3 Tips That Will Make You a Successful Real Estate Agent Your First Year.

3 Tips That Will Make You a Successful Real Estate Agent Your First Year.


Hey guys Paul Argueta! I’m gonna
give you three tips on how to be a successful real estate agent in your
very first year. Now, over the course of the next 52 weeks what I’m gonna be
doing is I’m gonna be releasing one video per week. They’ll be you know
roughly about 10 to 15 minutes, and in them I’m gonna be covering all of the
things that you need to know on how to be successful. So, this is going to be the
first of about 52 videos in bite-sized chunks where I’m going to be covering
this information. The first tip, #1 (and you may not want to
hear this) but you’re going to need to have: Four to six months worth of savings,
or some type of a part-time job. I know that’s not what you want to hear, but
here’s the reality, the reality is is that the turnaround is roughly about a
four to six month period before you’re going to actually see your first
paycheck. That’s just the truth, because you’re gonna start working today,
you’ll talk to some people that you know, you’re gonna either help them buy or
sell a home, the escrow process is taking roughly about 60 days right now, so the
truth is you probably won’t see your first check, for at least four to six
months. Now I know that there’s gonna be some variations to that rule. I know that
you can do some leasing and you can probably wrap up those transactions
pretty fast and be paid pretty fast, but the normal real estate cycle is going to
last you about four to six months. So just accept that and move on. I’ll tell
you that when I first got started I was going to college, right? I got my license
at 18 years old, so I was at UCLA during the day. I’d go work real estate from
about 4 to 8 p.m. and then from 10 to 6 a.m., I was at a graveyard job as a
hospital clerk where I was handling the registration of patients. That’s what I
had to do. Now I’m not saying you have to get a graveyard job, but I am saying
you’re going to have to have some type of an income or some type of a savings
to sustain you while you build this business, okay? Here’s the thing, the
main reason that you want to this is because, you know, you don’t want
to operate from a place of scarcity. #1 mentally it doesn’t put you
in the right frame of mind. #2 You’re watching out for your own
commission, because you got to survive. Everybody has to survive, and we
understand that. And when you operate from a place of scarcity, where you
really, really, need that commission in order to get your next paycheck in order
to get your next meal. It’s not a good place to work from as a real estate
practitioner. So, that’s the reason that I’m going to suggest that you have some
type of a savings account, or that you work some type of a part-time job, okay?
So that’s the first thing. Second thing, Start talking to everybody that you know,
okay? Tip #2: Approach, what we call, your sphere of influence. (The people
that know you, the people that like you, and the people that trust you), okay? Start
talking to them first, okay? I can’t tell you how horrible a feeling
it is to go over to a family members house, for say a barbecue or a family
function, or a dinner, and to walk up to their house seeing and see a for sale sign. Right?
And you’re a real estate agent or real estate practitioner, that’s the worst
feeling in the world, and it’s happened to me. It’s probably going to happen to
you. It happens to all of us, okay? That’s just the nature of this business. And
here’s the thing, if it does happen to you chances are (and you don’t want to
hear this) it’s your fault, because you probably didn’t do a good enough job
making sure that everybody that knows you, everybody that likes you, and
everybody that trusts you, you’re probably not doing a good enough job
making sure that they understand what your new profession is, what your new job
is, what your new passion is. You’re not sharing it enough with them. I’m
going to suggest that the minute you get your license, you go out there and you
talk to every single person that you know. Let them know “Hey John or Jane,
listen I just got my real estate license I’m really excited about the opportunity
to serve you. In case you’re looking to buy or sell and more importantly if you
have any friends or family members I hope that you can confidently refer them
over to me so that I could help them out. Can I count on you, John or Jane to help
me do that?” And you nod your head, right? You need to approach
your sphere of influence from the very very beginning. You don’t want to try to
be this secret agent. Now, I get it. There’s some people that are going to
say, “Well Paul, listen I don’t want to approach my friends or my family yet
because I haven’t been successful at this yet, and I don’t want to be a guinea
pig, and they know me as you know the fraternity gal (a fraternity guy)
the sorority gal. They know me, I’ve tried everything under the Sun. I sold
everything there is to sell, and now I’m selling real estate and they’ve seen all
of my failures, and they’ve seen all of my mistakes,” and I get it. I get it more
than you know, okay? But I’m gonna tell you, that you want to start with those
people, all right? I’m not saying that they’re gonna be your guinea pig, but I’m
saying that you want to approach them first. Here’s how you’re gonna approach
them: (You’re gonna talk to your friends and your family) and when they asked me
“Well have you sold any homes yet” question. Which is going to come up,
mentally prepare yourself it’s going to happen, right? When they ask “have you sold
any homes yet?” Your response is going to be “Not yet, but I’ll tell you what, I’ve
partnered up with the best of the best real estate agents, real estate brokers
whose mentoring me, and they’re gonna work with me on this project and we’re
gonna get you whatever it is that you’re trying to get. We’re gonna get you the
highest price possible. We’re gonna get you the best home for you and your
family, and we’re gonna do it together, and I’m so excited the fact that I’ve
partnered up with someone who’s a veteran in in the industry. A veteran
someone who really knows this business, and we’re gonna do we’re gonna do
wonders for you!” How does that sound when you’re excited, and you’re excited to
serve them, and you tell them that I’ve got somebody that does have the
experience, right? There’s no shame in saying I’ve got enthusiasm and you know
what I’ve got somebody that has the the experience to match it. Together
we’re gonna get you and we’re gonna help you reach your goals, get you to where
you want to be. That sounds much more exciting. Versus the “well I haven’t sold
any homes yet and I’m not really sure how I’m gonna do it
and I’m hoping that you’ll let me try so that you could be my first one.”
There’s nothing there’s nothing sexy about that, right? So you have to make
sure that when you’re approaching the people that know you, that like you, and
trust you, right? You also let them know that you’re working with a team. You have
a team of people that are gonna help you, and that they have nothing to fear.
More importantly you are their friend, you are their family member, you’re gonna
watch out for their best interest more than anybody else will, right? That’s the
attitude that you want that I want you to have. Now, here’s the thing, I also want
you to consider this. If you were to go out and start your own business, if you
were to go out and start your own restaurant, if you were to go out to
start something a retail location. You would be talking to every single person
you know. You would be going out there. You’d be inviting them to the restaurant,
you would have a soft grand opening, you’d have a hard grand opening, you
would invite everybody to come participate in this. For some reason,
when people get their real estate license they almost get intimidated
about approaching the people that they know, right? As if we’re trying to impose
something on them. If you look at the traditional business model of a retail
or a restaurant, you don’t feel that way. I need you to shift your paradigm a
little bit. I want you to think that this is the exact same scenario. This is still
a business. You are your own retail location, right? You are the CEO of that
business, okay? #1: Make sure that you have at least four to six
months of reserves, right? Or a part-time job. #2: Make sure that you talk to
every single person that you know first. Approach your sphere of influence, okay?
Now here’s the thing, I want you to text them, I want you to email them, I want you
to call them, I want you to do whatever you have to do to get ahold of them, okay?
Reach out to them. Make sure that you approach them first, because understand
that your clients are my clients and I can contact them as well. All right tip #3: you have to learn your scripts now I know you don’t want to
hear it, I didn’t want to hear it. For 15 to 17 years, I worked this profession
without hankering down and mastering my scripts, okay? I was a type of person that
could walk into a room and just with my sheer personality and
enthusiasm I could get them to work with me. The reality was I didn’t know my
scripts, alright? It wasn’t until I went to a Michael Bublé concert that I
decided that I was gonna learn my scripts. Yes, that’s right I’m a Michael Buble
fan, all right? Did I say fan? or fan? Anyway, I took
my wife we went to the concert and we enjoyed ourselves. The guy is amazing, and
not only amazing but his wit, his charm,
he’s comedic timing, it’s all fantastic. So I enjoyed the show so much that we
went and bought tickets a second time. We went to go see the show twice, so
we went back a second time, and here’s what I discovered: All of the jokes, all
of the timing, everything that he had done, the night before all of his witty
remarks were exactly the same thing, okay? Even if he may have introduced
people from from the audience to participate, the jokes were still exactly
the same and here’s what I discovered: If he as an entertainer has to have a
script to his performance, someone who makes millions of dollars doing what he
does best, then why aren’t I, right? Why shouldn’t I be applying the same
principle, the same level of professionalism to what I do, and so
that’s what I did. I would be listening to audiobooks, I would be listening
to CDs, I would be playing them in my car all the time until I had those scripts
down cold. I knew how to handle every objection, I knew how to overcome
people’s fears, I knew how to help them feel better about what it was that they
were doing when they were working with me. Now this isn’t about being a hard
core closer or closing people are really forcing them or convincing them no no no
that’s not what I’m talking about. Because at the end of the day if you
have to convince someone to do something, you’re gonna be convincing them through
the entire process and I can tell you that this business can be very very
frustrating when you’re spending all of your time trying to convince someone, but when you can help them feel comfortable about their decision, when you can
help them overcome that fear, and they feel like they’re the ones making that
decision, with your guidance and your support, it’s an amazing feeling.
That is the reason that you want to learn those scripts. You want to know
what to say when they hit you with a “well I’m not really comfortable with
such as such transaction,” “well you know what I want to wait till the market
recuperates,” “well you know what I’m gonna wait till the prices come down.” These are all different objections that you really want to make sure that
you learn how to handle. I’m going to suggest that you find an accountability
partner. Find someone that you can practice your scripts with, okay? Find
someone that you can verbally spar with and listen to all the audio. There’s a
ton of audio and video trainings on YouTube. You can listen to them all.
Learn those scripts, master those scripts. Know how to help people overcome the
fears or the concerns that they may have during any one of those transactions,
okay? So just to recap again, #1: Make sure you have four to six months
worth of reserves or that you have some type of a part-time job while you’re
working, okay? #2: Make sure that you *Brain fart* Let’s recap #1: Make sure that
you have four to six months of reserves or that you have some type of a
part-time job, all right okay? #2: Make sure that you

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