The Nitty Gritty

"I'm thinking of getting my real estate license," the text said, "would you have coffee with me?" (Of course.)

​With two decades of representing Buyers and Sellers, and having written hundreds of columns on the subject, I'm definitely a gal with not only a fair amount of experience under my belt, but a strong opinion as well. As such, I'm only too happy to discuss the industry in general - or more specifically - because, let's face it, I've got a lot to say. So yes, I'm happy to pass along what I know, what I think, and what I believe (both good and bad).

That being said, the practice of real estate isn't everyone's cup of tea (or latte). It's nitty, it's gritty, and it can be a real "grind" (pun intended).

"But you work your own hours . . . right?"

"No, you work everyone else's hours, which is why you should expect to work weekends, evenings and holidays . . . because that's when the clients are usually available." (What's a holiday?)

It's also important to not that as sole proprietors, Realtors® are offered NO set salary, NO healthcare, NO pension, and NO retirement fund - all of that is up to you.

But if you're willing to work hard, hone your craft, and embrace the concept of "scrappy," it's a profession that's has no age restrictions or limitations. In fact, the older you get, the more experience you gain, AND the more you bring to the table. Which is why Agents in their 50s and 60s often experience some of their most productive years. We've built a strong generational network that now encompasses the grown children of the Buyers we placed in homes 20 years ago.

However, like most sales professions, there is often an exclusive tier that earn the lion's share of the commissions, and real estate is no exception. (Sarah and I are grateful. to be in the top 1% of East Bay Agents, thanks to you.) Those of us who've paid our dues and earned our stripes have usually sacrificed a good deal of time with our families and friends to do so. In truth, everyone at the top of their game has achieved their success one house at a time. In short, there are no free rides and no short cuts; it's ALL hard work. (It's also creative, rewarding, and constantly evolving, which means no two days are ever alike.)

BUT it's not just hard work that wins the day, it's understanding the marketplace, educating the masses, staying in touch with your sphere of influence, being a good listener, supporting your clients through difficult transitions, and being willing to have the tough conversations when appropriate. Like all investments, home values are subject to change, so depending on when the Sellers purchased their home, and how long they've held the property, its value may not necessarily have increased and that can be tough news to deliver. (Homes are meant to be long-term investments, not short ones.) If that's the case, you've got to be willing to speak the truth. Homeowners are counting on your sage advice.

Finally, all successful Realtors have a thick skin, avoid taking things personally, stay calm under duress, are adept at multi-tasking, are comfortable taking the lead, are highly creative and collaborative by nature, and are passionate about what they do. (We don't usually fit into corporate America.)

So if that aligns with your ideas of what you thought real estate was, if you have a strong, uncompromising work ethic, if you're willing to pick up a broom and sweep, if you are honest and ethical, and if you're nitty AND gritty, then by all means, let's have coffee, tea, juice (or whatever) . . . I'm here for you.

​How can we help you?