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How to Start a New Career in Real Estate Sales

by Lisa McQuerrey, studioD

Real estate can be a lucrative industry for aggressive, top-level, go-getter sales people. The larger the geographic range you cater to, the more opportunities for success in the field. Depending on your area of interest, you can focus on residential sales, commercial real estate, land development or a combination of different specialties.

Get Your License

Real-estate agents are required to have a state license in order to sell properties. Most major metropolitan areas are home to different qualified real-estate schools. Instruction focuses on basic real-estate selling techniques, as well as laws specific to your state. You'll learn about appraisals, zoning and tax laws, inspections, contracts and the legalities of the real-estate agent and seller/buyer relationships. You can take courses online or in person, then take a real-estate licensing exam. Most states require real-estate agents to participate in annual continuing-education programs to stay current on industry trends.

Find a Broker

Once you pass your real-estate licensing exam, you need to become associated with a licensed real-estate broker. A broker oversees real-estate agents and provides support, referrals and leads. Brokers handle things like advertising, administrative paperwork, financing resources, title searches and troubleshooting. Interview several different brokers to find someone who is successful and holds the same professional ideals as yourself. Ask about commission splits, fees and other costs associated with being a real-estate agent with that particular brokerage.

Start Networking

While a broker typically generates some leads for agents, the more sales networking you do yourself, the more business you’re likely to generate. Get involved in real-estate industry associations and join networking lead groups. Join chambers of commerce and Rotary clubs, as well as local community organizations that can introduce you to a wide range of potential clients. Start creating relationships and asking for leads and referrals.

Develop Contacts

Develop relationships with other professionals in the real estate industry, such as people who work with mortgage lenders, title companies and financial institutions. Attend trade shows, home shows and business expos and work to establish reciprocal relationships with these people. Once you start to attract clients, these contacts will come in handy and help you better assist your customers in the real-estate buying and selling processes.

About the Author

Lisa McQuerrey has been a business writer since 1987. In 1994, she launched a full-service marketing and communications firm. McQuerrey's work has garnered awards from the U.S. Small Business Administration, the International Association of Business Communicators and the Associated Press. She is also the author of several nonfiction trade publications, and, in 2012, had her first young-adult novel published by Glass Page Books.

Photo Credits

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