In addition to being a real estate agent, I get a lot of satisfaction and joy out of helping other professionals through this blog and my YouTube channel. People often interact with me, which I love, and they ask me a lot of questions about how I’ve been able to succeed at certain aspects within the real estate industry. One of the most common questions I get is how to succeed as a young real estate agent, and I can see why, because even after being in the industry for a number of years, I’m still extremely young. When I started out, I was 23 years old, and looked even younger. I was constantly facing objections and questions from clients about my age and experience level. Fortunately, I did not let that deter me, and instead, what I did was learn from it. I’m happy to be able to share that knowledge with you today.
Here are some of my best tips for how to succeed as a young real estate agent:
Find the Right Scripts That Work for You
Many real estate agents use scripts to help them make phone calls, door knock, and overcome objections. This is so important for a younger agent. Since you’re not at that point where your numbers speak for you yet, because you haven’t been in the game for 10 or 20 years like some other agents, you can speak for yourself, and scripts can enable you to do that really well.
As an example, let’s say that someone asks you the question, “You look young, how long have you been doing this?” — Instead of blushing, or stammering, or answering something like “5 months”, you can say “Goodness, that’s a great question. I’ve been doing this so long, I honestly don’t even remember exactly. I’d have to look it up for you through my brokerage.” You’re not getting defensive, or rude, and you’re turning the question into a statement and opportunity for you to point out that you’re with a brokerage and that you’re very experienced.
You should find the scripts that work for you and practice them daily, on the phone with another agent, or by listening to them in the car or whenever you have a moment, until they become second nature.
Keep Yourself as Informed as Possible
It’s always wonderful to be well educated as a real estate representative, but it’s even more important when you have fewer years of experience than some other agents. By knowing more information than other agents around you, you’re able to overcome even more objections or doubts about what it is that you bring to the table. Additionally, you should be warned that people will try to test you and stump you, and if you know the answers to their questions right off the bat you’ll be even more impressive. I try to attend every CE, CLE, class, seminar, webinar, and workshop that’s available to me through my brokerage and the Board of Realtors, and I’m always ready when someone wants to see if I have the chops to be their agent.
It’s All In The Confidence Level that You’re Able to Portray
If you watch a lot of reality shows you’ll note that the judges often tell singers and dancers that if they make a mistake, they should just smile and keep on performing. A real estate sales pitch is a similar situation. If you look upset, scared, timid, or shy— people will not have confidence in your skills to be able to sell their property for the most profit possible or find them their dream home. If you’re 20 years old and extremely confident, that’s probably better than someone who’s 50 years old and looking in a book for answers. Have faith in yourself and your own abilities, and they will have trust in you. After all, you do know what you’re doing. You’ve taken classes, tests, are licensed, and work for a brokerage that could get in a lot of legal trouble if you’re not well trained. Make sure to point that out to anyone who asks you with a smile, and stay up to date on education and market trends so that you can always present your best self, regardless of your age!
Chastin J. Miles is a full-service real estate agent specializing in Dallas real estate, brand management, and client representation in a comprehensive spectrum of classes including single-family residential, condos and developments, commercial real estate, and luxury leases.