Soon to be real estate salesperson need tips/tricks

[Ariana Grace]

Currently wrapping up courses to take real estate salesperson exam (california) was hoping if anyone could guide me to some things that helped them pass the exam as well as in the business in general? 

[Erik Estrada]

I would recommend shadowing a few agents for the next 3-4 months, see if you like it and then commit into the business. It is a full-time deal, and you will need to build your pipeline of clients for the next 2 years. The first year may suck but you will realize after sometime the work you put today will impact tomorrow. I have had many clients reach out to me from years ago to assist in their financing needs that did not need help when I had initially contacted them. 

[Erik Estrada]

I would also prioritize trying to replace your regular 9-5 job and then gradually increasing your income with more experience. Do not have the unrealistic expectation of trying to make more than 6 figures your first year. It may be possible but it's a small minority. Focus on learning and building for the next couple of years. 

[Ariana Grace]

Wow thanks! Hope to hear more from you soon. 

[Manny Vasquez]

To pass the exam I recommend you take "Real Estate Trainers" Live Crash course. Sign up for the live crash course the weekend before your state exam.  I took the crash course many, many, many, many years ago and passed the exam on my first try.  They do a good job of going over test strategies and going over what you should and shouldn't remember. Here is their website https://www.retrainersca.com/  They are based out of Anaheim.

Once you get your license, I recommend you find a good mentor.  Preferably, someone with plenty of experience that has been in the business for a long time.  The way you can tell how long someone has been selling real estate is that you look at their RE License number.  The RE license is issued in sequential order, so someone who has a license number that starts with "01956733" will have been licensed longer than someone who has a license number of "02166837".  Anyway, shadow that person as much and as often as you can so that you can learn the ins-and-outs on how to be successful.

[Melanie Thomas]

Welcome to BP and congratulations on your upcoming exam! I recommend finding and listening to real estate podcasts. They were incredibly helpful for me in solidifying what I was reading and learning during my studies. I also discovered some excellent YouTube channels that discuss test material and sample questions, which I watched regularly. You can only do so much reading, and the podcasts and videos really helped switch up my study routine. Good luck to you!

[Mark Pedroza]

@Ariana Grace

As @Manny Vasquez mentioned I would also recommend the weekend exam crash course:https://www.retrainersca.com/salesperson-state-exam.html

They assisted me in receiving my license a few years ago...

Good luck... 

[Robert Hill]

I strongly recommend using PrepAgent and the practice exams on it. I’m licensed in NJ and the practice exams had identical questions to the actual test. Prepagent also has a massive pdf file for all of the vocab, as well as flashcards and vocab study guides.

I also recommend the Real Estate Advantage YouTube channel. They have practice exams on there.

My recommendation as an agent is to provide massive value to clients in ways other agents won’t. For example I cold call property owners for off market deals for the developers and investors I work with. You should also network and find top-producing agents and real estate individuals to learn from. The more mentors and help you can get, the faster you will learn.

[Abel Curiel]

Quote from @Ariana Grace:

Currently wrapping up courses to take real estate salesperson exam (california) was hoping if anyone could guide me to some things that helped them pass the exam as well as in the business in general? 

 Hello Ariana!

Great advice on here so far. 

A couple of book recommendations:

- David Greene's 'Skill' & 'Sold'
- Hyper Local, Hyper Fast Agent by Dan Lesniak
- Gary Keller's Millionaire Real Estate Agent
- Stephen Covey's 7 Habits of Highly Successful People

Soak up the practical advice and apply it.

The main takeaways I got from these books:

- A day where you don't work to generate leads is a day off. Focus on generating leads for at least 2 hours/day. The rest of the day should be dedicated to following up with past leads & going on appointments.
- Do not be a secret agent. Instead, work towards being omnipresent. Get on as many platforms as you can i.e. Facebook, LinkedIn, Instagram, TikTok, X/Twitter, BiggerPockets, Google Business, Youtube, to name a few... 
- Leverage your database, clients (past and present) and experienced/busy agents in your brokerage or market. Use each property or client as an opportunity to get into more conversations and add more people to your database.
For example, for each buyer client you have, call homeowners in their target areas and let them know you have qualified buyers searching in the area.
For each listing/seller client, call your database to spread the word... call other homeowners nearby to ask, "Who do you know that is looking to make a move to the area.".. 
While these are only conversation starters, they can lead to deeper conversations about someones interest in buying, selling or referring someone to you.
- Do not get caught in the analysis paralysis trap! There is so much information for agents that it can be easy to absorb and not apply. Stick to the practical advice that can help you build a book of business. You'll also get bombarded with solicitations for 'hot leads' and 'done for you marketing'... these shiny objects don't always pan out and you should be cautious when considering anything that makes lead generation seem 'easy'.

Tons more to consider as you get started. Feel free to reach out if you ever want to discuss strategy, challenges you're facing, or any questions you have.

All the best!

Abel

[Jeff Roth]

Hi Ariana-

Congratulations on deciding to become a real estate salesperson.

You asked about passing the exam to be licensed in California and business in general.

As far as passing the exam, I remember taking my real estate coursework at night, in person, after work. I studied released questions and there was a practice test one could take that was created for the test here in Michigan. They both helped.

In terms of what I would do starting out in business if I were to do it again, I would recommend working for a larger team to learn their sales process and have practice in the field. I started on my own and learned everything by asking more experienced mentors and modeling my practices after them with trial and error.

I would also network with other small business owners in your area as they understand business and will help you if you go out of your way to help them.

Additionally, I would start writing content or creating videos about real estate in your area so people can see that you are a subject area expert and over time they will decide to work with you. Plus, you create the content once and it works for you over and over.

Finally, I would try to create more value than you receive in return as that will grow your business more than anything. Creating massive value! I always try to create 10X in value what I receive in compensation for my services.

To your success!

[Tao Tames]

Like others have mentioned, the exam crash course will help a lot. I also suggest purchasing a book on Audible called "Real Estate Terms Pocket Dictionary." I listened to this book at least five times right before my exam, and it was really helpful. I passed my exam two months ago and found it to be fairly easy.

Good Luck!

[Troy DeLong]

@Ariana Grace 

For help passing the exam, I HIGHLY recommend listening to the 'Pass the Real Estate Exam with PrepAgent' podcast. He does a fantastic job of giving you tips and tricks to remember all of the vocabulary you'll need to memorize. 

For help succeeding in the business...
1) Be an EXPERT when it comes to real estate knowledge. Take every con-ed class you can and sit in on every sales meeting your brokerage holds. 
2) Be available whenever your client is available. If your client is only available to see a house on Saturday at 8am, you better be waiting at the house for them at 7:55am. 
3) Do what you say you're gonna do. Clients will remember every little thing you say. 
4) Be professional. Dress nice, don't swear and have a nice business card. 
5) Network. Go to the local meetups for business professionals. Go to the luncheon that the local lender invited everyone to. Don't be embarrassed to leave your business card with your hair stylist. 

Now, in a couple of years when you're established and have a good book of business, you could loosen up on the schedule and networking part, but these are good starting steps that helped me get to where I am. 

Best of luck! 

[Sherry McQuage]

Quote from @Erik Estrada:

I would recommend shadowing a few agents for the next 3-4 months, see if you like it and then commit into the business. It is a full-time deal, and you will need to build your pipeline of clients for the next 2 years. The first year may suck but you will realize after sometime the work you put today will impact tomorrow. I have had many clients reach out to me from years ago to assist in their financing needs that did not need help when I had initially contacted them. 

 Ariana,

This is good advice.  While there are a very few new agents that are able to have a fantastic first year in real estate sales, they are in the minority.  My first year was filled with attending classes (I'm with Keller Williams, and they provide awesome free training to their agents), talking to people (in grocery stores, family, online chat rooms, etc), and listening to Bigger Pockets podcasts as I drove (alone) or walked my dog.

Literally in year 3, I started getting repeat clients.  I figured out a system to keep in touch with prior clients (google this for ideas), and lead with a desire to help others...

In your post you didn't mention if you have a spouse, or are living with family.  If at all possible, minimize your living expenses (live with your parents, or house hack) until you get established with your real estate business.

Any hobbies you have, seek out others with similar interests and build relationships.  Ask others what they do for a living, and eventually they'll ask you what you do.  Have a planned/practiced 1-2 sentences about how you help people buy and sell real estate.

Keep your expenses low, track not only what you spend (personal, and business), and track your "lead indicators"...x hours daily lead generating, # people you talked with daily about real estate, # social media posts you created about real estate topics.  

Find a mentor that will let you shadow them, continue learning on Bigger Pockets, and TRACK things that matter.

Please don't get discouraged...real estate is a long-term play.  I haven't found any "get rick quick" or easy buttons as an agent.  Put in the work, track what you do, and the results will take care of themselves.

Best to you!