Establishing the Right Habits for a Better Career in Real Estate

I’ve got to hand it to the younger and newer realtors I work with. Many of them are ambitious. Some of them are in their second or third career, and they’re hungry for success.

I love that sort of energy.?

But their inexperience can lead to significant problems.?

For example, many of the newer realtors I see rely too heavily on their in-house lender. Although the in-house lender is a convenient choice, it’s not always the best option for the client.?

Oftentimes, layers of management above the in-house lender mean additional costs are passed onto the consumer. And when you’re talking about a $300,000 mortgage, every hundredth of a percentage point makes a massive difference to the buyer.

In many cases, that in-house lender is only a step above programs like Quicken Loans, which has so much overhead from major advertising initiatives, they struggle to compete on price.?

That’s why a robust network is so important. When you find a partner where the company infrastructure has few layers of management (like Holland Mortgage Advisors, for example), the internal operating costs are lower, so the rates are much better.?

But you’ll never find these opportunities for your clients if you don’t go looking for them, and sometimes building your network of potential partners is the only way to go about it.?

Where to Find Excellent Partners

You’ll find no shortage of great partners in your industry—regardless of where you live. Some of the best places to source new partners include:

• Your college alumni network - Look for people in the roles you need the most help with!
• Your friends and family - Who did they use the last time they bought a house? A simple Facebook post could bring in tons of results, but don’t forget to ask your Facebook groups as well!?
• Your church - Ask around in your community for recommendations.?
• Your existing networking groups - If you’re a member of organizations like BNI or the Chamber of Commerce, tap into their deep database of professionals.?
• Your online professional network - LinkedIn is a great place to source talent. Although you could post or send messages asking for recommendations, you can also use the search function to find people in specific roles in certain regions!?

What Makes A Good Partner??

Ideally, you want to find a partner who treats you well and allows you to shine for your client. When I work with younger realtors, I want them to feel like their part of the Holland Mortgage Advisors family.?

I recommend you find someone who respects you as a person and as a professional. They should be friendly enough that you genuinely enjoy working with them, and they should be professional enough that each transaction goes smoothly—so you never have to worry about referring a client to them.?

A Key Lesson to Keep In Mind

When I was in the military years ago, I spent much of my days working with my fellow soldiers and jumping out of planes. I was fortunate enough to never be called overseas, but that possibility was always there.?

And when I thought about the other soldiers around me, I realized they fell into two groups: those who were simply patriotic, and those who were genuinely skilled in what they’d been trained to do.?

If I was ever called overseas, I wanted to be alongside those who were genuinely skilled. In a highly intense situation, someone who was simply patriotic wouldn’t provide much value. But if I was pinned down next to someone who excelled in our training, we’d be able to work our way out of the situation.?

I encourage you to think about your partners the same way. Sure, it’s great to have someone you get along with (and maybe you genuinely like your in-house lender’s presence in the office), but they may not be able to help you as much as someone else. Sometimes you need a true veteran by your side to help you provide the best service and opportunities for your clients.?

Connect with me through my other channels as well! Follow me on Facebook and Instagram, or check out my website.?