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What You Should Be Doing Your Second Week in the Business

Oct 9, 2013

Posted by

Carla Cross

About Carla Cross, CRB, MA International speaker, trainer, and coach specializing in career development, business planning, brokerage management, leadership, and instructor development. What sets Read more

In an earlier article, I showed you the actions you should take your first week in the business. The article below is excerpted from my new book for pre-licensees and new licensees, What They Don't Teach You in Pre-LIcense.

Here's what to expect your second week in the business.

Why these articles? Your first month sets the tone for your business career. If you start wrong or slowly, you build poor habits and may never recover. So, be sure you've chosen the right office and manager, and you get off to a great start.

Implement your Business Start-Up Plan

You've spent your first week in orientation and previewing properties. Now, you're ready to hit the ground running to jump-start your real estate career. You should start your lead generating now, devoting two hours a day, five days a week. Why? Because you want to generate lots of potential clients so you can choose the best ones. If you don't have a complete business start-up plan, see my new 4th edition of Up and Running in 30 Days. It will tell you what to do, when to do it, how to do it, and how much to do. It's the only prioritized business start-up plan out there that's proven to get you results.

Do You Have a Coach?

I hope so. It's so easy to get off-track, and so many distractions. Your coach will help you avoid those distractions and focus on your goals. Meet with your coach at least 3 times this week to assure you’re starting your business to production fast. 

Some Activities You May Be Asked to Do—or Want to Do

 Shadowing: This literally means following a seasoned agent as he/she does his/her business. Typically, you would shadow an agent doing a listing presentation, a buyer presentation, or presenting an offer. Is it a good thing to do? It depends on the abilities of the agent. If you decide you want to shadow, find out:

  • What format the agent is going to use; is it a format that you will or have been trained to do (like an approved listing presentation)?
  • What’s the point of the shadowing?
  • Will you get coaching on your own presentations as part of the shadowing process?
  • What are you expected to provide in return?

 Shadowing provides a ‘model’ for you. Be sure it’s a model you want to emulate! 

What Your Training Priorities Should Be

Most companies have company training programs, or programs they recommend. You should attend. But, more than that, there are specific training priorities you need in your first month in the business (and as soon as you can get them). These are:

  1. Lead generation communication skills: You need to learn, and practice the skills of lead generation so you can begin to generate leads (which lead to appointments which lead to clients which lead to SALES!)
  2. Buyer and seller presentations: You should be given these presentations and should practice them. This includes qualifying buyers and sellers.
  3. Business planning skills, including a business start-up plan—you should have a course that teaches you the basics of how the numbers work, and gives you a method to set your goals and keep score
  4.  Principles of Agency and how to explain agency to a seller or buyer
  5. How to complete a listing agreement and explain it to a seller
  6. How to write a purchase and sale agreement and explain it to buyers and sellers

Why these priorities? Because these either put you right on the sales path, or provide the technical information you need to support those sales activities.

What About Everything Else?

What about all the rest of the knowledge you don’t have and are afraid someone will find out you don’t have? Don’t worry. You will be able to learn as you go. But, if you avoid getting into the field and meeting potential clients, you won’t need to worry about learning more. You’ll be out of the business…..

Priorities, Priorities, Priorities

You're in real estate to sell houses. You're not there to get educated, to play computer, or to preview pretty homes. Keep your priorities right and you'll be in real estate--and thriving--next year.

Do you have a plan for your second week in the business? When are you going to hit the ground running?