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I have been in the real estate industry for almost 20 years and have experienced several market changes. Through all of these shifts, real estate agents (myself included) face a variety of challenges.
The current challenge is a proposed settlement by the National Association of Realtors (NAR) that would eliminate commissions and require buyer’s agents to enter into a buyer’s representation agreement with the buyer before showing a home. These proposed changes have alarmed the industry.
As I think about our current environment of a rapidly changing real estate future, I’m reminded of some important things I’ve learned over the past two decades.
I have no control over external forces, so I consciously focus on the things I can control, how to adapt to these external forces, and how to maintain a positive attitude. The most important thing for real estate agents is to keep doing what we do best: helping people buy and sell homes. Whether you are a buyer’s or seller’s agent, we provide great value to our clients and deserve to be compensated.
Here are some ways to focus on what I can control and lead by example.
There is no “no” in my dictionary
I entered the real estate industry when I moved to Bismarck, North Dakota, where my husband was appointed CEO of the local Chamber of Commerce. We have two young children and I wanted a flexible job.
Real estate is also a great way to meet people in the community. I attended many chamber of commerce events and started building my network and branching out in different areas.My business boomed and I started getting involved as a local and state real estate agent Association and found much local community support for its efforts.
I don’t know how to say “no” when it comes to community involvement. I feel strongly that if you don’t say yes, you don’t see how the community needs to be supported and you don’t see how you can impact or change people’s lives.
I’ve been called a natural leader, but I don’t think so. I like to “go all out.” When I engage, I engage. I lead by example. I’m not a bystander. I see a need and say, “How can we improve it?” It’s a matter of putting your hands up and getting your hands dirty and making a change.
I’m also very competitive and I wouldn’t say I enjoy losing.A few years ago we ran a competition among real estate agents, mortgage lenders and title people to raise funds for food insecure children and I try my best to raise the most money.
It’s not just about raising funds; raising awareness is just as valuable. I have become an advocate, advocate, and driver for the organizations I am involved with.
Regarding events, I would say attending is not enough. You have to “do” the activity. I sponsor tables, invite different people to my table, meet and mingle, and donate my handmade quilts as auction items. Like I said, I was “all in”.
My advice for making the most of events—and just about everything else in life—isHow about, live in the moment. I have always been considered a top producer but still attend every sales meeting believing I always have something to learn.
I believe women support women
I was lucky enough to start my career at a female-run agency where I was surrounded by people who had won many production awards. No one said, “You can’t do that,” so I focused on getting to that level as well.
This was a big thing for me because I grew up in a small town of about 1,000 people and no one expected much from anyone. However, my husband is from the same small town and we are each other’s biggest supporters.
We cheer each other on and always encourage each other to improve every day. My husband always says, “It doesn’t matter which side you come from.”
Along the way, I developed people in my orbit who allowed me to continue to grow. Part of that involved making the difficult decision to move my business to another company. It was heartbreaking to leave a female agent who supported me in starting my career, but I wanted to take my business to the next level.
The company I jumped to, Century 21 Morrison Realty, is also owned and led by women. I find this makes a huge difference. People align with female leaders because they lead with empathy. They listen. They understand family and the chaos that comes with it.
I think women with children are more productive in the workplace because they have two full-time jobs and work the same number of hours per day as people without children.
Having children was once seen as a hindrance, but now it has become an advantage. Throughout my 19-year real estate career, I have also seen growing confidence in female leaders. Watching them grow and succeed inspires and motivates me and I want to be like them and seek something better.
I also find that women are very good at having an open door policy. The old corner office CEO model where you have to make an appointment or be invited to meet with the CEO is not how women work. In my experience, being able to walk into an office and present an idea or discuss a challenge before it becomes an issue has been a valuable part of being a female leader in my life.
My advice to women looking to advance in real estate is to not view other women as competitors but as collaborators. Working together creates huge opportunities to learn from others and elevate everyone, rather than greedily keeping secrets. Learn from other successful women and you’ll do better.
My customers are my people
Everyone says that real estate is a relationship business, and I totally agree. Nothing makes me happier than meeting new clients and getting to know them.
My favorite clients are the upgrade clients, the ones who are able to move into their dream home. I’m lucky enough to work with many of these people because I stay in touch with all my clients from the beginning.
We work together on their first home, and eventually, their second and even third home. Being with them every step of the way means that most of my business is in the mid to high end of the Bismarck-Mandan market.
I cultivate relationships with clients regardless of their price range, and changes in their lives bring me to my business.
Keeping in touch brings value to my business
I also send holiday and anniversary cards to each client to celebrate their home purchase with a Starbucks gift card tucked inside. All those notes – yes, I hand-wrote them!
I keep in touch with my clients by sending out St. Patrick’s Day lottery tickets, wishing them good luck, and telling them, “I’m lucky to have a client like you.” Over the winter break, I invite my clients to the office to pick poinsettias. I love these face-to-face encounters.
My closing gift was in two parts: At the actual closing, I brought a cutting board and a set of knives. Then, about a week later, I delivered the Omaha steak to their new home for them to enjoy and celebrate together.
I really enjoy getting to know my people. Learning about them expands my understanding and appreciation of the world we live in. The more I understand my people, the richer my life becomes. I become a better person with every person I meet.
With over 19 years of experience, Amy Hullet is a dedicated, full-time real estate agent recognized for her customer service, integrity, tenacity, and creating a successful environment for buyers and sellers.Contact Amy LinkedIn and Facebook.
