Success Faster Interviews: Agents who beat the odds and crushed it in their first two years
Interview 5: Michael Glickman, Boca Raton, Keller Williams, 050316
NAR statistics for first-year REALTOR® success are abysmal. According to the National Association of Realtors, the likelihood of a newly licensed Realtor still being in the business one or two years later is around 10%. Simple math tells us that one out of every ten newly licensed agents will actually make it.
This interview series is about the 1% who crushed it their first couple years.
I reached out to my coaching network around the country asking for names of agents who nailed it in their first year or two, agents who were either Rookie of the Year candidates and finalists. This is the fifth interview blog post in that series.
Before real estate, Michael had 30+ years experience growing businesses worldwide. He got his real estate license September 2012 starting part-time then jumped to full-time June 2013.
Q. Tell me about your first couple of years in real estate and how you made that work.
A. Because of my other business, I started part-time but I knew I needed a plan, a set date to shift to full-time. I had to get folks in my business trained so I could step out.
I have changed industries before … so the first thing my wife and I did (she’s been phenomenally supportive in everything), we sat down and we made a five-year plan. We just said, “Okay, let’s look at what the long term goal is and what are the steps to get there.”
Q. What works for you and why do you think you succeeded at such a high level when so many agents kind of fall short?
A. I’m not afraid to talk to people. I just get out there and talk to people. Other agents … they need to get out there!
Q. And the main source of your business?
A. My business, interestingly enough, came from everywhere other than my sphere of influence. My sphere knew me as an expert in another field forever and I think they were waiting and feeling things out. I believe my outside-the-box-thinking helped me to earn Rookie of the Year … primarily setting up at the local gym.
I wanted to set up a table at the gym, other businesses were doing that. In the process of discussing that with the manager, I realized he needed a help with his marketing for the gym; he was spending way too much money on postcards with little to no results.
I had migration reports, showing the pattern of people moving to our area. So I said, “Listen. This is where people come from to our area. How would you like me, every time I get a listing, I shoot it out. By the way, here are the people I contact and I brought it with me. Here are 212 offices in the snow states where people are relocating from. So wouldn’t it be nice if people that didn’t know everybody else in town had your information? So when they move to the Boca area, they’ll think you’re the only one and they call you?” He looked at me and he pointed to where I should set up my table.
This is where a lot of my initial business came from. I found several investors there and people looking for properties. And I am still working with some of those people today.
Q. What is one thing you think you did really well your first year?
A. I sort of get straight to the point … I’m a New Yorker. But if you have the knowledge and you understand that people’s concerns are real to them, whether they are right or wrong, it doesn’t matter. It’s real to them, so it’s right. Addressing that and working from my heart to be compassionate and give them the right answer makes my clients very comfortable with me.
Q. If you were to start your real estate career all over, what is one thing you would do differently?
A. I would have talked to more FSBO’s and I would have done more open houses. I’m doing both now and getting results.
Q. What is your main focus this year in your business?
A. My main focus this year is working with renters that are just about ready to buy. And I am doubling my business.
Q. What do you think is the secret to new agents gaining traction quickly?
A. I think many of the new agents think they have to do everything, read everything, and have all their systems set up before they can actually talk to somebody. I think they keep doing what I call jogging in quicksand. They get so overwhelmed that they don’t realize the old expression, one bite at a time.
I noticed in our office some of the new agents try to go off into a room, off to the side or talk very quietly so someone doesn’t hear them. I just come over and say “Hey guys listen. Talk a little louder. Be around people. We’ve got a great guy in our office and he actually—instead of being in his office, he goes out into the big room where most people can see and hear him. He makes three hours of calls a day right there. What a great place to make your calls so you can hear what’s going on.”
Q. What is your advice for new agents just getting started? What is the Michael Glickman new agent pep talk?
A. They need to understand they are not doing anything alone. They have every single agent in that office wanting to see them succeed. We’re all tied to your success as an agent … let us help you.
Pick something and do it and get started. If you can shadow, then shadow. Practice with another agent, get comfortable. If you sound confident, clients will respond.
Also, I wear my pin everywhere. Don’t be a secret agent. Go out and talk to people.
Q. Anything else you’d like to add?
A. Because of my five-year plan, I have developed some really interesting relationships and planted seeds for a broader foundation. I am building a business.