Many of you know that I was the first winner of the Real Estate Apprentice Grant in 2004. We are now in our third year of practice, and as of first quarter 2007, we are in the "black" for the first time! We have survived the crushing pressure of the first two years in business, with minimal cash flow, huge expenses and a huge learning curve! This year, we are focusing on business development and ongoing systems development.

A huge commitment of any successful agent lies in developing, revising, and managing a business and marketing plan which is designed to generate leads within a niche market. One source of lead generation is "past clients". It takes time for a new agent to have this category of leads, and since I now have some, I have been reflecting on this area of real estate and its implications to business year 3 and beyond.

In analyzing our past transactions, I have come up with the following ideas:

*roughly 1/3 of our work has resulted in past clients with whom we have developed close and lastly relationships. This category of past clients may provide a source of business referrals, repeat business and positive testimonials! It is filled with pure joy (and I am not referring to money). This is the area that gives you hope for the future. I have found that these clients help balance the challenging ones and provide a source of strength and perseverance when you most need it. I have found friendship when I least expected it!

*roughly 1/3 of our work has been with customers with whom no actual real estate transaction occurred, or, the transaction was incredibly stressful for a variety of reasons. This category has customers who have weak motivation (you think they are "A" level buyers and sellers, but they are really "D" level or "Never" level!), or even unhealthy psychological factors are at play. This area can be filled with anxiety and weak results. Based on personality types and the crazy things you here in the news, an agent is bound to encounter challenges that would even make a psychiatrist quit his or her job! This is an area that I believe business coaches can make a huge difference to a new agent. Learning how to"?differentiate the "wheat from the chaff" can be a wonderful source of growth. You not only learn more about others, but you learn a lot about yourself. In fact, passing the test (surviving in the world of real estate) may lie within this category of business. The best agents have learned the competencies needed to close in this domain. This may mean better assessment skills (discerning a "D" more rapidly), or, in making the decision that this customer may not be someone that you want to work with ' I am not the right agent for them. (Remember - it is very hard for a new agent to walk away from ANY potential business!)

*roughly 1/3 of our work has been with clients who are "transactions". I do not mean for this to sound cold or uncaring. We closed, but I do not sense that we achieved a deep relationship or "connection". This is my perception. In a pure business sense, it is a source of cashflow."?I am hoping that over time, I find that this category is a source of repeat business ' that somehow, I made a positive difference in their lives at that moment, and I am called again when I am needed. Agency provides a "short term" relationship at points in time. We will see.

For me, the bottom line is that life is about "sacred connections" -"? being open to meeting people, finding our areas of commonality and knowing that there is a reason that we meet the people that we meet. We are meant to make a difference in the world and to use our gifts and talents to contribute to society in a positive way. In order to find our way, we are bound to find a few successes, a few horror stories and a few unremarkable times. The important thing is to be open, to minimize judgment, and to realize that your assessment of yourself and others may be very inaccurate! The clients who you thought were the most difficult may end up being your biggest fan! You cannot experience deep joy without knowing deep pain. Both help us grow, personally and professionally. Do not give up. Take time to check your motivation against the NAR Code of Ethics, and, with people who love you and who are willing to give open and honest feedback (a balance of Paula and Simon!). Hire a business coach or be sure to have mentors who will guide you to success!

Have a great week, and go make a difference.

Kendra