The differences between pro and amateur Estate Agents

Amateurs want to make it. Pros want to maintain it. 

You could stop reading right now if you’re short on time. That one sentence says it all.

Amateurs want to arrive. Pros want to get better.

For most of my first few years as an agent, I jumped from one dream to the next.

I’d have days where I’d make 80 calls and book a week’s worth of market appraisals and list seven, and then spend the next month doing nothing but selling them and wondering why I had no pipeline four weeks later. 

I watched other agents, friends, and competitors bridge the gap between amateur and professional, and I wondered why I wasn’t like them.

As I wanted what they had, I would try whatever it was they were doing, but the real problem was I didn’t know what I was doing. 

One agent I knew sold houses in the Inner North, so I tried prospecting there. It didn’t work out, I was a southsider. I knew nothing. Another went to a networking group every Tuesday morning and got leads every week, so I tried that too. That also failed, mostly because he’d been doing it for years and I wanted results then and there.

In my first few years as an agent, I made just about every possible rookie mistake.

There might be a few of you reading now who might relate.

So what was I missing?

Turns out, I was an amateur, thinking success as an agent was about finding the right idea or a big break. But the truth is that success in any field is more about commitment to a process than it is about finding one magic trick that will make it all come together. It’s about being a professional.

Here are five differences between amateurs and professionals: 

Amateurs yo-yo, Pros schedule.

What gets scheduled gets done is a favourite saying here at Homesearch (and many-an-estate agency trainer).

Amateurs only work either when they might feel motivated to do so (back to my lacking pipeline story) or, and in so many instances of agency right across the UK, only when the lead comes to them.

Just the other day I was having a conversation with a gentleman who’d been in agency for 25+ years and was looking to grow the business before selling in 18 months time. I asked what he said on his outbound phone calls. He stared back at me blankly.

Professionals intentionally create and stick to a schedule come rain or shine. They make the calls, they send the reports, they knock on the doors. 

Amateurs have goals. Professionals have goals, and habits to get them there.

You will have heard this one before. Amateurs are obsessed with the outcome, whereas Pros love the process. 

Unless you’re running the 100m, sustainable success rarely comes from a sprint.

Procrastination becomes easy because of their intense focus on the end result. Doing nothing and definitely not achieving your goal is easier (on your ego) than working hard and maybe not achieving it.

Professionals know success never arrives, it’s a journey. They focus on developing the habits that will naturally help them to achieve their goals as a by-product.

Amateurs want to make it. Pros want to maintain it.

I said this above and thought it was worth expanding on here. 

Think of it this way, you don’t want to meet the person of your dreams, have the most incredible experience together for 24 hours and then never see eachother again; you want to continue that relationship. 

It’s the same here. Amateurs want a date together. Pros want a lifetime together.

Amateurs fear failure. Pros know it’s the only way to succeed.

You have to fail your way to success. I stand by that and always will.

If you can ride a bike, you’ll know what I mean. If you can talk, you’ll know what I mean. If you can walk, you’ll know what I mean!

Chances are you don’t remember those failures, just that you can ride, talk and walk.

As an adult, it’s a bit different. We remember our failures most, and as an adult, rejection sucks. 

What professional estate agents realise is that failure can teach us more than success ever will. 

Failure is feedback, and feedback is what moves your career forward.

I used to think my failures got in the way of success, that every time I failed I needed to try something completely new. 

Now I know (and am still learning) that failure is the only way you are able to move forward. 

Think of it like a video game. You never passed the boss level on the first try (well, I never did), you welcome the first few deaths and you make sure you never die the same way twice. 

Bringing it all together...

There are most certainly a host of other differences, but everything above comes down to two things: fear and reality.

Amateur estate agents believe that the world should work the way they want it to. 

Professional estate agents realise that they have to work with the world as they find it. 

Amateurs are scared of failure and rejection, it’s easier to avoid it and miss a goal than try and still fail.

Professionals feel like they are capable of handling almost anything and trust in the process to stay on the right path.

Which one are you?