Robert of Robert Colello & Associates shares valuable tips for new agents.
Transitioning to a referral-based business should be everyone’s goal. For agents who have been in the industry for about a year and are facing challenges, the question is, where should they invest their time? Should they focus on building a referral network, or should they be out there pounding the pavement? To help answer these questions, Robert of (name of affiliation) will be sharing with us his expert insights.
When seeking guidance for these agents, Robert emphasizes the importance of proactivity. He suggests these agents should be out in the field, knocking on doors and making phone calls. Building genuine relationships, expanding their professional network, and consistently putting in the hard work are the keys to success. Robert’s approach is rooted in a strong focus on profitability. Drawing from his experiences in various aspects of life, including ministry, family, and business, he has identified what works and what doesn’t.
While he acknowledges the value of marketing, Robert argues that people tend to remember individuals they consistently encounter in their communities rather than fleeting billboard or bus advertisements. In his view, long-term success is contingent on profitability, and agents need to be profitable to sustain their business.
According to Robert, new agents should avoid the temptation of pouring their resources into short-term marketing gimmicks. Instead, they should roll up their sleeves, initiate calls, and maintain a sense of hope. The key, he believes, is to become students of the trade and learn what to say. By constantly worrying about what to say, agents may overlook what their clients are trying to communicate. He harks back to his father’s wisdom, emphasizing that a great salesperson helps clients achieve their goals and guides them through obstacles based on their belief systems.
Robert’s early career was greatly influenced by the teachings of Mike Ferry, who stressed the importance of internalizing scripts. As a new agent, Robert dedicated one hour each day to role-playing and script reading. He deliberately chose role-play partners who were more successful than him, which he believes was crucial in driving his improvement.
In Robert’s view, overcoming fear is pivotal for success. Agents should confront their apprehensions and consider approaching experienced colleagues for role-playing or seizing lucrative opportunities. Robert’s final piece of advice for new agents is to metaphorically “burn the bridge” behind them. He acknowledges that the industry is more challenging than it used to be. He shares a personal anecdote of moving to San Diego during a real estate market crash with three children and a fourth on the way. Despite facing bankruptcy and adversity, he remained steadfast in his determination to build a successful real estate business.
While the real estate market may not be the same as it was six months or a year ago, Robert believes that hard work, dedication, and a strategic approach can yield results. The key is to remain focused and execute a well-thought-out plan.
If you have any questions about how to succeed in today’s real estate market or anything else, call or email us. We’re happy to help.
