New Agent: What Should I Do As A 18 y/o Agent

[Myles Brown]

- What was your most successful way method of lead gen as a young agent? - What did you do to build rapport with potential clients at a young age? - What is your biggest tip for me? Any advice is welcome, thank you in advance.

[Mike Cumbie]

Hi @Myles Brown,

Welcome!

I was never a young agent so I know you will have an extra layer of difficulty to get past. I didn't pick it up till I was older and people tended to assume I had been doing it for a long time and it gave me instant credibility (deserved or not). So I can't speak a whole lot to that but I'd be happy to give you generic advice from what I have experienced and seen younger members go through.

1) Dress that extra step up (Not the bargain store shirts and pants), if money is tight go to a store find your sizes (coats and shirts) then go to a thrift store or goodwill type store. When high rollers pass away or just improve their old ones are a couple bucks, get them dry cleaned for a couple bucks and bam, dressed for success cheaper than Walmart. (You will tailor later when the cash starts rolling if that is your choice). I know some people say "Wear jeans" or "I wear flip flops". That is fine once you made it and have clients, before then wear a shirt and tie.

2) Don't overdo your social media, post normal things (stay off hot button topics). "Like" friends pictures of dinner etc and occasionally mention real estate. If every post you do is about real estate they will just stop following you.

3) You will notice most people love real estate. A casual mention gets them talking, here is the hard part.... listen.... I had a habit of speaking at this point but wait, hear and comprehend what they are saying. Once you know what they actually want then you can provide a possible solution. Many times they will ask you for advice, then go ahead but really listen first.

4) Most leads come from people you know in the beginning, but they are also the hardest because they knew you when you didn't do real estate. Just start talking to new people, the person in line behind you in line at the store, the photographer who did your head shot, the lady that grooms your dog, you will be surprised how general conversation leads to real estate and their cousin who is looking for a house and hates their agent.

5) There is a whole lot of free time available in this business, don't use much of it. You don't have to be at the office cold calling, but the days of "not working" are gone in the beginning, if you are at a party you are networking, if you are going to the movies get in a chat with someone and get your card handed out (Always have them.... ALWAYS!). When you are at the electronics store looking at a TV make sure your conversation gets to Real Estate and your card goes to them as well.

6) Pick a small area and become an expert on every house there, then expand it out some. 

7) Go to banks and talk to lenders to see who you feel comfortable with, get some inspectors you like, insurance people, contractors, attorneys. Clients will ask and if you have a couple good names right available (or their cards) you look plugged in. It is better than saying "Let me get that to you".

Just some thoughts and good luck!