Paperwork Overload

I don’t know why I hadn’t thought of writing about this subject until now.  When you first get into the real estate business, one of the areas that will make you feel entirely overwhelmed is the paperwork.  Which papers should you use for different transactions and how do you fill them out?

When I started working, the paperwork overwhelmed me to the point that I wanted to bolt for the door.  There just seemed to be so much to know and so many papers to fill out at a time.

I am here to tell you to relax.  The fear goes away fairly quickly.  The best advice I can give you is to have a template of each type of basic transaction.

My manager is incredible.  Once a week she will gather the newer employees and teach us how to fill out a new form.  She walks us through the paper and tells us what each paragraph means and what should be filled in in that spot.  Because I got this training, I was able to put together some files with example forms already filled out.

If I have a listing appointment for example, I now have a folder with all the things I will need.  In the front of the folder is a checklist detailing the items I will use for the appointment.  I also have a list of things I will need later if the appointment goes well and the property is listed.

I have my templates that I look over to refresh myself on what each part of the paperwork means and what needs to be written in each spot.  I also do some preliminary filling in of items that aren’t as important but cut my time down at the appointment.

I like to feel relaxed and confident when I go on an appointment.  If items like our office address and the address of the home I’m visiting are already filled in, I don’t feel as overwhelmed by the amount of items that need to be filled in.  It may sound strange, but it’s a bit of a mind game that I play.  The more I am able to fill in ahead of time, the less I see that needs to be explained on the form.  My confidence is raised because it looks easier to explain 5 items than 10 (for example).

When it comes to going through the paperwork, for me it seems that once I go over it once, I am good to go the next time around.  What seemed so difficult all of a sudden seems like no big deal.  I promise this will happen with you too.  Just hang in there and know that you will be confident in no time.

 

Now This is How to Network!

Yesterday was one of those days that I considered to be successful as far as networking goes.  I worked from home yesterday.  I didn’t have any appointments, so I used my day to tweak my social media sites, write a post on my blog and do some emailing with some October housing news.

I received an email from a client I had worked with for about a month.  This client was looking to rent a home and we saw each other almost daily.  In the end when a home was found and a lease was about to be signed, the client got cold feet and decided to look into renting an apartment instead.

Yes, it was a lot of work with no results.  From my point of view though, it was another person to get to know, helping me to get my name out there.  Well, my perspective turned out to be a good perspective.  The client and I had a good rapport and ended our working relationship on good terms.  The email I received thanked me and mentioned that she had had a great experience with me.  I was offered an opportunity to help a family with their relocation needs through a referral the client provided.  Not only was I flattered, but I was relieved to know that the client really did feel that we worked well together.  It wasn’t just my point of view.

I had another referral come in for an area of the state that I don’t work in.  I passed the referral onto another realtor who I know and who does a terrific job.  The realtor were thrilled and asked what area I worked in exclusively so that she could send some business my way.  Our areas don’t overlap, and she has been in the business for years.  This could be a great connection for my business.

Last night I went up to the local high school.  I am co-chair of a committee working on the senior all-night party. I met four new people who I would be working with exclusively.  Instead of writing my contact information on a piece of paper, I gave them my business card.

I think about what my career will look like in a year if I am able to connect that well on a daily basis.  Flyers, emails and phone calls are one thing.  Personally I feel the best way to expand your business is to get personal.  There’s nothing like connecting with people in person or reaching out to those you know on an acquaintance level and get to know them better.  Most importantly to me though, I want to build my relationships in an honest and authentic way.

When I contacted the realtor with the referral, it wasn’t to see what she could do for me.  I knew I couldn’t help this customer, but I still wanted them to have a good experience.  I also wanted to give someone else I knew and admired an opportunity to get more business.  If I couldn’t help, why not pass it to someone else who would be fantastic with this customer.

When I went to the meeting, I had no plan to hand out business cards.  If I had gone around just passing them out, I would have looked ridiculous and shallow anyway.  I had an opportunity to share contact information and handing out my card was just the most efficient and quickest way to pass on the information.  Being able to advertise my services was just a bonus.

So looking down the road, I am getting a better idea of how I want my business to flow.  For me and my style of handling my business, it means getting out into the community and participating.  It’s what feels best to me.  I feel lucky to have a job where promoting myself means to go out and have some fun while doing some good work for others.  It’s a feeling of satisfaction in a way I have never felt with the past jobs I have had over the years.

 

What a Whirlwind Week!

For anyone keeping up on my progress, I’d like to give you a peek at my busy week.  I have been working as a real estate agent for a few months now.  All of the initial prep is starting to pay off.  Seriously, if you are getting into this field, take a good chunk of time to really get your name out there.  I have advertised myself to family and friends, the community I live in as well as a few communities surrounding my city.  I have passed out incredible numbers of flyers and have left stacks of flyers at the local community centers in the area.

I have spent an incredible amount of time spreading my name around through as many social websites as I can find.  My name and information is on Trulia, Zillow, Twitter, Facebook, 2 Blogs, The Oakland Press, Digg, Tumblr, Reddit, Pintrest, Quora and so forth.  if you google me, I have pages of links.

I am starting to get emails from people who have found me online or through advertisement I have handed out.  It does work, but it does take some time.  I would say that having been in the business for such a very short time, it has been great to see results as quickly as I have.

This week, I connected with 5 new potential clients.  I went on several appointments to view homes and it looks like I am about to close on a lease.  I also went on a listing appointment and have a couple that are having me sell their house..

The hours were long this week.  Most days I was on my computer by 6:30am and wasn’t done with work until around 8:00pm each night.  Saturday and Sunday I had a chunk of time working a floor shift, going on appointments and listing a home.

Busy has been a good thing, and I wouldn’t change it for anything.  It’s remarkable how quick you really do pick up on the information you need.  It’s hard to believe how much has changed in such a short time, but it is a very satisfying feeling.  Working in real estate is a lot of fun, rewarding and something I am happy to be doing.  if you are in the beginning stages of a real estate career, just keep plugging along.  Things change quickly and sooner than you know it, you are well on your way.

 

What a Typical Day Looks Like

Enough time has passed since I began my career in real estate that I can say I’m cruising along.  My calendar has begun to fill up for the following week before I’m halfway there.  It’s good to see the progress.  Below is a basic example of a typical day.  For those of you who are thinking of a career in real estate, you might find this information rather interesting.

6:00am  At this point there is a definite routine emerging.  Each day begins with a check of my emails.  Next I am going over and planning my day.  Many mornings I will spend this time writing a post for my blog as well.

7:30 am  Drive the kids to school.  Once back home, I have some breakfast, take a shower and pack a lunch.

8:30am  Go to the office.  Check email and voicemail.

9:00am  Morning meeting.  Meetings are a time to learn about several subjects.  We have had meetings on how to make the most of your week, short-sales and how to fill out some of the more complicated paperwork.

10:30am  Check email and voicemail.  One on one meeting with my supervisor.  We will go over what transpired during the previous week.  This is my opportunity to ask questions and get guidance on how to handle particular situations.

11:30am  Check email and voicemail.   Printing any paperwork I need to gather for appointments or for passing out flyers for the day.

12:00pm  Lunch.

12:30pm   Check email and voicemail.  Appointments, passing out flyers, or prospecting by phone, email or in person.

3:00pm  Pick up kids from school.

3:30pm  Check email and voicemail.

4:00pm  Make dinner.

5:00pm  Have dinner with the family.

6:00pm  Check email and voicemail.  Appointments or prospecting by phone or email.

8:00pm  Last check of email and voicemail.  Schedule appointments for showings.  Plan out next day.

I have to admit my day is possibly more extended because I work around the kids schedule.  Each realtor will have a schedule fairly different from each other.  That is probably the best part of being a realtor though.

 

The Best Part of This Job

I have been fairly busy recently trying to find some good housing for a few different clients to rent.  I have one client who is looking to get out of an apartment and into a first home ever for her and her family.  This client knows what city she would like to live in and how much she can afford to pay in rent.  Her only requirements is a yard for the kids to play in and some space inside the home so the family can have people over to visit.

Another one of my clients is going through a personal life experience requiring them to start over in a new home.  Although the situation is not ideal, they are excited to start over fresh in a new home that they can be excited to call home.

Both of these clients are renting a home.  The vast majority of people who have been contacting the real estate office recently are looking to rent.  Most homes are going for $1,000 to $1,200.  This seems to be the average amount that people can afford to pay per month.  Homes are being rented out in this price range as soon as they hit the market because of the demand.  Finding a good home as it hits the market is challenging, but rewarding when you find the home that thrills the clients you are working with.

The best part of my job is to hear what is going on in someone’s life and to help them find a place to live that they can love and call home.  I love that I can help a family settle into a home so that their kids can have a yard to play in.  It makes me feel good to see someone go through a tough time in their life, yet become excited over the possibilities laid out in front of them.  To be able to see these people make a move that will change their life in such a positive way makes my job the greatest most satisfying job I could ever ask for.

 

An Added Perk to This Type of a Career

This might be a minor point to many of you, but for me, it’s a big deal.  It’s flu season.  I had to stop into the office for a few hours to work on floor calls.  All around me were people sneezing, coughing and blowing their nose.  I couldn’t wait to get out of the office.  Then it hit me, I can get out of the office.

I love the flexibility of my job.  I especially love that I don’t have to sit in a germ filled environment if I choose not to.  I have a low immune system and have always been a bit sensitive being around those who are sick.  If you are sick, I wish you would just stay home.  Honestly, I dread being around someone’s illness because invariably, I will end up with whatever you are carrying around.  I have tried the flu shot and let’s just say it didn’t go over well.  i will not be getting the flu shot again, but that’s just me.  My best defense, therefore is to just avoid sick people the best I can.

So I’m curious, how you feel about working in an office with people who come in sick.  Also, if you are in the real estate business, what are the perks of the job that you really enjoy?

 

Taking Charge of My Style

In the last post I wrote of finding your personal style.  Staying true to yourself in my opinion makes the difference between a successful salesperson who will enjoy their career for many years and the robotic salesperson who will dread their job and burn out quickly.

Since firmly deciding that I would concentrate on my own voice and what I know works for me, I have been feeling more comfortable and excited again about my career choice.  I have to admit, I was losing my focus and enthusiasm from a forced effort to accommodate my trainer’s ideal of the “proper” way of cultivating a sales career in real estate.  Their way of going about gaining clients might very well work for them, but it made me feel slimy.

I have spent the week reworking my schedule and tweaking some things to announce that I am a real estate agent smartly without any sales pressure attached to it.  The first thing I did, was to put in a good signature on my emails.  Sounds obvious, but it was something that was never discussed in my program, but carries a definite punch.  I made sure that my signature contained the name and address of my office, my cell number, email address and personal website.  I also made sure to include my picture.

I got to see the power of this unassuming way of advertising when I wrote a few emails this week.  One of the emails I wrote was to a group of parents at the school regarding a volunteer opportunity.  It was wonderful to be able to announce what my career was to my target audience in a way that caused no one any amount of uneasiness.

This week has been my volunteer week.  To get out in front of people is priceless.  On top of that, I get to enjoy what I’m doing.  Volunteering feels great.  I love being able to do something good, enjoy how I’m spending my time and mention what I do for a living in the most unassuming way.  This weekend I will be volunteering at a city event.  My sales pitch is nothing more than some brightly colored football schedules printed on some heavy-duty card stock.  In the top corner of each schedule is my picture and office information.  That’s it!  $14.00 for 250 sheets of card stock, .25 per colored copy, total spent, $26.50.  Truly an easy sales pitch with a very minimal amount of money spent.  I will have a pile of free schedules at the information booth I will be working.  No mention of the schedules will be made.  People can take one if they are interested.  If it creates a conversation, great!  My picture is on the schedules so it is obvious that I am the realtor.

This brings up a point I’d like to touch on briefly.  I am very careful with the amount of money that leaves my pocket.  I know some agents who have spent a fortune on fancy products to make them more efficient and systems to help them increase their sales.  They have done no better gaining leads or making sales than me.  I have spent to date just under $50.00.  Besides the card stock, there was some office supplies I bought (because it is your own business in a sense and office supplies are up to you).

In the end, as I am wrapping up my week, I am feeling good about my decision and my new plan of action.  I have a feeling of excitement which will translate to a happy, confident person when faced with potential customers.  I will let you know how this new plan of action works out.  I hope my experience has helped you consider how you would like to approach your own potential customers. Also, please think carefully about purchases you make and if they are really worth it.

 

Finding the Needle in the Haystack

Working in sales as a Real Estate Agent is different from the sales jobs I have encountered in my life.  To say I am in a place where I am fighting to get through all sorts of uncomfortable feelings is an understatement.  I used to sell wine and spirits to local restaurants, country clubs and bars around town.  I loved my job and was rewarded for my hard work and honest nature with a good list of clients and productive days of selling my wares.  Real Estate is the exact opposite of my old sales life.  When I was selling wine and spirits, I would go into a restaurant and have an easy time getting to the decision maker.  It was expected that I would be popping in to represent my company.  I had items to offer that were in demand and needed at each place I went.  Seriously it is the rare restaurant that won’t buy Absolute Vodka from you.  It’s too popular and a needed item that most places will carry.

Even if I went to a restaurant that bought exclusively from another vendor, it wasn’t to hard to get a special red and white wine of the week placed in the establishment.  I could make up some nice cards to insert in the menus recommending the wines and usually it was enough to establish the beginnings of a long-term relationship.

In Real Estate, I never realized that you would be chasing after a potential client.  The main form of contact is cold-calling.  I have never had to cold-call.  Well, I’ll take that back, I would call a newly opened restaurant to set up an appointment to come in, introduce myself, and help the new business stock its shelves with our products.  These places expected you to call, so I wouldn’t really label it a cold-call.

There are a few ways to get business through a cold-call.  This last week I was tasked with calling on people who had expired listings.  Basically, they had their home on the market, the contract with the Real Estate Agent ran out, and I was calling to see if they would like to relist their property with me.

Sure, it sounds simple enough, I mean if one Realtor couldn’t get the customers for the seller, maybe I could get some movement on their home.  It should be easy enough, I mean the seller had already decided to list their home so it should be a no brainer.  Well, it’s not quite that simple.

As I went down the list of potential clients, I found that the majority of phone numbers were disconnected, a fax machine (I’m not kidding), or an answering machine would come on saying that the messages were full and there was no way to leave a message.  The remaining people had either decided not to sell after all, had sold their home (and it had been marked down incorrectly on my expired listings list) didn’t live there, or had not lived in that home for some time.  There was not one positive call out of the bunch.  Either I couldn’t get through to the person, or I got the quick explanation followed by the phone being hung up.

This week I will have a one on one meeting with my manager.  I will have to tell her that I was unable to even get an appointment with a potential client.  I feel horrible thinking of going in front of her and admitting that nothing of any significance happened in the last week.  All I can do is get over it and keep pushing ahead.

 

Sometimes the Stories you Hear will Break your Heart

Recently it seems that the people I have been speaking with are all in bad situations financially.  Honestly, these stories have been breaking my heart.  I spoke with a family who owed more on their mortgage than what their home was worth.  This family wanted to sell their home and buy a cheaper place to live with a smaller mortgage payment.  They were stuck because they had hoped to use extra money from their current home as a down-payment towards a new place to live.

I have talked with several people going through foreclosure, panicked about finding a place to live.  Because of the foreclosure, their credit is shot.  Because their credit is shot they are terrified no one will rent to them.  They have a family.  There are children who have had the same home, neighborhood, school system and friends.  The parents are broken over having to tear their children out of the place they have called home for so long.  They have no idea where they will go or if they will have a roof over their head.

I got a floor call recently from a man who said that he just needed a place for him and his son to lay their heads at night.  I had asked him for an email address so that I could send him some information.  He didn’t have an address.  I hadn’t realized it, but he was homeless.  All I could think was how horrible I felt for him and his son.  I worried about his son and wondered how old he was and how they were getting by.

Rentals are the big thing these days.  People can’t afford a down-payment on a mortgage.  Most have credit that is pretty roughed up.  Because of the demand, rentals are going for higher and higher prices.  The average rental home with three bedrooms in Oakland County is going for an average of $1,300.  With many jobs offering minimum pay, where are many of these people going to find a place to live?

This is the rough part of working as a Realtor, at least for me.  If you are thinking of becoming a Real Estate Agent, there are going to be some great enjoyable moments, but there will also be a lot of sad stories, especially since the economy tanked.  I wish all the best for those going through hard times.  For those who are doing well, I hope you know how fortunate you are.  For those who are struggling, please know that you aren’t alone.  There are many families out there going through the same hard times.  For those reading this post, if you know of any place offering assistance to those who need help with their home, food, jobs etc… please leave the information in the comment section.  Hopefully someone will read this post and get some help if they need it because of the information you left.  Thank you.

 

Stay Focused and Confident in Your Pursuit Toward Success

I was in the office yesterday and had a one on one meeting with my manager.  We went over what I had been working on for the last week.  I talked to her about what worked, what didn’t, we discussed how to tweak my approach and  what my goals would be moving forward.  I spoke openly about feeling like I had hit the wall and felt stuck.  I don’t know what it is about speaking your mind, but being honest about where my head was at seemed to help me shake off that stuck feeling.  I felt propelled forward and re-energized to make another stab at the process.

After the meeting, I was talking with one of the agents who has been working a few months longer than me and is staying quite busy.  She provided me with some encouragement and a chance to hold her beloved lucky charm (a gold four-leaf clover with an emerald on it laying loosely inside a black mesh bag).  The agent swears by the luck associated with this charm whenever she needs a boost.  I had held the charm one time before and felt that my luck had improved as well.  Who knows what the true power of that charm is, but it does help in recreating a sense of confidence.  No matter, I won’t knock it (I’m willing to try anything that gives me a feeling of increased power over my situation.

My day continued on and as luck would have it, I picked up the opportunity to host two open houses that some other agents were planning, a slot taking floor calls (from an overloaded agent) and went to a showing where I picked up two possible clients.  Say what you will, but my luck was changing.

By the end of the day, my dismal mood had changed dramatically.  I went from feeling as though I had hit bottom to a renewed sense of purpose and determination.  This is the life of a Real Estate Agent.  The lesson that I learned was that you can’t let your emotions get the best of you.  Keep moving and try different techniques to get to your goal.  Eventually you will see a shift from your effort and it usually doesn’t take long at all for things to look brighter again.