Here is my deal....

I am new to the scene. But, I am "extremely" confident I will be successful. I used to be a military recruiter, and believe me, that is no easy job! Just like homes, it is a big investment. In fact, for most civilians, joining the military may be "the" largest decision of their life.

Before recruiting starts, we learn a lot about sales, in fact, we go to sales school. At the time, we used material from Achieve Global, Professional Selling Skills (PSS). I am not sure if this type of training is out there anymore or what is used today, but sales is sales.

I learned a lot about professionally developing contacts, or what we called PDC. This was one form of face to face prospecting. Of course, in addition we did cold calls, and developed our own leads (some were developed for us by mailings and events, like airshows etc..). Honestly, most leads were crap... I found my own lead generation provided better results. Oh, and we developed center of influence's or COIs.

From everything I know (and see), prospecting is prospecting and sales is sales. At the time, I was ranked #4 of over 200 recruiters (in my district). Though, the motivation is different in recruiting. In recruiting, our careers are on the line. It can be the difference from advancing to the next rank or staying at the current rank FOREVER. Recruiters are motivated by fear, fear of receiving a poor evaluation, which in turn kills any chance of future advancement.

I was lucky, though it was stressful, I had some people around me that showed me the way. Soon enough, those people were gone and I was left standing where they once did. Being forced to do well, no matter what the motivator, can make a HUGE psychological difference.

I guess I can convey my thought by using an extreme example, "if you don't put someone in the military, I will kill you by this time tomorrow."

Imaging if real estate was driven this way, by fear. Your broker would tell you. "if you dont sell 4 (similar to military quota) houses this month, you will be fired, and not only will you be fired, but I will call 100% of the brokers and tell them not to hire you! You would be blackballed from the business. I know this is extreme, of course, but how many real estate agents would perform better if they knew their life was at stake or their entire career on the line?

So, the benefit to me is that the training was free and constant, like it or not kind of training. So, after 3 years of this type of training, I feel that I have at a minimum the marketing, prospecting, sales experience and know-how (I managed my own recruiting office) to be successful at real estate. That initial fear of prospecting, yea, that was gone within 6mo. Fear of rejection, yea, my supervisor would take me out in the town, and point to someone and even if he knew they were not qualified he would make me establish contact and practice prospecting... It was rough, something that I could have never learned on my own though. I suppose in hindsight, it was bitter-sweet. Well, I did advance to the next higher rank because of it, after-all.

Yesterday I bought a few domain names and the "agent" design website from StudioPress (a blog actually) and modified a lot of it. It was fun to get back into the "sales/prospecting" mind-set, I'm excited.

Well, that is my history lesson on myself. I have homework for one of my Business/Marketing degree classes, just wanted to take a break for a few minutes.

Don't be so surprised. Some Companys still impose quotas and put people out on their ears . . . . even after they've been there for years. And everyone on the Board of REALTORS® knows who the laggards are.

This may be true. However, it would just take an agent to walk across the street to ABC123 Broker and continue on. The most significant difference in this comparison is that the recruiter cannot just move on to another command and start over. What is done, is done and permanently recorded. Hence, no chance in the future (generally 5 year minimum)for upward mobility.

Now, if that broker could pull your license for not producing 4 home sales per month (not just telling the agent to move on), then I could accept that it would be a more similar comparison.

Fear is just one motivator. Desire for pleasure/reward/success is just as powerful, if not more so, and is not nearly as negative.

@ Cave Man

I concur fully, by no means do I condone fear or negative reinforcement as a motivator. Sure, I suppose it has its place as it can be effective in the short term, as it did help me in the end, but there may have been better methods that could have been equally effective. However, there is no way to know, until now. The "fear-factor" is gone, and now my motivation is not fear, but self-directed "pleasure/reward/success" as you mentioned.

That said, the military organization is not the same as a civilian organization.

Thanks for your reply,
Keith

I am a bit confused on why we are comparing these two completely seperate careers to begin with.

KGB, it's great that you have some sales skills. That is not all what selling real estate is about though. There are many traits that go into being a good agent in this business. For example, personality, attitude, motivation, desire, etc.

If you are excited about getting into this business, then jump in. See what it is all about first. Who knows, you may not even like it. Real estate is not for everyone. A large percentage of new agents drop out of this business within the first year or two. It's either because they can't handle it or it's just not for them.

@ Agent 007

I'll clear it up. I was not not making a comparison, other than reflecting on my past experience and how it may enhance my skills in the Real Estate arena. That's all.

All salesmen and saleswomen must have personality, attitude, motivation and the desire to be successful. I thought this was implied by my post and comments?

I have already jumped in, I have a very stable income source, so this is a no-risk venture for me.

Thanks for your reply,
Keith

TODAY'S people don't like pushy or aggressive sales techniques. People like being treated honestly, ethically, and they want to know that their agent is working for their best interests.
Motivation by fear or working strictly for a paycheck is not really serving clients best interests.

@ Perky.

I do not understand why the topic of motivation by fear is being discussed? Where did this come from? Did I imply this was the method I was going to use, or have used at any time in my past?

Today's people don't like pushy or aggressive sales techniques, is this in comparison to people of the past, they did?

I never said I was going to use these techniques, I don't honestly understand where this post is going?

Of course my clients will be the most important and I will work in their best interest. I believe I even mentioned this.

KGB: We all have different backgrounds and experiences. Hopefully the skills you learned in the military will help you develop a successful real estate business. Prospecting is one of the key skills any agent needs. So if you have the skills and drive and energy in that area, it should help you a lot.

From your 1st post: "Imaging if real estate was driven this way, by fear."

KGB- I think you will do fine.

I like to rule my office with a bit of fear. Of course its a one man office and if I do not achive my goals then I fear the wife and kids.

And KGB, as a man that never had to serve because of people like you who chose to serve, I thank you!

I'm retired USAF and have almost 20 years in the RE biz under my belt and have done very well (for my expectations). I think with your training and experience you can do extremely well and I wish you all the best and much success. Go get'em!

I am a mother of 3 yr old twin girls, they are the reason I got my license. I was thinking ( and fooled) that I would have alot more time at home if I was an RE agent. I apologize if I underestimated you or this job. OMG, I have less time than before only because this is my first job that requires self motivation. I never knew my self motivation was better than the motivation previous employers had tried to apply. I have a much larger drive now than I ever did working for anyone. My applause for agents, seriously. The job is a " reach out and grab it" kinda job. It isnt easy and the work is there if you have the drive to grab it. I also have 2 teenage children that love my job due to the traveling they have done taking photos. My kids have seen more at thier ages then I did at 25. LOL. any way this is me.. most of the time i feel like a full time mom with a part time job, however the paychecks make it worth it.. and I am with my children alot. I usually put the FUN in disFUNctional and love me or hate me, im just ME! Good luck, Im happy to be here.

KGB you have nothing to prove to us. Go and do.

I find the comments that come from some members on this board entertaining.

@Tempeagent

Actually my post was based on my background and how it may relate to Real Estate. Just read my subject line. I did post about fear as a motivator, but it was related to recruiting not real estate. One bad thing about forums is that everyone wants to throw in their expertise and advise as law, even if they have nothing constructive to convey. These are the people who like to listen to themselves talk. This is not directed at you, but my general consensus.

@REODayton

Thanks, brother. I am sure I'll do quite well too. I interviewed with my broker last week and my application is in the mail. Also, thanks for your comment "as a man that never had to serve because of people like you who chose to serve, I thank you." It's my pleasure, of course. Thanks for the recognition.

@pikespeak

Sweet, nice job, thanks for your service. I think you probably can relate to my position more than the others. I honestly do not think the public as a whole understands the wealth of experience and knowledge service members have. The training and experience I have will take me far. Just the cultural diversity and first hand experience that I accumulated from visiting 13 different countries will let me better relate to diverse clients. In any case, thanks for your kind remarks. Good luck to you.

@Tonya D
Good for you. I am also a husband and father to two sons. One is 4 months old and the other is 2 years old. I have a full time military career and I am also a full time student at two different colleges. One college is the University of Phoenix, so the classes are all online, but it can become demanding. I just entered into my senior year and will graduate with my Bachelors in Business with a focus in Marketing exactly one year from now. I attend full time at the local community college as well working on my Associates in Real Estate and Associates in Information Technology. I graduate and earn both of those degrees next semester. I have been quite busy for the past few years, being a husband, father, student and having a career. I have always been successful at everything I have done. I decided I would do Real Estate a long long time ago, but I just didn't feel I could fit it in. Now that my school is on autopilot and it has become a routine for me, I feel I can fit Real Estate in. My daily schedule is very flexible, I know some will think this cannot be done. But I would say that everyone would be surprised what can be done! This is a military thought process. Good for you though, I think you will do well, and you seem to have a good motivation base.

@Merkaba
Will do.

KGB