I was watching TV the other night and saw a clip showing quarterback Mark Sanchez completing his very first pass as a starter for the USC Trojans. With that first completion, Mark took one of the most critical steps in building up his confidence and perfecting his game. As I watched this pass replay, I thought back to how challenging my first completed real estate transaction was. With the ink still wet on my new real estate license, I remember quickly realizing I had A LOT to learn. I knew real estate principles back and forth, but sales training was another story.
Tell me if this sounds familiar: You decide you want to become a real estate agent. You take the real estate principles course and study your butt off thinking that the information that you’re learning will not only be vital in passing the state exam, but also in insuring that you are a successful real estate agent. You pass the exam and can easily regurgitate the definition of an equitable estoppel and fee simple estate, only to figure out that the utility company doesn’t accept real estate definitions as a form of payment!!! Becoming a real estate agent is easy, maybe too easy. Becoming a successful real estate agent that is actually closing a good number of deals, that’s a completely different cup of tea.
For me, my breakthrough came by way of several sales training cassette tapes (yes it was that long ago) and the help of a coach. In all, I’m embarrassed to say, my first closed real estate deal took me 10 months from when I received my real estate license. Once that first sale came though, my confidence grew and I slowly began to build a business that has continually grown over the last 15+ years.
How was your road to the first closed sale? How long did it take you to break the seal and close your first transaction??