Recently, I was talking to a young realtor who was just starting his career. He’d found himself a mentor, but said he hadn’t found their connection to be useful yet. So I pressed him on that, and his reply was interesting: “well, I don’t even know what to ask her”.
That seemed odd since a new realtor should have lots of questions they’d like to ask a veteran agent. I realized, though, what the young man meant. Sure enough, when we talked some more, he admitted he was nervous about asking her for advice.
Why is it so hard to ask for help in the professional world? Well, it’s because we’re worried we’ll look ignorant. It can be embarrassing to admit you don’t know something, especially if you think you should.
Well, as they say, the only stupid questions are the ones you don’t ask. Mentors, by definition, are there to help you learn what you don’t know! So here are five key questions every agent should ask their real estate mentor. Let’s read on and learn more.
-Can You Critique My Technique?
The most important question to ask can be the hardest one to ask. It’s nerve-wracking to ask a mentor to observe your sales techniques. Why? Well, it means your sales skills might get a negative judgement from someone you respect. It’s not easy putting yourself and your ego on the line!
Even so, it’s crucial for your career that you ask your mentor to critique your technique. It can help you refine your sales pitches in a way that works naturally for you. More importantly, it can help you avoid developing bad habits or tics that can hinder your career.
Have your mentor listen in on your cold calls, sales calls, and negotiations. You can also try role-playing conversations. Have your mentor pretend to be another realtor. Let your mentor get a good idea of your technique as it stands now. Asking a mentor to listen, critique, and improve your sales skills might be the most important move for your career.
-What Was Your First Sale?
Every real estate agent started out with zero sales under their belt. So we all remember that very first home we ever sold. It’s the one that launched our careers, after all!
You can find out a lot about your mentor from this question. You’ll learn how they convinced their clients to sign on, or what they did to find them the perfect home. They’ll tell you how they handled negotiations, and how they overcame any obstacles. Better still, it’s a good gateway question too. You and your mentor may find yourselves deep in conversation afterward. It will help you learn more about one another. This simple question will strengthen your “pupil-mentor” relationship. And it will make you more at ease when you turn to your mentor for advice.
-How Do I Build My Career From Here?
This is a tidy little question to ask even if you’re a few years into your career. It covers off everything from “how do I get more clients?” to “how do I improve my sales?” Now that your mentor has an idea of your skills, he or she can help you with the next step.
Maybe you need help getting more referrals. Perhaps you need to improve your marketing. You may even be ready to develop your personal brand more. A skilled real estate mentor will be able to identify where you can build your career. They will know what you need to work on. They’ll also notice strengths you might have overlooked, and show you how to play to them. So make sure you ask your mentor this question. After all, what you’re doing is asking for help.
–What Should I Specialize In?
Sooner or later, many of us make one part of real estate sales our specialty. New home sales, vacation homes, downsizing retirees…there are a lot of options! A good real estate mentor can help you choose one…or, choose not to have one at all.
When you ask your mentor this question, they should consider two things. First, your personal skills and strengths, and second, the practicality of your interests. After all, if there aren’t a lot of vacation homes in your area, then specializing in vacation homes isn’t a viable idea. If there are a lot of young families looking to enter your market, on the other hand, then specializing in resale family homes makes a lot of sense.
Your mentor, though, should always help you match your specialty to your skills. If you enjoy working with empty-nesters looking for a smaller home, then that might be where your specialty lies. Your mentor might even help you realize untapped strengths. You may be a whiz at selling condominiums, and not even know it! So make sure you and your mentor explore this question.
-Can You Help Me Build My Network?
A network of fellow realtors will help your career immensely. A good mentor should be willing and able to help you make your network grow.
Other real estate agents can contact you if they have the perfect buyer for your sellers. They can help you if your clients are looking for an out-of-town property. If you’re just starting out, it’s likely you have none of those people in your network.
So don’t be afraid to ask your mentor this question. They’ll have tips and tricks to build your network. Better yet, they’ll likely introduce you to contacts of their own. Ask this question, and watch your network start to grow.
-Next Steps
These five questions will help you and your mentor build your real estate career into a success. It doesn’t stop there, of course. Each question opens the doors to more questions, steps, and things to complete. It may be more than both you and your mentor can handle on your own.
I’ve coached real estate agents who, like you, were just beginning their careers. I’ve helped them build on the things they’ve discovered with their mentor’s help. In fact, many of my clients now mentor new agents themselves.
If you’re ready to work on your career, then give me, Bill Foss, a shout.
