Veterans and Rookies have the same problem today…experience!

By Spencer Combs


How many times have we been told, reminded, and even shared with others the old adage, “it’s not what happens to you, it’s what you do about it that matters”? Many times easier said than done I think, and very true however. Today’s economy is what it is. This article is directed to all of the constant questions I get regarding the struggles new individuals are having as well as the veterans.

After working with so many people and really giving this some thought, I noticed two different responses to the circumstances and yet ONE common denominator. I see the ones who are able to “roll with it” and adjust. I also see the ones who just don’t “get it”. I propose that the common denominator in both of these situations is experience.

You see, for newcomers on the scene that stay focused on the need for this coveted trait and how they don’t have it, will struggle. The newcomer will do well in focusing on creating new experiences. This way they will create the experience they feel they need. If you are new to the business, I believe you have an advantage right now because you do not have any “experience” to hold on to. This is the challenge with so many veterans in field. The Law of Familiarity sets in for them.

For the veteran with the experience, they have a tendency to focus on their past. It grates me to no end to hear these individuals who feel they are above the fundamentals of their trade. “I shouldn’t have to make the calls…I don’t need to beg”. Do what? When I ask these veterans what changes in their strategy have they made to accommodate the shifts in the market, I get the usual responses…”I just need to work harder and stay more focused”. Well, to a degree I will agree. I would also be quick to point out to you that now is not the time to do things just the same old way either. Do you remember the days before the MLS was online? How about the days before buyer agency? There were some veterans then too who would not let go of their MLS books and still think that the reason to advertise a house is to get the buyer for it. You and I both know that we can find property searched and sorted in just about any way we want through the internet and that the primary purpose of advertising is to get potential buyers to contact you, thus getting into a buyer agency agreement. Experience can sometimes kill your career if you get too familiar with the terrain.

If you are the rookie, focus on getting results. The experience will come.

If you are the veteran, focus on getting results. New experiences will come.

Don’t let EX-perience make you an EX-agent.


Your Coach,
Spencer Combs

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