David M. Greene - Sold: Every Real Estate Agents Guide to Building a Profitable Business

SOLD: Every Real Estate Agents Guide to Building a Profitable Business

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All rights reserved. No portion of this book may be reproduced, distributed, stored in a retrieval system, or transmitted in any form or by any means, (including, without limitation, by electronic, mechanical, photocopy, recording, scanning, or other electronic of mechanical methods) except for brief quotations in critical reviews or articles, without the prior written permission of the publisher. This ebook is licensed and not sold.

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SOLD

SOLD

Every real estate agents guide to building a profitable business

BY DAVID GREENE

Praise for SOLD

As the person who brought David into real estate sales, I've watched his growth in this area from zero to hero. David's explanations and systems for how to become a top-producing agent are unquestionably effective. I can't think of a better person to write a book this needed in the industry.

David Osborn, New York Times bestselling author of Wealth Cant Wait and Bidding to Buy

David opens up his entire playbook here and doesn't leave anything out. A must-have for any agent who takes their business seriously.

Aaron Amuchastegui, host of Real Estate Rockstars podcast and author of Bidding to Buy

I wish this book had existed when I was selling real estate! David has done a fantastic job of breaking down what it takes to be successful into simple, easy-to-follow steps that help agents master their craft and become top producers. I love this book!

Pat Hiban, former No. 1 agent for both Keller Williams and Re/Max, New York Times bestselling author of 6 Steps to 7 Figures

This publication is protected under the U.S. Copyright Act of 1976 and all other applicable international, federal, state, and local laws, and all rights are reserved, including resale rights: You are not allowed to reproduce, transmit, or sell this book in part or in full without the written permission of the publisher.

Limit of Liability: Although the author and publisher have made reasonable efforts to ensure that the contents of this book were correct at press time, the author and publisher do not make, and hereby disclaim, any representations and warranties regarding the content of the book, whether express or implied, including implied warranties of merchantability or fitness for a particular purpose. You use the contents in this book at your own risk. Author and publisher hereby disclaim any liability to any other party for any loss, damage, or cost arising from or related to the accuracy or completeness of the contents of the book, including any errors or omissions in this book, regardless of the cause. Neither the author nor the publisher shall be held liable or responsible to any person or entity with respect to any loss or incidental, indirect, or consequential damages caused, or alleged to have been caused, directly or indirectly, by the contents contained herein. The contents of this book are informational in nature and are not legal or tax advice, and the authors and publishers are not engaged in the provision of legal, tax or any other advice. You should seek your own advice from professional advisors, including lawyers and accountants, regarding the legal, tax, and financial implications of any real estate transaction you contemplate.

SOLD: Every Real Estate Agents Guide to Building a Profitable Business

David Greene

Published by BiggerPockets Publishing LLC, Denver, CO

Copyright 2020 by David Greene.

All Rights Reserved.

Publishers Cataloging-in-Publication Data

Names: Greene, David M., author.

Title: Sold : every real estate agents guide to building a profitable business / by David Greene.

Series: Top-Producing Real Estate Agent

Description: Includes bibliographical references. | Denver, CO: BiggerPockets Publishing, 2020.

Identifiers: LCCN: 2020941714 | ISBN: 9781947200371 (pbk.) | 9781947200388 (ebook)

Subjects: LCSH Real estate business--United States. | Real estate agents--United States. | Success in business--United States. | BISAC BUSINESS & ECONOMICS / Real Estate / General | BUSINESS & ECONOMICS / Real Estate / Buying & Selling Homes | BUSINESS & ECONOMICS / Sales & Selling / General

Classification: LCC HD1375 .G691 2021 | DDC 333.33/068/8--dc23

Printed on recycled paper in the United States of America

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TABLE OF CONTENTS

ONE

INTRODUCTION

S tatistics show that nearly 87 percent of new real estate agents quit within their first year. What a number! Why do so many agents fail or quit so quickly? My aim in writing this book is to help you answer that question and help you not become just another statistic. Well, I do want you to become a statistic, but just the kind that winsthat precious 13 percent of new agents.

First rule? Its all about your mindset. Since most of us had other jobs before becoming licensed agents, we may carry preconceived beliefs into the profession based on our earlier experiences. While it makes sense to assume what we learned at previous jobs would be applicable to this new field, thats not always the case.

Agents need to be many things all at once. At times you will wear the hats of legal counsel, therapist, financial advisor, friend, organizer, market expert, and salesperson. Odds are the hats you are most comfortable wearing are the same hats you wore in previous occupations. We tend to build upon our past success, using those previous experiences as building blocks to help us achieve new heights.

However, our previous experiences can also hold us back. Self-limiting beliefs, unreasonable expectations, or a reluctance to accept and adapt to our new environment can hurt our chances for success. Having worked with dozens of new agents on my own team, coached dozens more, and trained hundreds, I believe the No. 1 reason most do not find real estate as exciting or lucrative as they hoped is because they try to apply their past experiences to their new environment. I believe this is a problem throughout our society.

Consider our public school system. Children are told when to arrive for class, where to sit, what to study, and when they will be tested. Their daily schedule is orchestrated by a bell that rings at predetermined times. Their performance is graded on a five-point system, and they are allowed to progress through the school system as long as they meet the minimum standards. They are evaluated based on tests that primarily measure their ability to recall information based on memorization. Unfortunately, students are not taught how to learn, and do not develop the skills required to navigate life outside of school. As a result, students are not prepared to succeed in todays workforce.

The public school system and the model it follows are not evil. They were created during the Industrial Revolution, when factories needed employees who could stand on an assembly line or operate a piece of machinery for significant periods of time without losing focus. Todays workplace requires a different set of skills, which the students education has not provided. Problems arise when those students are then dropped into a work environment for which they have not been properly prepared. Those who take longer to adapt to this new environment may find themselves out of a job. Those who