How to be a good real estate agent (even if you’re new to it) by Ryan Serhant
Ryan Serhant started his first day in real estate on September 15, 2008, the same day Lehman Brothers filed for bankruptcy following the subprime mortgage collapse. He is now one of the most successful brokers in the world, with agents under his leadership in New York, Los Angeles, Miami and the Hamptons.
Ryan now has a class called “Sell it as Serhant “. Here are seven tips Ryan swears by, even if you’re just starting out as a real estate agent.
Step 1: Work for free as an intern
Ryan says you have to find the best real estate agent in your neighborhood and work for them for free.
Being an intern probably means you’ll be doing a lot of things you don’t like like drinking coffee, shredding paper, doing dry cleaning – you know the drill.
But if you do the job right, Ryan says it will give you the opportunity to see firsthand if real estate is really right for you. And if you’re doing a good job as an intern, you should have a ready-made position on a team with a high performing person.
Step 2: Obtain a license
Ryan’s second tip is to get your real estate license. Ryan’s advice is to ask the person you just did your internship with where they got their real estate license and go to the same location (assuming it’s in the state / territory you want to sell) .
Ryan recommends studying with a buddy so you can hold each other accountable for your learning journey.
Step 3: Join a team
Ryan says he was working alone when he started out and didn’t really know what to do. But he also says he’s seen a lot of people working alone who end up quitting; that is, real estate can be a lonely business.
Again, if you’ve taken the first step, Ryan says that a mentor is your easiest way to fit into a team that has all the resources, knowledge, and know-how to be your continuing education afterwards. obtaining your license.
Step 4: Build your sphere of influence
There are two different ways, according to Ryan, of constructing your “sphere”; first of all your warm sphere (e.g. your mum, dad, other family members, school friends, Facebook friends, IG followers) as it is likely that your first customers will come from this sphere of warm influence.
The second sphere is your cold sphere. Ryan explains that these are people you meet on the street, in coffee shops, in the community.
Step 5: Prepare Your Day for Success
Ryan calls this Finder, Keeper, Doer – and he had a perfect weekday on his calendar.
- Finder = put on your CEO hat. It’s putting time in your calendar each day to go out and think about how you’re going to build your new business as an entrepreneur because that’s what realtors really are.
- Goalkeeper = put on your CFO hat. The keeper’s time is the time when you are going to focus on the advertising money. How am I going to go out there and spend the money to generate leads. Ryan suggests it could be something as simple as taking the $ 10 you have in your pocket and buying coffees for customers. Maybe it’s making a mailer and putting stamps on postcards. Either way, Ryan says you have to spend the money to sell yourself.
- Maker = Operations. You put the stamps on the postcard, show the houses, pick up the phone, meet people, etc.
Step 6: The three F’s, follow, follow, follow.
Ryan says he’s built pretty much his entire business through the Guardian actor structure, working with other agents, “networking his butt” and The Three F’s.
- The first F is tracking. Ryan says he makes sure everyone he meets on the street, everyone he talks to gets a follow-up, because when one of those people thinks about real estate, Ryan wants them to think about him.
- The second F is tracking. Ryan says it’s the hardest thing for some people, but in fact, he just does what you say you’re going to do. If you tell someone that you are going to give them information at some point, be sure to do so.
- The third F follows. Anyone you’ve ever met, anyone you’ve worked with, get back to them. For example, happy birthday, congratulations on your house obverse, the house in front of you just sold for a record price. Are you not happy that you got the deal you made?
Step 7: Become a people finder.
Ryan says, “You are not a real estate agent, you are not a real estate agent. You are nothing else. You are someone who goes out and finds people all day, every day.
It’s your job to find people – people who want to rent, people who want to buy, people who want to sell, and you want to find other real estate agents.
Here are some ideas suggested by Ryan.
- Build real estate agent relationships next to you, both in your office and in other offices.
- Go to other people’s open houses, go to broker open houses, go to networking events where other like-minded real estate people are in and be part of the conversation.
- Meet new people via social media using the right hashtags.
- Meet new people via DM on Twitter
- LinkedIn is also a great way to network
One last tip from Ryan:
“Think about professional athletes. They are making so much money. They spend 95% of their time training and only 5% of their time in their life playing games we watch. Salespeople, for whatever reason, don’t think this way. They spend 95% of their time playing, that is, being with clients, talking to people on the phone, not practicing, not studying at all, thinking, “Oh, I’m just going to get more experience and I’m going to learn more ”and then they spend maybe 5% of their time taking a course here and there.
Train, focus, and study to become the best salesperson you can be.
Buy Ryan’s Book Sell it like Serhant