Re: ‘Life of a Rookie Realtor‘ (Aug. 27)

Dear Rookie:

If someone had sat you down to spell out the life of a real estate salesperson, would that really have altered your decision to take the plunge into the real estate profession? I’d bet that you would have made the decision to charge forward with or without that information, and kudos to you for doing that. That’s a very bold move, and takes a lot of guts and determination. I, myself, left my six-figure, senior-management position with a leading real estate internet brokerage firm to start my own company. Many people thought I was nuts. Others admired me. Still others were scared for me and lacked the same faith that I have in myself. No matter what anybody said or thought, nobody could have changed my mind about what I wanted to do. I’ve been free from my salaried position and the shackles and chains associated with that position for close to a year and a half, and I couldn’t be happier. Yes, there are times when things get very tough, but the rewards are in knowing you control your own future and that nobody controls you. It’s a great feeling and one I’m certain you will enjoy.

I wish you the best of luck and success and the strength to persevere despite the odds or how the cards may be stacked against you. Grab the bull by the horns and go for it!

Laura Burke
Rival Realty Inc.

Dear Rookie:

When you ran into your old “friend,” you should have taken that opportunity to work on your sales skills at that moment–and sell yourself. She’s doing well, and she and her husband could very possibly become a great client for you. Sell the fact that real property is selling quickly right now, interest rates are still low, and real estate is the best investment at this time. Ask her if they have any property they are considering selling? (Offer comps). Have they considered rental properties as investments? (Send her some listing info on multiple units). Your own personal success is irrelevant in the conversation (none of her business!)–build up the market, let her know you are excited about the business, and I think you will find that she, and others, will respond to that.

No matter where you are, no matter how you feel, you should look at each moment as an opportunity to make something happen in your business. That quick conversation in the parking lot should change from an “OK” response into an “awesome” response. Think and act positive, and people will respond. Success is sure to follow. Oh, and don’t forget it takes a lot of hard work, too!

Good luck.

Laurie Psenner
Escrow Training Administrator
Financial Title Co.
Fresno, Calif.


Got tips, ideas or advice for the Rookie Realtor? Send them to

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