Even in so-called “boom” markets, rookie real estate agents almost always find their new careers to be harder than anticipated, but today, even experienced agents are failing in record numbers. Statistics quote figures ranging from 70% to 95% dropout rate for first-year agents, and it is common knowledge in the industry that only a small percentage of the licensed agents are making enough money to live on.

Why is the failure rate so high? Is it a matter of unrealistic expectations? Maybe. A lack of enthusiasm? Probably. A lack of support and training? Definitely.

What agents need is good solid training on how to competently sell real estate and Jennifer Allan’s book Sell with Soul offers just that. The second edition of Sell with Soul has just been released and has been updated to reflect the realities of today’s more challenging real estate marketplace. The book takes on the tough issues of survival in a slowing housing market and provides a blueprint for success to help new agents navigate the critical first year and beyond. Sell with Soul comes complete with checklists to help agents keep on top of listings and contracts, step-by-step guidelines for building a thriving real estate practice as well as anecdotal examples of real world real estate dilemmas and solutions to them.

Yet the book is so much more than a rookie survival guide. The author, Jennifer Allan, discusses such touchy subjects as commission discounting (she’s all for it), buyer agency (don’t push it), prospecting at open houses (do so with caution) and generating bidding wars (it’s your duty). Practical advice is offered on everything from building a loyal client base to marketing listings to negotiating inspections and even handling pricing objections.  

Jennifer Allan was a featured guest on The Big Blend’s business career radio show ‘The Success Express.’
The show aired live on Friday, Aug. 22, from 11am-1pm Pacific Time. To listen to the entire, unedited show, please click here. To listen to Jennifer's interview, please double click on the Play Button below.

About Jennifer Allan - Allan writes regularly for Realty Times and other online newsletters, and is one of the industry’s most popular bloggers. She began her writing career after 10 years as a successful real estate agent in Denver, Colorado earning top producer status in her office from 1999 to 2003, among other honors. She founded her own real estate company in 2004 and currently divides her time between her two careers of real estate sales and writing, speaking and training.