Hello,
Thank you for your query. Many prospective new associates have asked about the necessary ingredients but you are probably the only one that I have encountered that has asked about the necessary ingredients to AVOID, that could lead to failure in this industry.
I have extensive training and field leading experience of new associates in my Division in Huttons Asia Pte Ltd. During this time I have come to notice a pattern in the similarities of BOTH the successful and unsuccessful agents.
In my training, I emphasize one single formula to success:
Success = YOU X Training X Resources
In this case, assuming equal training & resources, the 33% that decides your failure and success is simply, "YOU".
Now, to specifically reference your question, there is a common trait to the new associates who fail.
1. "I will need a lot of hand holding".
The real estate industry is often confused as a job/career. It is not. It is dynamic and highly fluid. No two deals are ever the same, and will always require a bold and quick thinking individual to seize the opportunity to close the deal. It is NOT for individuals who lack initiative and self discipline to move forward on their own.
Individuals who need a day-to-day assistance to plan their daily activities fall into this category as well. The outcome of this are such that these individuals need constant supervision and guidance on their everyday activities, else they simply languish at home.
2. Pride
The business is people centric and as such, it is always about people, FOR people at the end of the day. As such a fair degree of professionalism is necessary to avoid letting pride get in the way of a negotiation and blocking a deal.
3. The lack of "hunger"
For all associates, I have a single rule:
"Every moment you find yourself free, find some marketing activities to do."
In showflats or on team marketing activities, instead of concerning themselves with the next prospect or the next client, these associates worry themselves over what to have for breakfast, what to have for lunch thereafter as their first priority on stepping into the showflat.
The top performers conversely spend the morning making appointments for the rest of the day before concerning themselves with their stomaches.
4. Evolution
The 2014 - 2015 real estate market is highly evolution based. Meaning, the strong get stronger, the weak do not survive. The market is such that it is changing very rapidly. Marketing techniques from 2010 - 2011 will no longer work in the current market.
Associates must be constantly willing to adapt and not to remain stagnant. To constantly upgrade and to learn new skills and abilities. That is the key.
5. Discipline
To answer your calls in 3 rings, to start your day at a fixed time, to be at your appointments and viewings on time, everytime. To MAKE your appointments each and every time. This is a vital aspect of professionalism.
6. Initiative to take action
Action, is what closes the deal.
Action, is what makes the money.
Will you ever be 100% prepared to take action? No. Will taking action necessarily result in success? No, and yet, action MUST be taken. There is no model answer, the answer lies in your flexibility to adapt.
In one way or another, what holds back individuals from succeeding is always they themselves. The above 5 points are negative values that hold us back as individuals in all aspects of our lives and not just in real estate.
Hope this helps. Good Luck!
Best Regards,
Mervin Tang
Group Director
Division Lead Trainer, Project Sales, International Projects
CEA Reg No. : R030951Z
Huttons Asia Pte Ltd
Mobile:
(65) 9184 0208
Website: http://sg-realestate-sg.blogspot.sg/
Sales Enquiry: mervintang.huttons@gmail.com
Career Discussions: http://sg-realestate-sg.blogspot.com/
Testimonials: http://sg-realestate-sg.blogspot.sg/p/testimonials.html
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