Connecting and Reconnecting to Your Real Estate Career

Connecting and Reconnecting to Your Real Estate Career

By Michele Lerner

Many real estate agents enter the business with dreams of touring lovely homes, chatting with fun prospective clients over lattes, and celebrating successful closings. While those moments happen, the reality is real estate requires hard work, dedication, and a business-oriented mindset. To commit to a career in real estate, you need a strong motivation grounded in an understanding of how the industry works.

“I love service, especially finding someone the right house,” said Mary Therese Baird, a Realtor® with Brown Harris Stevens in Montclair. “I was a preschool teacher for 20 years, then my daughter and I opened a bakery. My son told me I needed to work smarter, not harder, and bought me a real estate licensing course.”

Baird thought her goal of selling three homes within her first six months was reasonable, but she quickly learned real estate is harder than it looks.

“All I got was a rental in Rahway,” said Baird. “My broker told me it would take two to three years for my career to really get going. It was practically three years to the day that I got my first big client, someone in the music business with a $1 million budget who has referred at least five other clients to me since then.”

For Baird and other agents, it can be easy to get discouraged in the early years or as the market fluctuates. Taking the long view can help.

“It’s important to me to see things through,” said Baird. “You can’t give up on people or on deals.”

Start With Finding Your Why

Like many Realtors®, Jill Biggs, CEO of the Jill Biggs Team at Coldwell Banker Real Estate in Hoboken, got into real estate because she likes to be around people.

“I’m a former bartender and a lot of the good things about being a bartender are similar to real estate,” said Biggs. “You talk to a lot of people and it’s always different—different situations and different people.”

The motivation to keep going in her real estate business is to make money for her family, but she also believes her upbringing contributes to her drive.

“I never wanted to depend on anyone. My independence is extremely important to me,” said Biggs. “Everyone on my team has a different reason to be in real estate, but it’s important for each person to know what matters to them.”

Mike Jakubik, a Realtor® with the Excelsior Group at eXp Realty in Montclair, works afternoons, evenings, weekends, and summers on his real estate business after his teaching day ends at 2 p.m.

“My goal is to transition away from teaching, but I also got into real estate because I love seeing my clients happy with their purchase or sale at the end of every transaction,” said Jakubik. “I work a lot and I also try to surround myself with bigger, more successful agents. I’m a former wrestling coach, so I know how important a positive mindset is to stay motivated.”

Julie Lurie, a Realtor® with Century 21 Mack-Morris Iris Lurie in Morganville, joined the family business when she finished college. Her mother is also her broker.

“Real estate is in my blood, so that adds another reason to stay in the business even when it’s challenging,” said Lurie.

When recruiting agents to the firm, Lurie focuses on their motivation to be a Realtor®

“Some people watch HGTV a lot, so we have to explain that’s not real,” said Lurie. “Money is the big motivator for a lot of people, but we are realistic about what it takes to earn a paycheck.”

According to Lurie, agents who are single mothers, determined to support their families, and women who want to build their own careers tend to be resolute.

“Most people can be taught the skills they need to succeed, but they need to be motivated,” said Lurie.

How To Recommit To Your Real Estate Career

To stay inspired in difficult situations, Lurie recommends relying on your support system.

“We provide an army of support to our agents because we know how hard it can be if there’s no one to answer, if you wonder if something is normal, or don’t understand why you lost a deal,” said Lurie. “Every agent needs support and guidance.”

If business is slow or you’re frustrated by recent transactions, Baird suggests starting a new initiative to rejuvenate your enthusiasm for your career.

“Spearhead something at your office such as giveaways at an upcoming community event, reconnect with your high school or college alumni association, or recommit to activities you enjoy,” said Baird. “You’ll likely be happier if you’re doing something you like such as joining a walking group or a book club, plus you’ll make some new connections.”

Lurie suggests learning new skills and exploring new niches to reinvent your real estate career.

“We hold contests with goals because public shaming can be a good motivator, but we also support each other,” said Biggs. “We look at our daily actions and hold each other accountable to meet goals.”

Stepping away from conflict can also bring back the joy of real estate.

“I’m not by nature a hard sell person,” said Baird. “I’m not competitive with other agents. I remove myself from negative social interactions and focus instead on my buyers and sellers.”

Managing Stress To Avoid Burnout

While Biggs acknowledges she still “outworks everyone,” she also recommends learning how to be less controlling and to hire plenty of help to avoid burnout.

“We have a vacation calendar in our office so everyone on our team can support each other,” said Biggs. “We’ve got people on our team from ages 18 to 64 and we all have different schedules and priorities, so we work together so people can manage their work-life balance.”

While the team approach isn’t for everyone, Biggs remarked her team members are collaborative, which can relieve some of the stress faced by independent contractors.

In an industry like real estate where it’s easily possible to work seven days a week for 12 hours a day or more, time management is extremely important.

Unlike many Realtors®, Baird opts out of brokers’ open houses unless she has a specific buyer in mind for a property.

“I budget my time for maximum productivity. Maintaining a healthy lifestyle is important to manage stress,” said Lurie. “Having a good life outside of work can help you have a stronger career.”

When Jakubik feels overwhelmed, he takes a step back from work to spend time with his family.

“I go back to why I’m doing this, which is to make my clients happy and successful,” said Jakubik. “If that’s happening, then my family will feel that success, too.”

Generating renewed enthusiasm for your career can take several paths, including contemplating your reasons for becoming a Realtor®, reevaluating your marketing plans, or just taking a vacation.