Idaho Real Estate >> ID Real Estate Specialist

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Which Real Estate Trainer do I hitch my wagon to?

There are a lot of agents in our area of S.W. Idaho that entered the real estate business just prior to the peak year of 2005.   In most cases these new Realtors just sat at a builder model home and had buyers walk in right and left.  Anyone with a real estate license could make $100,000 with their eyes closed.

Fast forward to 2006 and things changed quite a bit.  Enter 2008 and things have changed a whole lot!  All of a sudden real estate agents have to know how to properly list and market a home.  What?  You mean I have to interview sellers, measure homes, put up signs, lock boxes, market, etc, etc?!

I can't tell you how many of these Realtors have left the market.  Of those that are still with us, many are looking for a panecea or "cure all".  A system they can rely on that will help them grow their business and create a reliable business machine. They are "lookin to hitch their wagon with someone".

I have heard the names of several highly respected national real estate trainers and so called real estate "Superstars" that advertise in the monthly real estate magazine.  Some of these Realtors promise to have one earning a lot of money with no cold calling and no evening or weekends.

There is no doubt in my mind that many national real estate trainers have some great systems in place and ways to help many grow their business.  There is a place for these trainers and a place for some Realtor systems in every market and there are strong supporters for many of these trainers.

 

While there are a lot of great trainers and ideas out there that offer great coaching and marketing ideas, there are some basic charactaristics of all top agents and these have been consistent throughout time:

Integrity - This is a word that is thrown around a lot but few honor it. Simply put if you say you are going to do something, do it!  This seems really simple but I can't tell you how many people in our industry and others tell us they will do something and their words are simply hollow.  I recently had a young man sell me some technology and tell me to call him with all my questions.  That was this past Tuesday.  I have left him 2 messages in 3 days and he has yet to return my call.

Be a sponge - Take in the world around you.  Never fail to go home at the end of the day without learning something new.  Learn from others in the industry.  Learn from classes we take.  Learn from books we read.  Learn from the people we come in contact with.  I closely met a minimum of 30 Realtors at the recent RE/MAX National Convention in Las Vegas and I can truly say I learned something from every one of them.  I talk to farmers, commercial contractors, surveyors, attorneys, planners, accountants, etc. and love it!  I always learn something that will benefit me in some way.

Know when to hold them and know when to fold them - Yes, learn when to walk away from a client or situation that is not good for you.  In today's market every client is like GOLD.  All of a sudden there is no such thing as A, B & C buyers.  Every potential buyer is being worked.  Just know when you can invest your time in a buyer and seller and see something come of it.  It is the same with real estate offices.  Even though I believe there is no Broker that will make or break us, the environment we are in can make a big difference in our attitude.

Take a genuine interest in people - I have a farmer client that has referred me over $150,000 in commissions the past 4 years.  One day I saw him in a field working.  I stopped and helped him with his chores that day and talked to him for over an hour.  That was over 4 years ago.  People tell me he still talks about that day I stopped by. That farmer calls me now and then to ask me for more cards of mine so that he can hand them out. I call all my sphere at least monthly and "never ask them for referrals" but receive many referrals annually none the less.  I believe I receive these referrals because I show people I genuinely care about them.  When people know we truly care about them, they will refer their closest family and friends to you.

Be a source of information - Many people have called me over the years and asked me for a name of a handy man, plumber, electrician, etc.  I have now started a list of vendors I recommend on my website my preferred vendor list . When people trust you and feel good about you they will lean on you for names of vendors they can trust.  Let people know you can help them and it doesn't involve you receiving a commission. Help them just to help them and because you care.

Get your name out - I have written in the past about the powerful use of business cards and hand written notes.  For the past several years I have given away over 3,500 cards per year and I plan on expanding it.  One Seattle Realtor wrote in the mid nineties that she included cards in all the bills she paid.  She mentioned a credit card employee moved to Seattle from the east and looked her up and purchased a home from her.  You never know when a buyer or seller will find their way to you from a business card you handed out long ago.

These tips are not rocket science and are very basic but I can assure you many top producers do these things day in and day out.

 

 Posted By: George Tallabas - Boise Idaho Real Estate Agent - Associate Broker 
with RE/MAX Advantage, Canyon Counties #1 Brokerage in sales and listings
specializing in Boise Idaho Real Estate and Southwest Idaho Real Estate.

Native Idahoan and Boise Idaho Real Estate specialist serving Boise, Meridian Eagle, Nampa, Caldwell and the surrounding Treasure valley area of southwest Idaho. Specializing in residential, investment, land and commercial real estate. Search thousands of MLS listings at Boise Homes for sale and learn all about Idaho by visiting Search Idaho Homes

Comment balloon 47 commentsGeorge Tallabas • March 27 2008 06:24PM

Comments

Hi George - I LOVE your list!  It is so right on the mark, and I practice the 'be a sponge' concept.  I tell new agents to do just that - be a sponge and soak up all the information and education you can.  Being geniunely interested in people makes a huge difference, and people know when you really don't care.  They don't care what you know until they know you care....

Ann

Posted by Ann Cummings, Portsmouth NH Real Estate Preferrable Agent (RE/MAX Shoreline - NH and Maine) about 11 years ago
Ann - Thank you and it is so very true!  I hope all is well in your world!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George. That is a good list. It looks like you put alot of time into it. Thanks, Royal.
Posted by Royal Goodman, "We Treat You Like a King" (Royalty Home Solutions) about 11 years ago

George... Good post. Like many agents , I spent some years as a builders agent, and sold from model homes.  It's a totally different business.

Fortunately, before that, I had learned the business the old fashioned way so was able to adjust.

I don't put much stock in coaches and gurus. Most are not satisfied to teach me to make a nice living but insist I can be a millionaire by working 25 hours a week.

With all of the information on the internet, and a wonderful willingness of successful agents to share, I think what you need is a plan, focus and a close friend in the business with whom you can search for the truth.

Thanks

Posted by Gordon Sloan, Salt Lake Homes For Sale, Salt Lake Real Estate (Group1 Real Estate, selling houses in Salt Lake City Utah ) about 11 years ago
Love your attitude and the response to a truly wonderful market.  Those of us who really want to work this business will have more opportunities as the scared ones take off running.  My best choice for a mentor has been to find some one who has been in the business for 20 to 30 years and has weathered the slow times.  Not only are they willing to let you pick their brain, but they may soon want someone who is willing to listen and work to slowly take over their business.  Don't be shy about asking questions and stick with the people who will not just answer you but actually show you.
Posted by L. Wayne Denton, I have a handle on your market!!! (Denton Properties, Inc.) about 11 years ago

Royal - You are welcome

Corie - Thanks for the thoughtful comment

Wayne - Mentors are a great idea.  There is no magic pill...just good sound fundamentals and wisdom

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
That was cool.........genuine caring...........it shows in your face..:-)  i like the preferred vendor list.......i think i'll add one to my site...:-) thanks....Lizzie
Posted by Liz Moras Migic, Chilliwack, British Columbia - Realtor about 11 years ago
That was cool.........genuine caring...........it shows in your face..:-)  i like the preferred vendor list.......i think i'll add one to my site...:-) thanks....Lizzie
Posted by Liz Moras Migic, Chilliwack, British Columbia - Realtor about 11 years ago
Lizzie - Thanks so much and good luck to you
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago

I have a coach and I am learning valuable lessons.  I am not learning anything I couldn't learn on my own, but I am getting it faster and with fewer mistakes. 

your list is great, by the way.   

Posted by Lane Bailey, Realtor & Car Guy (Century 21 Results Realty) about 11 years ago
Lane - Thank you and my very best to you
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
Dedra - I will always share with my "Friends" and I wish you well...THANK YOU!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
Hi George,  I agree with you and your list of characteristics top producers should have.   If I lived out in the country--I would be helping the farmers too! LOL  When I was 16 I went back to North Dakota and helped on my aunt and uncles farm--I really enjoyed it!
Posted by Leslie Bloss, Bellevue Real Estate Professional about 11 years ago
Leslie - Good for you! Keep up the great work and great attitude!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
I like the being a sponge example.  You MUST grow everyday.  I like friends who can teach me something, perhaps not by a lesson but just by my watching them everyday as they work.  Good blog.
Posted by Barbara S. Duncan, GRI, e-PRO, Executive Broker, Searcy AR (RE/MAX Advantage) about 11 years ago

Barbara - Keep being a great sponge!

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago

 

George,

I had a pretty savvy Realtor tell me:

"When the student is ready, a teacher appears."

 

Blog on!

Steve

 

 

Posted by Obeoman Glade Jones (www.obeo.com) about 11 years ago
Steve - Very cool...thanks!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago

I like how you lay it all out so simply George!  I think integrity and learning are two of the most important ingredients.  That is so neat you helped out the farmer that day and he will never forget it because people that are genuine and willing to help are hard to come by these days.   

Posted by Patricia Beck, Colorado Springs Realty (RE/MAX Properties, Inc., GRI, CDPE) about 11 years ago
Patricia - Thank you my friend. I honestly feel when we truly love humanity it is easy to care about them and want the best for them.  The referrals that have come from this farmer and my other "Cheerleaders" is amazing.  I have not taken floor time since 1997 and yet my business continues to flourish.  Thanks again for stopping by and I hope all is well in your world. You are an awesome friend!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago

I hitched mine to yours George...you gave me some great free advice last year and now look:

http://activerain.com/blogsview/442978/I-am-1-on

Posted by Christopher Benedict, AskTheBigGuy (BIG Realty) about 11 years ago
Christopher - Thank you so much and I hope all is well for you my friend!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George - I would not call this post "misc ramblings", I would call it good sincere advice.  Thank you.
Posted by Virginia Hepp - Mesquite NV REALTOR, Mesquite NV Homes and Neighborhoods - Search MLS (ERA - Mesquite NV Homes For Sale) about 11 years ago
Wow, great reminders. I love the one about including your business card in everything you do. Thanks for kick-starting me.
Posted by Debra Drummond, MichiganMoves Real Estate in SE Michigan (RE/MAX Gallery) about 11 years ago

 

 

George,

 

   Great information. We all need to concentrate on getting the word out. The worst thing you can do is be a "Secret Agent"

Posted by Doug Fritchie (DOUG FRITCHIE-Silver Legacy Properties,Inc.) about 11 years ago
George, thanks for reminding us that getting "back to the basics" is, and has always been, the absolutey only way to be continually successful in this business. 
Posted by Barb Hutchinson, Fruitland Idaho - Payette County homes and real estate, www.BarbHutchinsonHomes.com (Silverhawk Realty) about 11 years ago
Great post George...so many times people forget that the basics work
Posted by Tucson Real Estate Experts Anne McKechnie, Previews Property Specialist (Coldwell Banker Residential Brokerage) about 11 years ago
George, this is awesome. I had a coach for my first three years in the business and it gave me a great foundation for systemizing my business. 
Posted by Missy Caulk, Savvy Realtor - Ann Arbor Real Estate (Missy Caulk TEAM) about 11 years ago

Virginia - How sweet of you...thank you!

Debra - You are welcome

Doug - Very true...thanks

Barb - You are very welcome and have a great day

Ann and Eddie - So true...thanks

Missy - I am so glad you had some great coaching to kick start your career my friend

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George, what a great post.  So close to home here.  I came on just as the market started the downhil slide and lucky for me, I have had to learn all the right things.  Great list also.  Thanks.
Posted by Bob Cumiskey, US Army Retired, Your Sun City Center, Florida ~ Realtor (A1 Connection Realty, Inc.) about 11 years ago
Bob - I appreciate you stopping by and thanks so much for your comment.  Have a great evening.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago

Preach on brother!  They will never change.  I have tow more to add to your list, keep your promises and answer your phone.  I hope newas well as veteran agents take your words and hide them in their being and DNA.

If is all about the fundamentals,  live sports, music or any other endeavor.  You MUST master the basics in order to establish a long career.

Posted by Find a Notary Public needAnotary (QEC Internet Services) about 11 years ago
Thanks Mr. or Mrs.? Notary
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George, this is why you're the best!  I'm trusting my business will grow as a result of the very things you shared.  I see too many people throwing money at programs, trainings, etc when, in reality, all they need to do is take a step back, focus on developing character, increase their knowledge & understanding of the Real Estate market AND surround themselves with agents like you!  There is sure success in that!
Posted by Joddie Roberts, Your Spokane Realtor - Spokane, WA (Mountain Real Estate and Property Management) about 11 years ago
Joddie - Thank you so much and I hope you are having an awesome year!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
Pretty hot topic.  Lots of ideas, suggestion and insight for sharing.
Posted by Find a Notary Public needAnotary (QEC Internet Services) about 11 years ago
Notary - Thank you and have a great day.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
I hitched my wagon to Active Rain. I have learned so much from everyone here. It really is a wealth of information!
Posted by Nancy Kent, RE/MAX Hill & Valley, Western Mass (RE/MAX Hill & Valley) about 11 years ago
Nancy - Very true....have a great weekend.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
Thanks George, you too. I love your new look by the way. It is my fave so far of all the new looks I have seen. I need to hurry and pretty up my pages too.
Posted by Nancy Kent, RE/MAX Hill & Valley, Western Mass (RE/MAX Hill & Valley) about 11 years ago
Nancy - Thank you and I look foward to seeing your "New Look" as well.  Good luck to you my friend.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago

George, I believe those that are searching for ways to increase their business, getting their name out to the public and really improving their websites are the ones that will survive this real estate slow down now.  So far this year, our MLS has had over 300 agents drop.   This is the cleansing of the market.  I wish I knew how many builders have moved on.

Great new look you have!

Posted by Kay Van Kampen, Realtor®, Springfield Mo Real Estate (RE/MAX Broker, RE/MAX) about 11 years ago
Good morning Kay and very true.  Have a great weekend my friend and "Thanks" for the new look compliment!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George...I am a sponge!  I love to learn and it serves me and my clients well.  I think it is a positive that many of the agents who were not full time or professional are now leaving the business and the successful and experienced agent will be more successful.  This market gives us the opportunity to learn new andf sharpen our skills as well.  Great tips!
Posted by Debra Kukulski, Broker Associate, SRES;SFR,CDPE;GRI;ABR;e-PRO Realtor, Northern IL (RE/MAX Unlimited Northwest) about 11 years ago
Debra - Well said my friend and continue to be a sponge!  Have a great day.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George, Wonderful post, and so true! I loved your story about helping the farmer out with his chores. It's all about the Golden Rule, isn't it? You are an amazing person. Thanks for sharing!
Posted by Elizabeth Cooper-Golden, Huntsville AL MLS (Huntsville Alabama Real Estate, (@ Homes Realty Group)) about 11 years ago
Elizabeth - Thank you so very much.  Giving and caring is what it is all about to have a long lasting career in real estate or any other career.  Have a great day.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago

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