Real Estate Success Formula SOUL’D Chapter 4: PASSION

Successful salespeople are passionate Chapter Four in Getting the Property SOUL’D

With my new real estate book, Getting the Property SOUL’D, I wanted to make a somewhat complex business system more understandable while giving people credible expectations–whether you are a real estate agent, real estate seller or real estate buyer.

The National Association of Realtors statistics show that 85-90% real estate licensees fail. In my thirty plus years in real estate, I have seen hundreds of new bright energetic real estate agents leave the business after a year or two never having “made it”. Then there are the countless others who make it initially, but cannot sustain over the long haul. So what is it about this sales profession that makes it so lucrative for some and disastrous for most?

Most everyone grasps the practical knowledge of real estate—how to write a real estate contract, market a listing and follow up with a potential buyer—but those skills alone will not make a successful real estate transaction. The majority of real estate clients choose and stay loyal with their agents—not because of their knowledge—but rather because who they are as people. If a real estate agent loves what they do and is happy “in their own skin” this quality becomes infectious. A simple fact: people want to do business with people who they enjoy being around.  

When I first decided I wanted real estate as a career, I was passionately clear what my goal was—to be a top salesperson.

I would have to get beyond my vision of myself as an analytical scientist. Yes, I was trained in medicine, but couldn’t I use my analytical training to benefit me as an entrepreneur? I loved Biology, but I knew I did not love experimenting on and killing animals.

I also loved other things. I loved architecture—after all my Dad was an architect and my uncle a real estate developer. I knew that I was fiercely independent, hard-working and passionate about succeeding at whatever I chose as my next career. I also knew I didn’t need to reinvent the wheel to become a successful business woman. All I had to do was model a successful salesperson’s behavior. So I searched for a real estate mentor— someone who could help me to make it in this business.

I came across three mentor possibilities—all top Realtors exhibiting maternal instincts that could work in my favor:

Mary Francesca Moeller, a heavy-set Italian woman who carried herself with a subtle panache; Nettie Dieves, a confident, spectacled slip of a woman; and finally, Heidi Carter, a very blonde Swede with a thick accent and midriff to match. One thing I noticed about these three very diverse women was they loved what they did. They loved connecting with people and helping them find their dream home. They loved negotiating the deal. They loved the respect they received when the real estate transaction closed. The common thread they shared: their passion for real estate.

Although I had no real experience as an entrepreneur, I felt I had enough passionate energy to get me through the tough times. I had heard all the horror stories of how a good real estate client would choose someone else because you were not available when they called. Or your ambitious colleague steals your lead. Or all the money you have in savings must go to an unforeseen emergency. Pretending all is fine and simply being positive is not enough to solve all a real estate agent’s day to day challenges—you need to love your clients, love houses and love negotiating to stay in this up and down roller coaster emotional business. 

You can personally witness the day-to-day life of a budding successful real estate agent in my new book, Getting the Property SOUL’D-A Breakthrough System for Successful Stress-Free Selling. With complete candor I show all the mistakes, missteps and triumphs that can happen in real estate—whether you are a wanna be professional or a real estate buyer or seller who want to understand the intricacies of a real estate transaction—available on Amazon on April 28th or fill in this form opposite my Blog.

Be aware that any clients’ names have been changed to protect their privacy. Furthermore, Paula Pagano does not accept any liability for the content of any Blogs and this Website or for any actions you take or resultant consequences of actions taken based on the information provided in this communication. Any advice is my opinion after being a 35 year experienced real estate agent in San Francisco.