For Anslie Stokes, 29, Realtor for Washington's McEnearney Associates Inc. and a 2007 finalist for Realtor Magazine's "30 under 30," a career in real estate was always the plan and advice was always a phone call away.
"Dad is a custom builder and Mom was into real estate back home," says Stokes. "It was something that I planned to do eventually, probably while I was in high school."
But for McIlvaine, going into real estate became a sort of a backup plan after he tore both anterior cruciate ligaments, smashing his dreams of playing lacrosse for Goucher College. He looked to his parents, Bonnie and David McIlvaine Sr., who are both Realtors, for guidance. With their help, he was inspired to put his energy into the family business.
"Instead of lacrosse, I wanted to direct my passion to something else," says the younger McIlvaine. "I saw what my dad did and how he helped and provided for the family. That was the initial push."
Without the benefit of a mentor, Stokes says few young real estate agents are prepared to operate on their own, despite 60 hours of training for a real estate license. Although courses provide an overview of the business, including legal issues, a new agent can still have a lot of questions.
"Licensing doesn't teach you how to show a property or negotiate on behalf of the client," says Stokes.
Stokes recommends that new realtors invest in advanced courses if their brokerage doesn't offer some sort of rookie training program.
"Sometimes you have smaller brokerages that have a tendency to turn inexperienced Realtors loose -- I think it's a problem," Stokes says. "Allowing someone who just has their license to go out on their own is a recipe for disaster."
brad.schleicher@baltsun.com
BEGINNER TIPS
Here's some helpful advice for rookie agents.
Before choosing a brokerage, do your research. Find out if there is an in-depth, extended training or mentoring program.
Have some money saved. Usually there is a large window of time before closing your first transaction. Having the spare money will allow you to put as much time into learning the business as possible and prevent the need for working another part-time job.
Build up a contact list by getting your name out into the community. Sending out a newsletter complete with contact information and business cards and become active in community affairs. Make others aware of your presence.
A young agent might have to prove his or her expertise to a potential buyer. Since people respond to confidence, an agent should never stop educating himself about the market, statistics and strategies.
[Brad Schleicher]
