My daughter, Riley, got her real estate license two years ago and joined me on The Carpenter Group shortly after. When people ask me how she’s doing in her new career, I joke that “she’s been hearing me for the last 27 years, but she’s just been listening for the last 15 months.”
The prelicensing courses in most states are designed to help students pass the real estate exam, but they never really teach much about actually being a Realtor. Most “sales” skills are learned outside the classroom, while the courses themselves focus more on laws, ethics, and fair housing. As important as those core competencies are, most new agents never really learn how to work with Buyers and Sellers until, well, they are working with Buyers and Sellers.
Riley has done a great job shadowing me every chance she gets, while also reading books and blogs, attending classes, watching videos, and listening to podcasts. I’ve been very impressed by how much of a sponge she is, listening to half-conversations and asking tons of questions of me and many of the top agents in our office and industry. She really seems to be learning just as much from how the best agents do things as she does from how some “other” agents do things.
It’s amazing how impactful some of the easy things in our business can be. Things like…
- Answer your phone.
- Reply promptly to text message inquiries.
- Upload important documents, such as disclosure forms, into the MLS (or provide them promptly upon request).
- Confirm appointments well in advance. The day before is usually best for everyone.
- Do not let problems linger overnight when possible. Overcommunicate during emotional moments.
- Be the calmest person in the transaction.
- Remind yourself that most people are asking a question for the very first time… even if you’ve heard it a hundred times before.
- If you say you’ll do something, do it.
- Hire professional photographers and market properties in a truthful and transparent manner.
- Understand that dates and times in offers and contracts aren’t merely “guidelines” or “ideas,” but something all parties need to be aware of.
- After a successful closing, your clients don’t become “past clients.” They are still your clients, and hopefully will be again in the future if you continue finding ways to stay in touch and remain their trusted advisor for years to come.
- Working with the agent on the other side of a transaction is almost always easier than working against them. Cooperating is so much better than competing.
- And finally, remember that your commission check will be gone long before your reputation.
Of course, the good old things you learned in kindergarten are always recommended too: saying “please” and “thank you,” using people’s names, looking people in the eye, not interrupting others, and showing up on time.
I’m quite a #ProudDad of Riley so far. It’s been fun watching her take great pride in the way she represents our clients. She understands the tremendous responsibility we have as fiduciaries to our customers, clients, and the larger community we serve.
She has heard me talk about my favorite book (QBQ! by John G. Miller) for years and is quickly learning the importance of personal accountability. She’s also starting to realize that the cool thing about a career in real estate is that it’s different every day… but the challenging thing is that it’s different every day.
She watches me use and talk about the #6ChannelsOfCommunication.
She sees me practice the #4HClub.
She understands that “building relationships, solving problems, and having fun” is more than just something catchy to put on a business card.
She’s a beer-drinking sports fan with a good sense of humor.
They say the apple doesn’t fall far from the tree. In our case, sometimes we wonder if the apple even fell at all.
What am I forgetting? What are some of those little “best practices” you’ve built into your own daily habits and activities, either through observation or from a mentor of your own? What would you share if your child (or grandchild) started working with you today?
Hit reply and drop me one of your “pearls of wisdom,” and I’ll be sure to share it with Riley.
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