What should new agents know ahead of their first big sales season?

January 13, 2019

Relatively inexperienced real estate professionals have probably never had to deal with the inundation of interest - from both buyers and sellers - they're likely to face in March and April. Seasoned agents can provide them with some of the ins and outs, but other issues are really the kind of thing they can only learn by doing.

However, here are a few factors they should keep in mind about what's coming up for them:

1) Don't get bogged down

For new and old agents alike, there is so much that needs to be done in the course of a week that isn't all that hard, but is certainly time-consuming, according to the Forbes Real Estate Council. Whatever options new agents may have to free themselves from the requirement of printing out hundreds of brochures - such as paying a copy center to do it - is often going to be money well spent.

2) Study up

With the spring buying and selling season almost here, it might be wise for agents to get in a few cram sessions, learning as much as they can about facilitating real estate sales, before leads start coming in fast and furious. That might include watching videos online, reading industry sources or picking the brains of older and more experienced agents over lunch or coffee.

3) Put yourself out there

Agents might not always know the best ways to generate leads when first starting out, but perhaps the most important strategy is enhancing visibility. To that end, if they can build as many bridges as possible in the first few months of their work, they're going to be much better off when it comes to putting together a solid base of leads and clients.

4) Remember who you serve

Another big issue new agents might run into is that in their haste to get sales done, they might not always consider their buyers' needs, according to Inman. Especially in this market, buyers might just want to get a deal done for the sake of doing so, but if the home isn't perfect for them and the agent pushes it through anyway, that can lead to some difficult feelings for clients. However, if a new agent urges them to wait until they find one that's just right, they're ensuring they'll still stick with that client, and potentially also generate a lot of positive word of mouth.

5) Schedule everything

When agents put themselves on a relatively tight schedule - i.e., "I'm spending two hours every day to write emails and make calls" - it becomes far easier to get into a groove. That schedule doesn't have to be totally rigid, but if something needs to be cleared off to make space for a client, moving it to a different time is a must. That kind of attention to detail helps avoid letting issues slip through the cracks.