How to launch a real estate career in 2018

If you have decided to enter real estate for the first time, please enjoy the following thoughts on 5 best practices for a successful career launch.  Here is my quick credibility pitch: I have been selling real estate since I was 22 and have led real estate offices for 1/2 of my career.  I currently lead the #1 office in Zionsville, Indiana and focus on agent productivity and career development.    

This is not a reading about whether or not a real estate career is right you, rather, it is intended for those who have already decided to launch a career and need some guidance.  Here we go, I hope you enjoy. 

5 - Create your documentary  Document your journey on social media the day you make the decision to launch your career.  I call this this your "Realty Reality TV" strategy.  Posting 3 - 5 times per week about the class you are in, training you attend, tests you take, and observations you have all offer opportunities to shift your social media presence to that of a real estate professional without turning people off from poor sales posts.  

4 - Catalog your database  Without a doubt, to succeed in real estate, you will need the skills and resources to immediately begin recruiting new buyer and seller prospects into your sphere, but you will need to begin by earning the trust of your current sphere.  This would be your family, friends, previous colleagues, neighbors, and so on.  You get it.  At CENTURY 21 Scheetz, we offer a process for organizing your database by thinking very big and providing strategies and dialogues to help earn your sphere's trust quickly.  Bottom line, begin to make an Excel file with the following, First Name, Last Name, Email Address, Mailing Address, Mobile #.  That's it.  If you are missing a piece of data, add the person.  This list is never complete, so don't stall out.  

3 - Set goals You've heard it before, "When you aim for nothing you will hit it every time."  Real estate is going to be an industry of shiny object syndrome (distractions) and you may not be able to tell where you should spend your time.  Simply put, set goals and use them as guiding principles as you design your weekly calendar and RSVP yes and no to various invites. 70% of your time should be spent on income producing activities such as prospecting for leads, meeting clients, getting offers signed.  Believe me, you can be very busy in real estate and simultaneously unemployed.  

2 - Prepare to hunt  Whatever 'it' is, don't wait for it.  Go get it.  You want your first listing?  You will have to go get.  Contact home owners with a For Sale By Owner sign in their yard.  Eventually, 90%+ of these home owners will list with a broker like you.  You want friends and family from above to think of you for real estate referrals?  You will need to talk and market to them monthly to own that piece of their mind.  You want to host an open house in a great neighborhood?  Seek it out from your company's Active inventory.  Don't wait for someone to ask you to help them.  Also, people hiring an agent will be able to tell if you are a pro active hunter and it will win you even more business.  If you hesitate on this topic at all, get some extra help from your company or get out.  

1 - Iron sharpens iron The brokerage you affiliate with should be one that has a proven track record in developing new talent.  I would recommend seeking out a brokerage with a robust and dynamic training program for new agents, mid level, and rain makers all under one roof.  Again, there are a lot of empty promises out there when it comes to skill development so do your homework and ask for examples from the last 24 months.  I would also recommend assessing the company culture, if not for anything other than how agents welcome and support other new team members to the company.  This can be done by contacting agents who have also joined this company in the last 12 months.  Finally, assess how many experienced agents are joining this company or office.  This is one of those times that you may want to run with the herd.  The more experienced agents there are joining an office the better.  That is not only a testimony but it is also a sign of growth and momentum.  Energy matters.  

For more info feel free to visit or reach out to me directly. 

Jason Engle 
Senior Sales Manager @ CENTURY 21 Scheetz