If you’re new to the real estate business, one of the most challenging things to do is sell that first house. Once you have the first one down, several soon will follow. But just selling your first house is something many new real estate agents never do, since it can be exasperating and some people will quit before they even get to that point.
Here’s Some Tips on How to Sell Your First House in Your Real Estate Career:
- 1. Prospect everyday: If you are new to real estate, you don’t have a past client list to fall back on, and you don’t have very many people who even know you are in the business. Make it a point to talk to at least 5 new people everyday. Knock on doors and call anyone you can without violating the do not call laws. Make sure you also have a excellent SOI (Sphere of Influence List) that consists of anyone and everybody you know – friends, family, neighbors, etc, that you can use.
2. Learn how to Network: Networking with other business professionals can be a fantastic way to get referral business. Join your chamber of commerce or local networking group, or if you can’t find one you like, contact a few business professionals in your area to see if they would be interested in starting a breakfast club that meets once a month to swap marketing strategies and business talk. Follow up with anyone you meet in between networking events through email or a quick phone call.
3. Pick up Floor Time: Many agents despise floor time and will gladly give you theirs. I know one agent when he was new did floor time everyday. While you might have quicker results through being proactive instead of reactive, there’s no harm in answering floor time calls 2-3 times a week. I had a floor time call that resulted in a $789,000 sale, so it IS possible to get excellent leads. When not on floor time, take some time listening to the more experienced agents take calls – you’ll pick up some tactics for converting those calls into appointments.
4. Go FSBO Hunting: FSBO’s are fantastic practice, even if they don’t end up listing with you or selling their home on their own. It gets you in the habit of learning how to talk to people and follow up. It can possibly even lead to a few listing presentations. Talk with your office manager on what the most effective way to approach FSBO’s are in your area.
5. Talk to Your Office Manager: As a new agent, it’s your office manager and support staff’s job to help you be successful. In a lot of cases, they don’t make any money if you don’t make any money, so they should be more than willing to steer you in the right direction.
Starting in real estate does not usually give you instant results. But, if you do these things everyday, you should have clients within a month or two if not sooner. Stay focused, don’t give up, and that elusive first sale will come.
Those are great suggestions.
I think the biggest thing that a new agent lacks is a true depth of knowledge on the different areas of our city. We cant know it all. But seasoned agents do have a deep level of knowledge on their key areas. If I was a new agent do the following:
1. I would pick a farm area or several areas of interest and I would go on the realtor tour every time they came up. In most cases this is once a month. This would give the agent more insight into the subtle nuances of the neighborhood. That way when you talk with a buyer you have an "authentic voice". You aren't just trying to "fake it til you make it".
2. Find agents who will allow you to hold an open house for them in the neighborhood of your interest area. Typically-- this agent would be an agent who does not farm that particular area but who somehow got a listing. Agents with vacant listings may be more likely prospects for this. We all know that open houses dont sell houses. But they do introduce agents to potential buyers and sellers. Choose your open house carefully. Homes located within a short distance from a major intersection tend to get more traffic from signage than an open house in a remote area.
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