Becoming the good agent

Dear Dave,I recently graduated from college, and I think I’d like to get into the real estate business as an agent. I don’t have much real world experience, so what can I do to learn and become a great real estate agent?Ryan

Dear Ryan,Congratulations on finishing college! It sounds like you’re ready to hit the ground running.

I think the first thing anyone in your situation should do right now is get a first-hand look at the day-to-day life of a really good real estate agent. Find out what someone who sells 100 houses a year does on a daily basis, how they got to where they are, and how long it took them to get to that level in terms of skills, referrals, knowledge, and recognition in the marketplace.

You might consider driving to a nearby city—one that’s far enough away so that competition won’t be a factor—and finding a superstar agent. Tell them your situation, and ask if you could ride around with them for a day or two and pick their brain. Basically, I’m talking about interviewing them and finding out how you can be them when you grow up. Believe me, you’ll learn tons about the technology and marketing sides of things, too.

Real estate is probably the perfect example of The Pareto Principle. It states that 80 percent of the people make 20 percent of the money, and 20 percent of the people make 80 percent of the money. Learning as much as you can as quickly as you can is a great first step to making sure that you’re in that top 20 percent!—Dave

Dear Dave,I own a small company, and lots of times I feel like I’m devoting too much time to the business and not spending enough time with my family day to day. How do you find a balance between home and work?Pat

Dear Pat,You know, I get asked this question a lot. Truth be told, the idea of everything being in balance on a daily basis is a myth. No one can perfectly juggle all that life has to offer—the spiritual, emotional, financial, home, work, and physical—every single day. It’s just not possible. Still, you need to make sure you strive for balance over the scope of time.

I started running a few years ago, and I’m out of balance if I’m training for a marathon, because I spend more time training. The same is true with work. There are times when you have to work hard, and occasionally this can bleed over into other things. I think the answer lies in really being into whatever you’re doing. Listen and participate in conversations with your kids instead of watching television. Take your spouse out on dates, and turn off the cell phone. When you’re with your family you should really be with them. Then, when you have to work, chances are they won’t be mad at you.

Honestly, we waste so much time and then we complain that we’re out of balance. Ebb and flow takes place in every aspect of our lives. So, I think we should all stop wasting the time we have!—Dave