Fake It ‘Til You Make It!
June 10, 2008
I am new to Real Estate. I just finished up my first year in March. Let me re-phrase, I am a baby to Real Estate, a sponge soaking up every piece of knowledge I can get. I have had sales jobs before but never had to convince people that I was better than the others. Real Estate is different.
My first year was great. I closed more transactions than I ever imagined I could. I bought a house, I got engaged. Life was swell. I learned a lot. I met people. People told me what they do to get ahead.
I got listings, I closed properties. I worked with buyers, got referrals. I had NO IDEA what I was doing. None whatsoever. I knew business, I knew how to sell something. I was born with that gene (thank you mom and dad). When it came to Real Estate, I had no idea. I knew nothing about houses. How long is a roof supposed to last? Is that easily reparable? I was honest. I wouldn’t lie. I said, “I don’t know”. I would find out though.
My broker hated me. I called 10, 12 times a day. At the same time he loved me, I made him money.
You may be asking, “Hunter, why the heck are you telling me all this?” In a sense, I faked it until I made it. Don’t get me wrong, I never lied, but I also didn’t say, “Hi, I am Hunter Jackson, I am new to Real Estate. Please don’t ask me too many questions, I don’t know the answers. Oh yeah, and pray, pray hard.” Did I mention I am a horrible driver too?
Faking it until you make it is one of the most important things that new agents need to know. Once again, never lie. However, at the same token, I wish I was still a newbie!
I did not know that I couldn’t list that $300,000 house. I didn’t know what a rejection handler was. I didn’t know to be scared of the “low ball” offer that came through. I smiled, took control, and made the deal work.
New agents, fake it until you make it. Being a new agent is, in my opinion, the best time of your career. It’s like being a teenager all over again. Go after that listing that even the most seasoned professional won’t go after. That buyer who has a brother, sister, mom, dad, and a her favorite waiter all in Real Estate…go get them. Sign them up. YOU CAN DO IT!
In essence, I am telling you NOT to psych yourself out.
I have taken classes from some of the best. Time to time I like to wing it on listing appointments. Forget the script. I still remember a trainer telling me, “Smile, pay a compliment, break the ice, take them to the kitchen table…” and so on. Hey, it works most of the time. But what about when a future client opens the door in her bathrobe, with her hair in curlers, with a not so great looking dog next to her. The kitchen table has Playboy magazines on it. “Oregano” for some reason is on a scale in the master bedroom, also in bags scattered across the counter with peoples names on it. What do you do then? Fake it, get the listing…then call the cops.
Hey, it could happen.
Sometimes it is best to forget what you have been taught and be yourself. If anyone sees a problem with that, well, they can go back to where they came from.
Learning is great. Just don’t be a know it all. No one likes them.
About the Author:
Hunter Jackson is a licensed Real Estate Agent with Exit Realty serving Greater Columbia SC.
Proudly part of Generation Y, Hunter is just finishing up his first year of real estate at the age of 23. Firmly believing that the only way to sell a house is through marketing, Hunter focuses his areas of expertise on targeted demographics. Focusing on young families needing single family homes, Hunter takes his marketing to the internet through his Columbia SC Real Estate Blog and via Social Media.
Gladly, Hunter spends his time learning all he can about real estate firmly believing that Great agents are not born, they are trained. In addition to Real Estate, Hunter's passions involve Exotic Animals, primarily African Tortoises.
You can reach Hunter via phone at 803.609.5214 or his Columbia SC Real Estate Blog at http://www.ColumbiaSCRealEstateHomes.com
You can also email Hunter at nhjacksonrealty@gmail.com.
Since when is selling “oregano” against the law?
I remember the refreshing newbie days too. Good blog, thanks.
That was a very entertaining post. It’s good to hear a lighter side to being new in the business. You get sooo much of the “you need to do this” or “this is the right way to do that” that most agents forget to be themselves and differentiate themselves in the marketplace.
Great job!!
Greg and Dustin,
I greatly appreciate the comments!
Real Estate should be fun. I do not like my jobs to feel like jobs…that is a reason I chose real estate.
Hunter I love your humor and enthusiasm. Don’t let anyone take that away from you!
Hunter! Your posts are refreshing! You’re right, sometimes its to your advantage to be nieve. There is no fear if you don’t know any better. Crazy how that works! I look forward to your next story!
Barry and Lindsay,
Thank yall so much, it does mean a lot coming from both of yall.