I know it's tough. You sit in your office and see all the activity and chaos and excitement around you and wonder when you'll have some of that. You're watching your bank account dwindle and your enthusiasm fade. You might be asking "Remind me again why I signed up for this? 
"
Patience, grasshopper. There's a reason we real estate agents have enormous earning potential and it's not 'cause this job is easy. Oh, sure, it's easy for me to SAY that, now that I'm past my rookie year, but sometimes, pithy little cliche's are true. But I know you're not looking for witticisms or bumper-sticker mottos, so here's a little solid encouragement for you (at least I think it's encouraging):
The BEST Source of Business
In my experience (and I think many will agree), the easiest source of business in THIS business comes from satisfied past clients (SPC's). This is good news and bad news for our beloved rookies.
The bad news is, obviously, rookies don't HAVE any past clients, satisfied or otherwise. But the good news is... you have the time and the enthusiasm and the energy to go all out for the clients you will have over the course of your first year.
DO IT! Go above and beyond every chance you get. Don't listen to Old Fogies who advise that Open Houses are a Waste of Time or that All Buyers Are Liars or that You Should Fire a Buyer if he doesn't buy after looking at X number of homes. Service the heck out of your listings and bend over backwards for your buyers. It WILL pay off for you in the future... BIG TIME.
Then, After Blowing Your Clients Away with Your Service... All You Gotta Do is Stay in Touch
If you read much of my stuff, you know I'm a big proponent of staying in touch with your SOI, which should obviously include your past clients. However, y'know what's really cool about SOI'ing with your SPC's? If you did a wonderful job for them, it doesn't take much to retain your status as their Favorite Real Estate Agent on the Planet. A few notecards every year, a few interesting, non-salesy emails - that's really about it. You've already proven yourself to them and in our industry, being GOOD can be a bit of a rarity, unfortunately.
In the absence of SPC's, you can easily demonstrate to your Sphere of Influence (SOI) that you're an RCHB (love all the acronyms?). RCHB stands for a Reasonably Competent Human Being which means someone who is reliable, intelligent, organized, ethical and knowledgeable. Because the general public doesn't think that our job is all that hard, as long as you come across as someone who can be trusted to show up and work hard, that's about all it really takes to get business from your SOI. However, this obviously requires you to do two things:
1. BE an RCHB
2. Put yourself in the position to demonstrate your RCHB'ness to other people.
Since I'm already over 500 words, I think I'll wrap this up and continue the RCHB discussion on another blog.
But here's the thing for rookies. THIS JOB GETS EASIER! In all likelihood, your first year will be your hardest and your lowest -paying. Well, duh! As you acquire SPC's and begin to master your craft, you'll GET more business and perhaps more importantly, you'll CLOSE more business.
And guess what? It's a blast and something to look forward to!
Hard work and persistance will pay off in the long run. I tell people they need to look at as their own business and like any business, it takes time to get the word out and develop the clientele.
Sean Allen
Jennifer
It is all attitude. Your right, it will all get bettter.
Sincerely
Tom Braatz
Jennifer, wonderful post. I think if we knew how far we had to go in the beginning we would never start. Learning is constant and therefore always effective....as long as our basis is about learning...anything can be achieved!
Jennifer, knowing your post was geared towards the rookies I read it anyway, there are many things a veteran agent can also take away from these reminders..it's good to look back at what worked in the past. Steve
Great post, soooo TRUE!
I swear it gets better/easier as the time goes on, before you know it your a veteran in this field.
Everything you talk about is what most professional sales people learn when they are in corporate sales positions. Somehow these techniques haven't translated to may real estate sales people --
Hi Jennifer. Good stuff.
Ken
Nothing like the enthusiasm of a rookie's first year. The key is holding on to that and you make a good point, don't listen to the naysayers, just service the heck ouf of your listings and your clients will reward you greatly.
Now's a great time to be a rookie. I was a rookie when RE was good, and rather than needing to be a RCHB, being a BHB (breathing human being) was about all that was required to succeed. Needless to say, my rookie year was NOT my lowest paying or my hardest.
My 3rd year, when BHB's started struggling and RCHB's continued to rise to the surface, was my hardest and lowest paying. I had to learn competence (sad but true). Learning in a tough market like this is really a great advantage.
Matt - I love the concept of a BHB!!! That's hilarious!
Donna - it's so true and I'm grateful for it.
Ken - Thanks!
PCRI - Seems that way - wonder why?
Travis - it's true - and it's so much fun when you realize you aren't scared anymore (most of the time)
Steve - Glad I could help.
Jeaneane - No kidding! I don't think I'd have the energy to start all over. Gotta admire those tenacious rookies...
Great post Jennifer, seeking my FREAP designation. Sincerely, "Old Fogie"
Jennifer,
Great post for the Rookies and for those who have forgotten that SOI and a little hard work up front pays off in the long run. I loved my rookie year and couldn't have asked for a better ending to it.
Hi Jennifer,
I am new to activerain and also a new broker. I really enjoy your blog and you keep me going. When I first started in real estate everything was so negative and I appreciate your positive attitude and constant encouragement. I am also pleased to say that you were the first blog I have read on activerain. Again Thank You.
Jennifer, Not a rookie, but things can still get rockie, so thanks for the motivation! Mike
I do believe being a rookie does has its own advantages. The rookie world is "smaller" so it does mean better, faster and more attentive service. No doubt about that.
Great post, Jennifer. On Thursday I will have had my license for exactly one year. I can't tell you how thrilled I will be to have this first year behind me! It's been a great one, but I'll be glad to be rid of the 'rookie' label.
I hope it gets better...SOON!!
Thanks for this boost of energy. This rookie appreciates it.
Great Blog, Thanks for sharing. Can't wait to NOT be a rook.
Andy Laughlin