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WHY AND HOW TO BECOME A REAL ESTATE AGENT Attributes of a Sales Associate · Expectations · Real Estate Schools The Real World of Real Estate: Is Real Estate for You? ADVANTAGES | | DISADVANTAGES | • High income potential | | • No guaranteed income | • High income potential | | • Pay your own expenses | • Job satisfaction | | • Unpredictable hours | • Independence | | • Weekend work | • Flexible hours | | • Requires continual education | • Variety of activities | | • Highly competitive | • Close to home | | |
Attributes of a Sales Associate - LIKE PEOPLE -- Constant exposure to people with problems (all buyers and sellers are facing a new problem) means you must basically like working with people to achieve their goals.
- EMPATHY -- While you must like people, you must understand the difference between empathy and sympathy. (i.e. The difference between jumping into water with a drowning man and understanding his situation and throwing him a life line.)
- EGO DRIVE -- The need to do whatever you do the best you can. Ego, drive is another term for pride.
- SELF STARTER - AMBITION -- Real Estate is a business where results bring commissions, but there is not a salary for just “showing up”. If you organize your priorities and keep your objectives clearly in focus and apply a consistent work ethic, you are a candidate for success.
- PATIENCE -- You’ll need great patience to cope with this “hurry up and wait” business. If inconsiderate people make you lose your composure, be careful.
- THIRST FOR KNOWLEDGE -- Our business is constantly changing - you must want to continuously learn and grow.
- GOOD LISTENER- COMMUNICATE WELL -- The emphasis is on listening, not talking! The idea that a “fast talker” is a good salesperson is false in real estate. Quite the opposite applies. Communication is the ability to speak well and not only listen, but also truly hear what your client is saying.
- FINANCIALLY SOLVENT -- The pressure of unpaid bills can be the downfall of a new Sales Associate. While financially motivated associates are fine, we find that since it often takes up to six months for someone new to real estate to make a sale, have a closing and commission to paid, it helps to have some savings to tide you over.
- TEAM ORIENTED-- The real estate salesperson is self-employed but not isolated. Sales associates are by nature enthusiastic and emotional. The entire office can be influenced by one negative. “Team Player” takes on a new meaning in this environment.
- EMOTIONAL STABILITY-- The nature of our business is much like the Olympic Games. Each day brings the thrill of victory or the agony of defeat. Those who are able to recover quickly from lost sales and listings and who can also accept success without becoming “poor winners” will prosper and endure.
- PHYSICAL STAMINA-- At the end of a long day, after many showings, missed meals, and mental stress, a Sales Associate many find themselves facing a Seller to present an Offer that can mean the difference between success and failure. Selling real estate is a physically demanding profession.
- TOLERANT PARTNER -- While last on our list, it is perhaps the most important. Without the confidence, support, trust, and understanding of your partner, the new Sales Associate is working against insurmountable odds. A clear understanding of the hours, commission arrangement and demands of the real estate business by both you and your partner are essential to your success.
CENTURY 21 Regan Realtors - Sales Associate Expectations PURPOSE: To list and sell real estate, to do it in a way which results in a satisfied customer/client, and to make a profit for yourself and the company. GUIDELINES: PROSPECTING ACTIVITIES - Prospect continually - devote 30% of your working hours to prospecting
- Target marketing and continual development of Sphere of Influence
- Conduct Open Houses (especially important for new associates to grow their business)
- Up-time (floor time, approx. 8-10 shifts per month)
- Listing and Buyer appointments (two per week recommended minimum)
- Follow-up with each phone call and appointment
- Phone prospecting
- Face to face prospecting
- Give out business cards everywhere you go
- Farming and mail campaigns as approved by Owner/Broker including letter, inserts and followed up by phone calls
- Maintain a client/customer data base and contact prospects on a consistent basis
GUIDELINES: EDUCATION - Attend Board training programs, mandatory and elective courses, orientation to Board
- Learn to use the Multiple Listing Service computer software
- Learn how to appropriately utilize the CENTURY 21 Regan Realtors Listing Presentation
- Access available online courses provided by Century 21 Real Estate LLC
- Read appropriate magazines, newspapers, books and listen to tapes
- Study the Code of Ethics and be thoroughly informed of all legal considerations
- Attend sales meetings, training sessions and office tours
- Diligently visit and learn about every CENTURY 21 Regan Realtors exclusive listings
- Learn our competitors’ inventory as well as builders’ inventory
GUIDELINES: OTHER DUTIES - Prepare Comparative Market Analysis
- Show Property
- Complete required paperwork on a timely basis
- Follow up with Buyers, Sellers, Closings, etc. (Professional Persistency)
- Attend Closings
- Weekly communication with your Sellers and Buyers
REAL ESTATE SCHOOLS American Real Estate Academy
771 Main Street
Waltham, MA 02154 781-893-2832
Cape Cod Courses offered at The Ramada Regency, Rt 132, Hyannis, MA
Every first Friday of the Month (one Day) 12 hours
Cost: Call for current rates Bay State Academy
P.O. Box # 357
Athol, MA 01331 508-832-0610
Cape Cod Courses offered at Radisson Inn, Rt 28, Hyannis MA 02601
Every Month
Cost: Call for current rates Cape Cod Community Collage
Rt 132
Barnstable, MA 1-877-846-3672
Once a month on a weekend
Cost: Call for current rates Statewide School of Real Estate
178 E Falmouth Highway
E. Falmouth, MA 1-800-698-1152
By appointment to watch video’s
Cost: Call for current rates Sandwich Community School
Quaker Meetinghouse Road
Sandwich, MA 02537 508-888-5300
(4 nights) Tues-Thu/Tues-Thu
Cost: Call for current rates National Real Estate Studies
38 Rt 1341
S. Dennis, MA 02660 1-800-856-2690
Evening & Weekend Courses/every Month
Cost: Call for current rates Candidates may Call 800-274-0501
To make an exam reservation after completing Pre-license course. Where to take the Exam? Code 0268 Worcester Thursday through Saturday
Code 0269 Boston Tuesday through Saturday
Code 0270 Woburn Tuesday through Saturday
Code 0272 Springfield Friday through Saturday
Code 0273 N. Dartmouth Wednesday through Saturday
This site provides information about Mashpee, New Seabury, and Popponesset Real Estate for sale or for rent on Cape Cod, also properties for sale or rent in Bourne, Falmouth, Woods Hole, Sandwich, Cotuit, Marstons Mills, Osterville, Centerville, Hyannis, Hyannisport, Barnstable and all areas of Cape Cod, and the South Shore of Massachusetts. This includes specialty properties such as waterfront homes, golf condo's, golf front properties, new homes, new construction, condominiums, oceanfront homes, 1st time home buyer properties, land for sale, lots for sale, vacation homes, summer homes, cape cod rentals, summer rentals, cottages, waterview, waterfront, steps to beach, luxury homes, and second homes for the discriminating buyer. By entering this site the viewer is acknowledging that the information, opinions, calculation forms, and links are provided the viewer free of charge. The information provided on this site has not been verified, is not guaranteed, and is subject to change. Therefore the viewer is acknowledging that although every attempt has been made to provide accurate information, the viewer will not hold CENTURY 21 Regan Realtors, Inc., it's employees or associates liable for any misinformation. © 2007 Century 21 Real Estate LLC. CENTURY 21® is a registered trademark licensed to Century 21 Real Estate LLC. Equal Housing Opportunity. Each office is independently Owned and Operated.
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