Right from the very beginning, Brokers have traditionally accepted new bodies to fill space in their offices. The training generally consisted of pointing out their influence of friends, family, friends families, and so forth...then simply told "go get 'em". 

Agents are not taught how to be in business for themselves.  Now don't misunderstand, I am not dissing all Brokers, but it's the Broker who sets the tone and level of quality of the agents he or she have in their office. Teaching their agents to survive in business is equally important as teaching them the rules and regulation of real estate. It is as important for the Broker to educate themselves as to the most effective ways their agents can succeed in order to know what they should be passing along to their agents. And being good in business is as important as knowing the rules and regulations of real estate.

As an Agent or Realtor, being in business for yourself means setting goals, creating a budget, developing a 'plan' and being disciplined enough to follow it though, yet flexible enough to change with the times.

OK, I know this is easier said than done, but this is where your Broker should be helping you, and you have the resources of those around you who have been in business successfully for quite some time...whether it be another Realtor or a local business owner.

Business is the same whether you're making widgets, selling real estate, building a 747 jet, or designing a 100 story skyscraper...there are three fundamental things you have to address:

     1.  Getting new business

     2. Converting that business to sales, and

     3. Servicing that business to create 'raving' fans'.

...I will address these issues one by one starting next week.

Another great source for marketing is Larry Easto, a best-selling business writer, syndicated columnist and author of 4 e-books about real estate marketing. Larry offers valuable tips on how to work smarter, not harder.