The Importance of Mentoring for New Agents
By Colin Ryan
About Agent Basics
Fixing Your Hidden Flaws
We’ve talked before about learning and improving from reflecting on and measuring your own performance. It’s true that one of your greatest assets as a real estate agent is self-reliance. But you should still look elsewhere for guidance and support, especially if you’re new to the game.
Let’s get philosophical for a second here. We live in a subjective world. Everything you experience is colored by the unique flavor of your consciousness. This means that we all see the world differently, but it also means we all see ourselves differently. That goes for your reflection in the mirror as well as your sense of your abilities.
This has major implications for your work as a real estate agent. Confidence is an important quality in a salesman; but too much confidence can alienate your prospects — and if there’s a truth about confidence, it’s that the person who has too much doesn’t know it.
The only way to solve this problem is to “average” your perspective as an agent with those of the agents around you — and the top performers are the ones who have done this work for themselves.
Get By With A Little Help
Start by building and maintaining your relationships with your fellow agents and brokers, the people you see every day. You’ll not only strengthen the network of contacts you need to be an effective salesperson — you’ll also have access to their hard-earned wisdom. Listen to horror stories as well as their success stories. Find time to ask questions. If an experienced agent doesn’t have time to help you during the work day, offer to buy him or her lunch, a coffee, or a drink after hours.
Worried about your rapport with prospects? Have someone whose opinion you trust listen to one of your sales calls. He or she may be able to point out a tic or mistake that you’re unable to see. Not getting the response you want from your marketing? Get feedback from someone who has it figured out.
Next, you should widen your focus. Step outside your office and find out which agents are the best and/or most visible in your community or region. Do your research. What are they doing that others aren’t? How do they market themselves? What tools do they use? Look at their numbers. How much business are they doing, and where are they doing it?
You may say that because agents are independent contractors, they won’t be ready to divulge their sales secrets. True, it’s not in their best interest to tell you everything. But if there’s one thing people in real estate profession — in any profession, really — love, it’s being viewed as an expert. By consulting a peer, you’re telling him that he is worth consulting. You’re validating his years of hard work.
Plus, the people you’ll be asking for help are already successful at what they do. That doesn’t mean they’ll give up their edge completely, but it does mean they can afford to help the little guy. In truth, the secret that most people are keeping is that they don’t really know what they’re doing. If they have real wisdom, they’ll have no problem sharing some of it with you.
Have you had a positive experience with real estate mentoring that you’d like to share? Tell us in the comments!
Published on December 30, 2011