Four years into the business next month, and I can still count on two hands the number of Realtors that I know personally who are successful in every sense of the word.
Those people are socially, professionally, and financially accomplished in their fields, and they all have one common denominator that I can see. They go to work every day, and they treat their profession like a job. They work hard, they study and stay current on education, they support their local Realtor board and all go to great lengths in terms of research and understanding of the current market.
They are quick to return phone calls, are always extremely helpful in explaining their listings, they follow up on details and are always willing to offer advice to others when asked.
As I interact with more and more Realtors, it has become clear to me that many feel there is something special about being a Realtor. I disagree. We don't have any special talents that others do not possess, we don't incur any special challenges that other professions don't face, and we don't occupy any special place on the cultural rung of professional occupations.
Being in the process of 'hiring' several new agents, a common thread to the conversations I am having during this process lead me to believe that Realtors feel like they are on the outside of business looking in. Where do I fit in? What should I specialize in? How do I break into the market? So and so seems to have that market locked up, how can I break in?
Inherent in a lot of these discussions is that somehow Realtors are 'less than". That we need to be super-dependable, super-efficient, and extraordinarily knowledgeable to even have a chance at a career at real estate. I think it's all nonsense. In the addiction field there is a common observation that addicts either feel "super-human or sub-human". It's the same analogy of being on the outside looking in, not knowing if you belong, or where you might fit in. The feeling of euphoria when a good deal is struck, and the remorse when business is not so good.
I tell agents this. If you made every deal, then you wouldnt have to work past February 15th of each year. Your customers are the same as you. They are professionals in other fields, they have a family, and they are looking for guidance to help them find or sell a home or property. You are no different than they are. You are no more accomplished than they are, and you are certainly no less. If you know yourself, then you know your customers. You should be proud to be a Realtor, it's an honorable profession. Don't get hung up on the commissions, the percentages, the public persona, and the real estate system of the day hype. Do your job.
Having worked with executives from all walks of life I can tell you that there is always pressure in every field. A fat salary doesn't equate success, stock options don't secure your future, and a large office means little more than more dusting.
Being a real estate agent is a very mainstream occupation. It has one unique quality which I would never give up and that is the ability for you to make it your own. If you could create any job in the world, what profession other than real estate provides as many, varied opportunities for you to put your personal stamp on it? Don't be on the outside looking in, be a Realtor. It's your job, it's my job and everyone that meets me knows that I absolutely love it.