcoming Obstacles

Real Estate Sales Trainer And Coach 0072 Getting Your Head Out of Your Butt

Real Estate Sales Trainer and Coach 0071 Time Blocking

Tips for developing a good character Character 1. Be Honest. Tell the truth; be sincere; don't mislead or withhold key information in relationships of trust; don't steal. 2. Demonstrate integrity. Stand up for your beliefs about right and wrong; be your best self; resist social pressure to do wrong. 3. Be loyal. Stand by family, friends, employers, community and country; don't talk about people behind their backs. 4. Keep promises. Keep your word and honor your commitments; pay your debts and return what you borrow. 5. Be responsible. Think before you act; consider consequences; be accountable and "take your medicine". 6. Be kind and caring. Show you care through generosity and compassion; don't be selfish or mean. 7. Pursue excellence. Do your best with what you have; don't quit easily. 8. Be fair. Treat all people fairly; be open-minded; listen to others and try to understand what they are saying and feeling. 9. Treat all people with respect. Be courteous and polite; judge all people on their merits; be tolerant, appreciative and accepting of individual differences. 10. Be a good citizen. Obey the law and respect authority; vote, volunteer your efforts; protect the environment.