MY FIRST YEAR IN REAL ESTATE

My First Year in Real Estate

By Lee Nelson

Valeria Martinez’s clients desperately needed to find an apartment within two weeks.

“I didn’t think I could get it done, but I didn’t want them to be homeless,” said Martinez, a Realtor® at Prominent Properties, Sotheby’s International Realty in Edgewater. “I was able to see what I am capable of under pressure. They still thank me all the time, and they refer me to others.”

The first year of being a Realtor® can be tough—even after obtaining a license, the intricacies and ever-changing dynamics of each transaction and client make real estate a challenging career. While it can be overwhelming at times, having the ability to make your own schedule and help clients find their dream home outweighs the early challenges of starting in the business.

From Life Insurance Agent to Real Estate Agent

Martinez was a life insurance agent for six years. Someone she sold a policy to happened to be a Realtor®

“They told me I had an art for sales, and I might like real estate,” said Martinez.

Martinez now focuses on rentals and prioritizes marketing on social media.

“On social media, I market myself to friends and family. I tell them that I’m in real estate, and if they know anyone that is moving soon, to reach out,” said Martinez.

She receives many referrals from her inner circle. Sotheby’s International Realty is a luxury real estate company, but she’s learning something new every day about the specialties of the business.

“I didn’t know real estate had so many categories from commercial to rentals to wholesale. These things are so new to me, and I’m just continuing my education,” said Martinez.

While she was unsure of herself in the beginning of her Realtor® career, her broker is an immense help and coaches her along the way.

“I would like to focus on the luxury real estate market someday. But it’s a different world than what I’m used to. It will take practice over time,” said Martinez.

Early on, her broker helped her understand the ins and outs of the necessary forms and trained her on the office’s systems.

Currently, she has six buyer clients and three rental properties on the multiple listing service.

She knew it would be hard financially in the beginning, so before she switched careers, she saved almost $20,000 for her bills to give her a cushion for the first few months.

Her only regret is she wished she would have been on a team from the beginning instead of trying to do it solo.

“I was definitely nervous and scared. But you have to be uncomfortable to grow,” said Martinez.

Finding Work Life Balance

For nearly 15 years, Christine Toth worked in the bar and restaurant industry. She also did door-to-door sales for a solar company, where she advanced to building training systems. Most recently, she worked as an account manager for a concrete company until budget cuts led to her layoff.

“Sometimes, I get stuck in my comfort zone. The universe was telling me something—you aren’t doing what you want to do,” said Toth, a Realtor® at RE/MAX Platinum Group in Sparta.

She completed the real estate license class in 2019 but never became licensed because of the pandemic.

“I was home with my son and homeschooling. It was a valuable time, and I’m blessed that I had it. It is time I will never have back, and now he’s 14,” said Toth.

When she tried again to get her license two years ago, she took an expedited class online and passed the state test on her first attempt, but delayed finding a brokerage until March 2023.

“This industry has been fantastic for me for creating the work/life balance. I can be successful and prioritize my health,” said Toth. “I can take a long, hot bath and get away from the screen and the noise, and tune in to my body and decompress. I need to prioritize that.”

The first week of her real estate experience was interesting because the brokerage was transitioning from one software system to another.

“It really was the perfect time to join. Everyone is making the switch at the same time,” said Toth. “With everybody trying to figure out what the next step would be, that’s what won me over.”

Toth didn’t want to limit herself to just sellers and buyers, despite other Realtors® saying they don’t work with rentals.

“I said, why not? So many people aren’t ready to buy right now. Those are the ones being neglected. They aren’t being heard,” said Toth.

She looks at all her rental clients as potential future buyer clients. Not everyone is financially ready to buy a home so she helps educate her rental clients and shares information about programs to help them reach the point of buying.

She decided not to be on a team, even though she had an opportunity at the brokerage.

“I have a good mentor in my broker, and some other agents that have taken me under their wings. But I’ve always wanted to do things myself,” said Toth. “I interviewed with all the brokerages in the area and settled on this one because it fits best for me. It is a tight-knit office. If you need something, everyone helps out when they can. It’s interactive, and I love that.”

CONSIDER VOLUNTEERING WITH YOUR LOCAL BOARD OR APPLYING TO SERVE ON A NEW JERSEY REALTORS® COMMITTEE TO EXPAND YOUR NETWORK.

Jack-Of-All-Trades Jumps Into Real Estate

Shane Duncan left college in 2019 due to financial issues after two years. He dreamed of becoming an architect. The next year, he drove for Uber Eats, worked as a dietary aide for a hospital, then had stints at Whole Foods and Home Depot.

“Through all that, I learned to like customer service,” said Duncan, a Realtor® with Keller Williams City Realty in Fort Lee.

He started taking a real estate course in 2019 but didn’t take the test until a few years later while working at Home Depot. At the end of 2022, he obtained his license and joined a real estate firm in Hackensack. After two years at Home Depot, he left in January to pursue real estate full-time.

Duncan has been building up his social media presence, website, and Google Business page. He also switched to a different brokerage.

“They are very engaged and check in on me. I have more confidence now and have one sale. I do feel I’m a really reserved person, but I try hard,” said Duncan.

Duncan admits renting is very high in his area, and new buildings are coming up. He’s using this to his advantage, working with renters and apartment building managers to let them know he is there to help.

“A lot of renters don’t even realize they could qualify to buy a home,” said Duncan.

He realizes opening his own brokerage might seem farfetched right now but someday hopes to help other agents grow their businesses.

“I’d still like to go back to school, too. I still have it in me to be an architect and develop properties,” said Duncan.

He’s met with many lenders, discussing renovations and income issues with potential buyers. He’s also connected with oil tank specialists, trash cleanup businesses, and others who can be on his vendor list for his clients.

“In-person interaction is better. You get to know them and interact with them and issues,” said Duncan.

To meet more agents in New Jersey and stay up-to-date on industry changes, he joined his local association and volunteers on various committees. “I joined them just for the support and education, along with the networking. You can build on your professional skills there,” said Duncan. Consider volunteering with your local board or applying to serve on a New Jersey Realtors® Committee to expand your network and help shape the future of the industry. Applications will open soon—follow @njrealtors on Instagram for further updates.

New Jersey Realtors® and local board/association events are another way to meet fellow Realtors®—consider attending Realtor®-Palooza in Trenton on Sept. 26 and Realtors® Triple Play in Atlantic City Dec. 9-12.