A year ago I made a very big career move. After debating, analyzing and betting on hope I went from a base salaried with benefits brokerage firm to become an independent contracting broker at Schulz Properties, Ltd. Making such a move I knew the risks; no insurance, no steady income and a true unknown future. I also knew that this move could grow me as a person, a CRE broker and be the launch of a bright future. To me this was worth the entire unknown which lay ahead of me.
Now I have been a broker for ten years but going to a new firm and an entirely different structure is a fresh beginning and there are many lessons to be learned. As I celebrate my one year anniversary at Schulz Properties, Ltd. I wanted to share with you a few lessons learned that I believe all in business have learned from time to time.
Consistent Follow Up
Following up sounds very easy, but when you get busy it becomes very easy to forget. I have learned the more you call, the more you interact the better. If you do not hear from a broker or prospect you are currently working on a deal together within two days it is time to call. I know sometimes it feels like hounding but I have learned if you do not stay on top of it and they go dark for a short time it doesn't go the way you had wished.
Dig Deep in Questioning
I am learning it is best to sit down and write down all your questions you need answers to before making a call. It is easy to forget what you want to know or based off the conversation there may be hesitance on your side to ask the hard questions. That said, in the end you need to. You need to find out the real scoop, what you need to do to get the deal and what the other side is thinking. If armed with the hard questions before the call it helps you stay on task.
Maintain Positive Outlook
In our business as in any sales business you win some and lose some. Some days you seem to lose more than you win and keeping a positive outlook is tough from time to time. Once you fall into a rut and spend more time thinking about the losses it overshadows everything you do. You need to get back on the horse as they say. But to get on the horse you need to cleanse your emotions and past downfalls to move to a brighter outlook. Each day is a new day and if you are in a positive mood it will start to shine throughout your work and you will indeed start to see wins!
Every interaction and every meeting creates the start of an opportunity. Even if you do not get a listing or you become that company’s broker the impression you have left with that person can come back to benefit you in the future. I have had meetings with people and received calls from them years later who were impressed with their first meeting with me those many years ago. These calls are always a reminder that first impressions are everything and that relationships are what drives our business.