Let’s get real for a minute. I’m not the agent I was when I started. I was a lot of things when I got into real estate.
Excited. Motivated. And completely oblivious to how it would actually, really change my life.
Just before I began my real estate career I had reached a point in my life that was a bit surreal. It was one of those scary times when your life feels like it’s not yours.
I had just quit my job. With no other options in site. Something I never thought I’d have to do. But when a situation is dangerous physically or mentally to you, something just happens and your mind shuts off to allow you to follow what’s best for your heart.
Basically, I was about 2 years removed from college, unemployed, and buried in student loan debt. Sounds smart, right?
Well it was smart. As scared as I was for what was to come, I knew I couldn’t stay where I was. So I took a risk. And in the pit of that doom, the air I caught after that leap, brought me to where I am today.
Within 3 weeks I found myself in a conversation with someone who knew a local builder that was starting a brokerage and needed some marketing and recruiting help. I jumped at the chance to own the marketing for a small local business.
I quickly learned the ropes of new construction sales. I knew after my first open house that I belonged here. In this nut-ball industry. It was just like fire inside. It drove me to work a 25 hour a week job while servicing my clients for 18 months until I could afford to become a full time real estate agent.
I spent my first year as a full time agent cruising along with rookie agent goals. You know, getting by, not embarrassing myself, and throwing marketing ideas at the wall, waiting for something to stick.
I had big goals for my first year as a full time agent. HUGE goals.
Goals that I didn’t reach.
So I took my business plan, philosophy on real estate, and attitude about my career and flipped it on it’s ass. I decided to focus on the things that other agents ignored.
The things that made me feel good about how I was representing my clients and myself in the real estate game. Things that weren’t trendy marketing tactics, but timeless classics that would play out in my favor in the long term.
And my business BLEW UP. I was making more money, referrals were streaming in, and I felt alive – because I knew my ‘route’ was right for me. That route included some key mindset shifts.
Read the other blog posts in this series here…
- 8 Things Every Top Agent Has + a Free Download
- The Truth About My Real Estate Career
- 3 Excuses That Keep Your Business From Growing
- 3 Real Estate Myths That Are Holding You Back
- Why Building A Successful Real Estate Business Is So Hard
Activity vs. Dollars
I told you earlier that I took my philosophy on my real estate career and flipped it on it’s bum. And I meant it. When I was making goals (and not reaching them) I was solely focused on two things: commission dollars and material assets I’d subsequently gain.
Here’s the problem with that, that I can see only from the other side of the fence. Material things, vision boards full of cars & planes, and all the dollar signs your whiteboard can fit don’t help you get the job done when it really needs to get done.
When you’re discouraged that you’re not where you want to be, staring at what you don’t have doesn’t help. And surprisingly, material possessions don’t motivate you as much as you think they do.
So I flipped the script. I decided that instead of worrying about my commission dollars, sales benchmarks, or what I’d buy at the end of the year, I was going to worry about two things. My activity level and number of transactions.
I threw out my sales dollar goals and replaced them with yearly, monthly, weekly, and daily goals for calls, out reaches, appointments, open houses, and closed transactions.
And guess what. My perspective changed. Right along with my attitude. All of the sudden it was crystal clear what I needed to do to reach my activity goals.
And I did. I fucking crushed it. I’m really proud of how well I’ve done at such a young age. But I’ve done so without buying a single lead (because they’re garbage) and staying true to what feels good to me.
That meant that I focused on paying very close attention to what made me feel good, and bad. I for one, hate open houses. I’m just being honest with you. I do them, but not as many as I did when I was younger. It’s just not where I’m my best self.
I’m a learner. I love to learn about anything. Especially people and their stories. So once I figured that out, I focused my attention on my sphere; the people that I already knew.
And I figured out that those are a helluva lot of WARM leads that are way easier for me to convert than any icy cold lead avoiding me at all costs at the open houses.
With this new mindset I was able to come up with a system that allowed me to build a real estate career around me and my strengths. Not anyone else’s benchmarks.
Now I hit my sales benchmarks, have referrals flowing into my pipeline on a regular basis, and have time for things that bring me joy, like coffee dates, dog walks, and teaching you how to grow your business.
I’m grateful for my pitfalls, and I’m here to share with you the lessons I’ve learned so that you can take what you need from it to become the agent you want to be.
I wish you all of the very best vibes today. Thank you for being here and listening to my ramblings.
Latest posts by Jenna Martindale (see all)
- Why Building a Successful Real Estate Business is So Hard - March 25, 2017
- 3 Real Estate Success Myths & Why They’re Untrue - March 22, 2017
- Excuses That Keep Your Business From Growing - March 21, 2017