Dear Rookie, Fifty-one percent of your chance of success has already been determined by the choice of office you have made. Many agents would be capable of great success, but they start or stay in the wrong office. Every single office is different–even those within the same company. An agent needs to find an office that suits his/her personality. Beyond that an agent should choose an office that has a history of success with first-time agents. How long has the manager been there? Is there a lot of turnover? How many agents has the office developed into the top 10 percent in the company? What is the success rate of new agents? Did you call 10 agents in the office before joining it? Did you check with title insurance and mortgage reps before deciding on an office or did you decide based on their compensation? A new agent should get a third of the first year's business from inside the walls of the office either from incoming calls, referrals from the manager, covering for oth...
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