Rookie Diary: Lori Moreno Takes on Listings and a Partner

In the fifth month of the series, the rookies up their work pace during the busy selling season.

June 1, 2004

Lori Moreno, 30

ERA Sunrise Realty
Cumming, Ga.

June 2004

After all the twists and turns this spring, I think I’m finally back on track. I scored five new listings this month!

One is a referral from a friend, and the other four are off my billboards. Remember how negative I was for a while about billboards? I’m back to loving them. I’ve got three now scattered around my market area, and they really do generate a lot of calls.

The listings are all over the place in terms of price—the lowest is $100,000 and the highest is $339,000. I’ve already advertised them in The Atlanta Journal-Constitution, which is the main newspaper down here, and I’m getting ready to do some flyers and mailings.

I definitely like the feeling that comes with having a lot of listings. It’s what the game is all about. If I can keep this up—and, I don’t see why I can’t—I won’t have any problem making my goal for the year.

Speaking of goals, I went off to an ERA Premier Agents seminar in Williamsburg, Va., this month. The focus was on goal setting. It was really interesting.

The seminar leaders gave us the results of a study that showed that only 3 percent of the people in this country write down their goals. But that 3 percent makes 500 percent more money than the people who don’t.

The trainers also talked about how important it is to stay positive. So I’m trying to do that. I’ve also got my goals posted on my mirror where I can see them every morning.

The main thing, I think, is focus. It’s so easy to get distracted or bogged down with negative thoughts. You have to learn to head them off and keep going.

Which is why I’ve finally decided to hang it up with the client who went FSBO without telling me, even though we had a listing agreement, two months ago. It still bothers me; I still think it was unfair. But I don’t want to waste any more time thinking about it.

I’m also preparing for the arrival of my new partner—my sister-in-law, Taralyn Harris. She’s getting ready to take her real estate licensing exam in a few weeks and if everything goes well, we’ll be in business by the end of the month.

She’s already helping me with things like mailings and office work. I’ve never really had a partner before. But I definitely would like this to work out.

Can anybody make some suggestions on how to make it go smoothly? It’s a pretty important change. Do we need to lay out specific roles? And, if so, how specific?

One of the things I’m hoping for is that I’ll be able to get a little more organized when it comes to prospecting. Even though I’m having good luck with my billboards, there are other avenues I should be pursuing.

Last fall, for instance, I did a round of door-knocking that resulted in a number of leads. I haven’t done it since because it seems like there’s never any time. But if I schedule it, if I make it a regular part of my week or month, it’ll happen.

Robert Sharoff is an architectural writer for The New York Times, Washington Post, Chicago Tribune, and Chicago Magazine. With photographer William Zbaren, he has produced books highlighting the architecture of Detroit and St. Louis. He is a former senior editor with REALTOR® Magazine.

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