First of all, I think anyone can be a Real Estate Broker. Before the RESA law was passed, you just attend a series of seminars, study hard, understand the different topics and pass the exam and BOOM, you’re already a licensed Real Estate Broker. Pero…hindi madali maging Real Estate Broker. Akala ng iba, basta naging licensed real estate broker ka na, magiging mayaman ka agad. Recently pa nga, may nabalitaan akong nagpakamatay dahil daw sa mababang benta niya. Sad reality to some. Pero sa tingin ko naman para dun sa mga brokers na hindi makabenta ay wag naman umabot sa ganoon dahil ang buhay ay mas mahalaga sa pera. Magpalit ka na lang ng career siguro. Dashed hopes. Failed expectations. Ayan ang akala ng iba pag naging licensed brokers na but there’s no such thing as easy money or a career where everything is laid on a silver platter. I’ll tell you why.
In this industry, selling real estate can take different approaches. Initially, pwedeng 1. traditional ang approach. It is the typical start in any sales profession. You begin with your own network – you start with your own family, relatives, friends, classmates until you have exhausted your own network and start relying on 2. referrals. But what made selling real estate different a decade ago is the presence of 3. social media today. But then again, there’s more to it than relying on those factors.
Going back sa topic, I got my real estate license almost 20 years ago but it does not necessarily mean that I have made a fortune out of it. The truth is, for the 1st 10 years, I’m just a nominal broker. I can’t even use it because that time, I was employed with Ayala Land and it’s a conflict of interest if I used it that time while selling (not to mention na bawal din talaga) the company’s many real estate projects that time because I have 100% access to the company’s database of existing and prospective clients that time. E hawak ko pa naman ang mga horizontal projects that time: Ayala Alabang, Ayala Heights, the two bestsellers ng ALI that time. I also handled condo projects like Woodside Homes, Ayala Pineridge, Ayala Heights Townhomes, 2 and 3 Salcedo at bago ako umalis para maging self-employed, naabutan ko pa ang Ayala Westgrove Heights. This was my last project before I left the corporate world.
Kaya nag decide ako mag cross-sell. Ibig sabihin, licensed ako sa real estate, life insurance, non-life insurance at mutual funds. Kasi nga, realistic ako. Hindi ka naman nagbebenta ng pandesal araw araw. Lupa, bahay, condo, o townhouse ang binebenta mo. Mababa na ang 1 Million di ba? e maghanap ka kaya ng maglalabas ng isang milyon araw araw o kahit weekly o buwan buwan? Hindi ganong kadali.
Sabi nga nila swerte daw. Kelangan daw me kasamang luck sa pagbenta ng real estate. Sorry. Hindi ako naniniwala sa luck e. basta ang formula ko: S.T.D. – sipag, tiyaga at dasal. Yung dasal na may FAITH. 🙂
Anyway, pwede bang hindi pera ang motibo mo sa pagbenta ng real estate? Malaki kasi kinikita dito pag maganda ang benta mo pero depende din sa project at developer. Yung iba kasi dyan, nakabenta ka na, hindi pa din nirerelease ang commission mo. so pano na yan? Gutom ka nyan pati pamilya mo. Ok, magpakatotoo na tayo. Halos ata lahat ng nagbroker pera ang motibo pero yun nga lang, ang Real Estate Selling ay hindi para sa lahat. Halo-halo na ang mga factors para maging successful ka sa business na ito:
1. Sipag (Hard work) – dapat masipag ka in the sense na organized ka sa lahat ng bagay (files, schedules, meetings), willing ka makipag network sa iba, pinupuntahan mo ang mga developers na gusto mo irepresent o nag aattend ka ng mga seminars na makakatulong sa real estate profession mo. These are examples of the fruits of your hard work. I’m not talking about HARD SELL. it’s not my selling style.
2. Tiyaga (Perseverance/Patience) – for the longest time, I was a nominal broker but I kept renewing my license year in, year out until my patience and perseverance paid off. saka pag na reject ka, tuloy lang. Bawal dito ang onion-skinned or mahina ang loob pero bawal din ang makapal ang mukha. Do not hard sell. Your clients would know the difference if you’re a genuine service provider or you are just after the commission. Meron kasi akong client na nagreklamo. Pagkabenta daw sa kanya ng condo nung ahente, hindi na nya alam kung saan kokontakin yung agent. Ang real estate selling ay hindi dapat isang one-time thing lang. Do not even consider it a “racket” na palagi kong naririnig. Real Estate selling is a profession and should be taken as a long-term career kaya importante ang pagiging matiyaga dito.
3. KKK (Kamag-anak, Kaibigan, Kaibigan ng kaibigan or “Referrals”). Some top sellers use this method and they are successful by using this option. Kasi if you will really think about it, malaking pera ang involved dito. Sometimes me comfort level na pag me kilala silang broker. In other words, selling real estate is based on RELATIONSHIPS. You build on it over time. Pwde din i apply ang KKK sa mga colleagues mo sa industriya kasi importante ang makipagnetwork ka. Sometimes they have a listing that can fill in your client’s requirements o kaya naman, they are an expert where you are not, so i outsource mo na lang. Wag mo pilitin ang hindi mo kaya trabahuhin.
4. Common Sense (you have to be creative like being net-savvy for one, resourceful; you have to study what you’re selling; you have to know your stuff.). Very useful din ito esp pag nakikipag deal ka sa secondary market, yung mga owners na nagpapabenta. Dapat lahat me kasulatan. Huwag umasa sa verbal agreement lalo na pag pera ang pinaguusapan. Short of saying maging praktikal ka ay dapat professional ka din sa dealings mo.
5. Reliability (in this business, people will entrust you with their confidential info, financial documents, even their money when you deliver payment to the developer. sometimes, TRUST is the no. 1 factor pag may lalapit sa yo at ipapabenta ang property nila. so you have to build on your reputation as a person of integrity. you should know when to shut your mouth and seal your lips. And trust me, when they trust you, they will give you referrals or ask for your help or listings if they have a real estate requirement). As a person with integrity, ibig sabihin pati pag file ng taxes, dapat nagbabayad ka. pati sa church depende kung ano ang spiritual beliefs mo, dapat faithful ka sa tithing and trust me, when you are faithful in tithing, God will open up the floodgates of heaven (read Malachi chapter 3 so you will know and understand what I’m talking about).
6. Faith (I’m not talking about the positive thinking approach or visualization thing. You need to have faith in God and for me, faith comes from hearing the Word of God. (so dapat ba magbasa ka ng Bible para maging successful ka?) I’m not saying that as a requirement. Iba ang work, iba ang spiritual life mo. Well, I don’t know about you but I cannot leave God out of the equation in whatever I do whether it’s a personal or business endeavor.
7. Timing. (you may have the connection but if they’re not ready to buy, your connection is just that -a connection. I’ve been a licensed broker since the 90s but back then, my peers and colleagues are still starting also in their respective careers. Now ang mga kasabayan ko, successful in their chosen fields, and at this time, they are in the “buying” or “investing” stage kaya it plays a big factor din sa pagbenta)
8. Right people (I am an independent Real Estate Broker. ika nga, freelance. But I have observed some brokers have become highly successful because they have the right people under their wing. in short, they set up an agency and depend on their sales people to do the selling for them. I have yet to experience this kasi nga solo flight ako but I acknowledge this truth because I’ve seen the success of others – and basically, it’s really hiring the right people will give you success, just like in any business).
9. Branding – this is where I harness social media for my personal branding. and thank God, people come to me for their real estate requirements, life insurance requirements (income protection, education, medical, retirement), non-life insurance requirements, and investment requirements (mutual funds). Social media is not a fad. It’s not even the next big thing because it is already happening in your midst. You should take advantage of social media esp if it’s free. They’re everywhere and be grateful that when it comes to technology innovations, hindi pahuhuli ang mga pinoy. Malawak ang real estate. Decide where you want to focus. How many can you handle (project selling? leasing? commercial? title transfer?). Know and set your limits. Learn to say no if you’re not an expert. You can always outsource it to some experts then just concentrate on what you’re comfortable and good at. In other words, FOCUS on where your aptitude is.
10. Health – you need to take care of your body. Stay healthy. ano kinalaman nito sa real estate business? Selling real estate requires high mobility. Hindi ka naman pwede mag tripping ng mahina ang resistensya mo. at hindi lahat ng tripping ay guaranteed sale so dapat in good health ka physically and of sound mind (you should take rejections as part of the job). Attitude can be a great leverage in this business. It’s an important asset in your real estate career. Again, keep yourself physically fit. You never know when your client will call you to go with them for an ocular inspection. Nangyari na sa kin yun. I was careless and got sick. Tamang tama, a client called to say he’s on the way to the sales office. Had to beg off because I’m very sick that time. So the sale went to another agent who was present at that time.
There you go. Based on personal experience and observation, if you have most of the above, if not all, then your chances of becoming a successful real estate broker can become a reality.
Disclaimer: This may work for others. This may not be even applicable to some. Kung walang applicable sa inyo dito, try niyo ang DISKARTE. =) Pag hindi pa din umubra, mag-isip isip ka na. Kelangan mong mabuhay di ba?