Re: ‘Rookie Realtor makes first sale‘ (June 2)

Dear Rookie:

Congratulations on your first accepted offer! I’ve followed your postings over the last few months and have found them quite interesting. I was a local board manager for 13 years, and I spoke with many Rookies about the frustrations of the first year and tried to steer them in a direction that would make the most of their time toward a better second year. More training is one of the things that really makes a difference.

Now I’m the executive director of REBAC (Real Estate Buyer’s Agent Council) who confers the ABR (Accredited Buyer Representative) Designation. I believe that our courses make a difference in the success of Rookies like yourself and I’d like to offer you our 2-day ABR Course–at no cost–to see if it will make a difference for you. I think you’ll learn new skills and ideas that will improve your ability to get those offers accepted and then make sure they get to closing with a happy buyer. And, because buyers become sellers, a happy buyer can be the source of multiple business opportunities for years to come.

Please contact me, or Joe Frey, in our offices in Chicago. We will help you find a course in a location that works for you. Take it locally for convenience, or travel to a place that you’d like to build a referral network. You’ll get to know other agents who will know that you have specialized training to take care of buyers that they must refer to another agent.

We will reimburse you for the cost of the class–up to $300.

I look forward to speaking with you, Rookie. Good luck with that transaction!

Janet Branton
Vice President Business Specialties
National Association of Realtors
Chicago, Ill.

Dear Rookie:

Hey Rookie, congratulations! I don’t want to rain on your joy, but remember in our line of work until the check is in hand don’t celebrate. I can not tell you how often an acceptable offer has fallen out of the pipe. Keep your fingers crossed and remember the sellers can continue to review offers up until the recording of a new owner, so be careful and diligent about closing all conditions financially and physically with the property. Good luck and way to go–we’ll all be celebrating with you in 30 days.

Raymond J. Plummer
The Boeing Company

Dear Rookie:

First of all, congrats!

Now for my advice:

1. Don’t haul strangers around in your car all day Saturday and Sunday unless you know you’re their agent! Get them to come into your office first, prequalify them and explain buyer agency! That way, when you’re hauling them around, you know (#1) that they can buy what you’re showing them and (#2) they’ll buy it through you!

If they refuse, they’re probably not serious buyers and you’d just be wasting your time and your weekend anyway. I won’t take anyone out to look at homes unless they follow my procedure first.

2. When you work as buyer agent, you can help assess the market value your buyer should be offering on a property. It will avoid writing dozens of offers over a year’s time that weren’t accepted! You need to help your buyers write prudent but reasonable offers. Are you including bank pre-approvals with offers?

3. Get with an experienced agent in your office and ask him/her to evaluate some of the offers you’ve had rejected. Ask him/her to point out possible reasons for so many non-contracts!

4. Remember hindsight’s a great thing. Heck, the Dodgers should have never left New York! Don’t look back on your old job–hold your head up high, pull your shoulders back and go get ’em!

Sonja Boatman
ERA Jack Gaughen Realtors
Chambersburg, Pa.

Dear Rookie:

Don’t celebrate until closing and the check clears. You have a long way to go!

Scott Einbinder
Einbinder Consulting Group
Manalapan, N.J.

Dear Rookie:

Maybe the reason you haven’t had any sales close is because you don’t know how to add…or did I miss something?

Jan McWilliams
Assistant Director Administration
WSU Foundation/Gift Planning
Pullman, Wash.

***

Got tips, ideas or advice for the Rookie Realtor? Send them to Rookie@inman.com.

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