We all talk about how tough a new agent's rookie year is, but once they've survived those 12 months, they're good to go. And in the old days, I would agree. I sold 25 houses in 1997, 35 in 1998 and close to 50 in 1999. So, by the end of my third year, I'd sold over 100 homes and most of my surviving rookie friends (the ones who started the same time as me and were still in the game) had similar track records. I think it's safe to say that once you've sold 100 houses, you probably have a pretty good idea what you're doing (although every day almost always STILL gives me a learning experience or two!)
But the rookies and first-year agents I've been talking to lately have a much different experience. Most sell fewer than 5 houses their first year and maybe double that in their second.
I met with a 3-year agent the other day who has only sold 19 houses in his career and seems moderately happy with that. What struck me about this 3-year agent was how inexperienced he came across - I was trying to help him negotiate multiple offers on his listing and was stunned at his level of, (how else can I say it?) incompetence. He'd never heard of a back-up offer or understood the issues that might arise with an FHA loan on a fix-up property. He thought he was supposed to take down his For Sale sign and lockbox as soon as his listing went under contract. He hadn't yet selected a preferred title company to work with. He didn't know that he had to change the status from "Active" to "Under Contract" in the MLS within 24 hours of accepting a contract.
I can see how a brand new agent wouldn't know any of these things and you don't call that incompetence - you call it inexperience (and hope she has good broker guidance). But all of these things were issues I learned about in my first year - and by my third year - heavens - this was kindergarten-level stuff! But it all seemed new to him.
First and second year agents - how comfy do you feel in your REALTOR skin and at what point did you start to feel that you could handle pretty much anything tossed your way? Or DO you feel that way yet? Old Fogies - is my experience unique? Or did our "generation" have a better opportunity to get up speed faster?
The Rookie Boot Camp for Agents Who Want to Sell with Soul!
