Success Faster Interviews: Agents who beat the odds and crushed it in their first two years
Interview 4: Heidi Anderson, Greenville, SCA, Keller Williams, 041916
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 fourth interview blog post in that series.
Heidi has been in the Greenville community for 20 years. Her pre-real estate background was working with domestic violence and sexual assault agencies. “There are a lot of people who trust me and trust my level of work.” She started in real estate in April 2014.
Q. Tell me about your first couple of years in real estate and how you made that work.
A. I started with my own house … that was my first transaction! After that, it was fairly slow. I had a referral from a friend who is a mortgage broker and then a buyer lead at an open house – that one actually turned in to a buy and a sell. I’ve been very lucky because almost all of my clients have been referrals through people that know me.
Then I gained more momentum … a high school friend referred me to an exec from GE and she referred me to another. So when you get a higher dollar transaction, stuff starts moving faster, it builds confidence and I ended up doubling my goal. A lot of agents talk about these huge goals, but for me I am a single mom and I am going to run a business that supports how I want to raise my children. My work/life balance is important so that I have the emotional bandwidth to raise my kids.
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 think that having the 20 years that I’ve put in where people know that if I say I’m going to do something, they know that I will. I mean I’ve always consistently done what I have told people that I was going to do.
The thing that separates me from a lot of people in whatever career I am in is that I am incredibly sincere and incredibly honest. I would never push people to make a decision quicker than they wanted to. I just operate on a system of trust and sincerity and the people that I work with seem to appreciate that.
Q. What is one thing you think you did really well your first year?
A. Without sounding conceited, I’m fairly smart and so I catch on. I understand legal documents, I understand the math that goes in to this and I have done things that are more complicated in the past … so I am not stressed out about it. My business degree helps. Also, I’m pretty good at helping people understand some of the processes that seem confusing; I can translate and put it in lay person’s terms … my clients appreciate this.
Q. If you were to start your real estate career all over, what is one thing you would do differently?
A. I would know where to spend money and where not to spend money. And I would’ve focused more on just keeping in touch with people and reminding them of what it is that I am now doing.
Q. What is your main focus this year in your business?
A. Systems for keeping in touch with people … I’m a bit too random. I would like a more systemized way of keeping up, staying in communication with everyone.
Q. What is your advice for new agents just getting started?
A. I would hope that they would have another source of income in the beginning or have money saved. I am still working on going from the mindset of salary to feast or famine; that’s a big change for me. I would encourage them to be educated about money and their finances.
I need to be a parent and do what I’ve got to do … so I would tell people that there are paths to success that have been written by people who are smarter than you but there are also multiple paths to success and to find the one that fits your values.
Q. Anything else you’d like to add?
A. I would encourage new agents to ask themselves what kind of agent they want to be … and then to seek their training from those types of agents. Don’t get training from people who come from an entirely different value set from you because it will end up confusing you.