What I Would Tell My Younger Self

Entering the real estate and title insurance industry can be both daunting and thrilling—there are opportunities, challenges, and lots of fun stories. As with most jobs, the longer we are in the industry, the more our knowledge and insight grows, and many times you wish you could have had that knowledge when you were first starting out. And while I don’t have a time machine to take me back to my younger self, I can impart the advice I wish I could give her. 

First, stay true to yourself. 

Having a strong sense of who you are, who you work well with, and your approach to your job will serve you well for years to come. Establishing a strong sense of self early in your career and trusting your gut will steer you towards the people and businesses that you want to work with. And towards success. When I first started out in sales, I was single with no real responsibilities outside of work. For me, this meant I could expend extra time and energy outside of work to build client relationships and referrals. Yes, I was compromising my time, but beyond that investment, I was establishing who I was as a salesperson. I always trusted my gut—if I felt like someone was not a good fit, I stayed true to myself and my working process and pursued other clients that I connected with. In the long run, this approach actually saved me from burning out because I worked with people I genuinely liked, who filled my cup up instead of draining me. 

Next, you have to place a high value on integrity and trust.

One of the most valuable lessons in the real estate industry is that integrity should always come first. Building a genuine relationship with your client—especially prior to any transaction or deal—builds a level of trust that fosters a lasting relationship. Echoing my advice for staying true to yourself, when your clients’ values and integrity align with yours, it creates a positive working relationship with business loyalty and helpful referrals. Not everyone is right for you—but when they are, keep them! 

Okay, so we have established the client approach, but how do you find the right clients? Network. 

Networking maximizes opportunities for connection. It is a crucial part of the real estate industry—agent or not. This is where my “famous” Soup, Sushi, and Salad method comes into play. A casual business lunch is the perfect, low-stakes opportunity to help facilitate potential business relationships. I take advantage of this approach by scheduling not one, but three potential lunch dates in a given day to maximize my time and my network. I swear by this approach. 

And on that note, don’t be afraid to embrace the power of a follow-up! Our industry thrives on this key element. This is something I learned quickly when I first started out. Regularly engaging with clients and leads is both professional and pragmatic. This simple outreach can convert into successful transactions and significantly impact your sales. 

Finally, something everyone in the industry should hear no matter their career stage: embrace change and adapt. 

The real estate market is ever-evolving, which means change is inevitable. It is essential, not only to embrace change, but to actively plan for it. Look at the past four years—COVID 19 drastically shifted the industry and is a prime example of how quickly you need to adapt in this industry. When making a business plan, have a few exit strategies in place to handle unforeseen circumstances and challenges. 

Understanding the delicate nature of the real estate industry and appreciating reliable advice and current market dynamics are essential for thriving in this industry. By learning from past experiences and evolving, you will navigate the challenges and create future success. I will admit, sales in this industry is not for the faint of heart. It takes determination and discernment to “make it,” but I promise, by trusting your instincts, sticking to your integrity, and giving it your all, you will be more than successful—you’ll love what you do!