EDITOR’S NOTE: In this space we profile up and coming talent in our community. Here, recent UNI grad, Brooklyn Sands, talks to the Cedar Falls News Hub about becoming a real estate agent straight out of college.
CF NEWS HUB: You are a fairly recent UNI graduate. Tell me about how you landed in this path.
BROOKLYN SANDS: I always knew I wanted to do something in business, but I was never quite sure what area to pursue. I did some self-reflection and thought about some of my qualities and characteristics. I always knew I was great at talking to people and making them feel comfortable/welcome. I noticed I could remember ‘random’ facts or pieces of information about people that others might not pay attention to. I was decent at listening to others and recalling past conversations. I was always the type of person who liked being involved in clubs, committees, or just finding ways to help others.
Another factor that went into my school decision was that I knew I wanted to stay in Iowa and go to a state school as this was the cheapest route to go. Out of the three state schools: UNI, Iowa, & Iowa State, UNI had an outstanding business program, so I decided to visit. I fell in love with the campus, immediately! After my college visit, my mind was made up.
CF NEWS HUB: How much of what you do now is the result of deliberate planning on your part and how much is sheer luck?
BROOKLYN SANDS: Real estate is extremely cut-throat. If a realtor wants to be successful, they must work at it. Most times, deals aren’t falling in my lap, so I have to find ways to be creative and cultivate business. A few ways I do this:
– If I have a buyer or someone on my team is looking for a certain type of property, I’ll make an “ISO (In Search Of)” post in different, local Facebook groups describing what I’m looking for. This gives people a chance to share what they might know, but it also lets others know that I’m an agent. Additional exposure is gained when members of the Facebook groups tag their friends or people they know who may have what I’m looking for.
– When I first started real estate, I went through my contacts and messaged everyone I knew and let them know that I was now selling real estate. I had a few people reach out who were in the search for properties, so I was lucky to pick up a few organic leads that way!
– Another strategy that realtors have found some luck in is constantly checking the market for expired listings. This is an opportunity to contact the sellers and see what might’ve gone wrong in the process the first time around. It could have been poor marketing/advertising, the pricing was off, the market may have looked different then vs. now, etc.
– The strategy that has brought me the most success is simply getting out into the community, talking to the locals, and joining organizations that mean something to me. People do business with those that they know, like, and trust. I like to periodically stop into different establishments or restaurants and continue to build on my relationships with others! My broker always tells me: “It’s a relationship business, you just happen to sell houses.”
CF NEWS HUB: Tell us some unexpected joys you found in picking this path.
BROOKLYN SANDS: When I was considering what qualities I wanted in a company that I worked for, it was important to me that whatever workplace I became a part of was positive and cohesive. I wanted to be a part of an office that was uplifting and had individuals who supported one another. Unfortunately, that’s not the dynamic of most real estate offices. While realtors belong to a brokerage, they essentially run their own business and work for themselves. As a result, there’s a great amount of competition and individuality. Some agents might feel like they’re on an island when it comes to guidance or support.
I was so incredibly lucky to find my broker. I don’t believe in accidents and I think I met my boss for a reason. I was going through some trying times in my life when I met her and originally was going to start with a different brokerage. I wasn’t entirely sure what I was getting into at the time -it seemed like an okay place to be, so I went for it. I had never been a part of a real estate office, which made it hard to know what being in the real estate industry was really like. Right before I was about to officially join, I ran into someone (who is now my current boss, Luann Moran) at my bartending job back home, for the first time. We started talking and hit it off right away. She told me that she recently opened a brokerage in Cedar Falls, (the SAME community I know, love, and went to school in!) and would be happy to help me get started and give me the guidance I needed/was searching for. I hesitated at first, due to my initial commitment, but quickly realized how much more supportive, loving, team-oriented, and uplifting she was (the exact qualities I wanted in a workplace.) Luann is one of the best leaders I’ve ever met in my life and soon became one of my best friends. There’s nobody else I’d want to work for. The passion and drive she has for this industry are unmatched and wants to help others succeed and be the best version of themselves. Luann helped me get started in an industry that I could’ve easily failed in. Real estate is an extremely expensive game to play. This lady took it upon herself to pay for each agent’s headshots, business cards, signage, office leads, etc. The list goes on. Our office doesn’t charge for paper or printer ink. We have any kind of snack/drink you can think of (including a “fun” fridge) at the office, all free of charge. Luann will take the team out for lunch, almost daily. She always tells us how she wants us to have everything we need to succeed because she knows how hard it is to get started in real estate. Our office is truly something special and it’s because of great leaders like her.
CF NEWS HUB: What are some unexpected challenges?
BROOKLYN SANDS: I didn’t realize how much I would get rejected. I knew it was going to happen, but I didn’t expect it to be as much as I’ve experienced so far. I think part of that is my age. I just entered the industry and I’m young, so people automatically assume I don’t know anything and overlook me. I think another reason may be that people already have a realtor that they are loyal to. It’s usually a family member or friend or a past realtor they’ve had a positive experience with. It can sometimes be difficult to get consumers to change their minds.
Homes are oftentimes one of the biggest purchases that one will make in their lifetime. People spend lots of time deciding what life could look like. Just because they’re interested in looking at houses, doesn’t necessarily mean they are ready to buy (which is completely fine!) I think I’ve learned to be more patient with people. I never want my clients to feel like I’m pressuring them to buy something or don’t have their best interests in mind. It could take years before you realistically sell a home to someone. This goes back to building those relationships with others, so when they do decide they are ready to buy, they think of you, because they’re comfortable and already have built rapport.
CF NEWS HUB: I am curious about adulting. How did you find the transition from college life to work life?
BROOKLYN SANDS: It was a bit tough for me, in the beginning. Some of my friends were moving away and getting started in their careers, so I didn’t see them as much. School took up most of my time, so not having an education to tend to provided me with more free time. I’m the type of person who always has to be doing something, otherwise I get bored or start to feel like I’m not doing enough for myself. I picked up new hobbies to keep myself entertained. After college, was when I really became a “gym rat.” I dedicate quite a bit of time to my health and fitness. I started paying more attention to the types of foods I was eating and my water intake. Now, it’s normal for me to drink a gallon or more of water a day. I don’t drink pop or sugary drinks often. In college, I highly depended on energy drinks to get me through the day. I rarely drink those anymore. I started working more hours at my job until I passed my real estate exam. This was another way I kept busy and stayed motivated. I read much more than I used to. I used to hate reading when I was younger, but now I love a good self-development book! To sum it up, I really took the time to work on myself and develop positive habits that would help push me to be great. I don’t want to be average. I believe that if you set yourself up for success now, the road ahead will be so much easier and more gratifying.
CF NEWS HUB: At your age, you are probably one of the youngest real estate agents in town. What are some of the mentorship needs someone entering your field has?
BROOKLYN SANDS: Real estate is truly a tough career to get into at any age. I think the biggest need is a sense of guidance and support. To go into a career where you’re competing with “seasoned” agents, it’s hard to get ahead and can be crushing, if you don’t know what you’re doing. Having a support team that helps celebrate your wins, big or small, is the most reassuring feeling. That’s what makes the job pleasant and encourages me to keep going. Due to the overwhelming amount of information involved, it does add pressure. There were times when I questioned whether or not this was the career for me. I knew I had to keep plugging away and success would find me. Fast forward to now, I’m already so much more confident in what I do. I feel more knowledgeable and can answer questions for the general public. I love what I do!
CF NEWS HUB: For most of your life so far, you have been a student. Now you are a working professional. What are some of the things you’ve learned on your own as a working person?
BROOKLYN SANDS: I’ve learned quite a bit of things as I’ve transitioned from college into the workforce:
– It’s important to present yourself in a professional manner that makes people want to do business with you. This could be how you talk (swearing, slang, positive/negative comments, opinions, etc.) or what you wear to appointments or industry-related work events. It’s better to overdress than underdress, BUT I’ve learned that dressing to match your client is beneficial as well. For example, if you have a showing for a $700,000 home, you may want to wear dress pants and a blazer. If you’re going to show a property that’s $200,000, chances are, that client is more relaxed and casual. If you were to show up in a suit to this type of showing, it could very well intimidate your client and make them nervous to ask questions, because they won’t want to look stupid.
– Response time is crucial. The last thing an agent wants to do in this industry is leave a client hanging. If you aren’t quick enough, the client may go find another agent who’s answering their phone, resulting in a loss of business. Communication is key. This goes for all parties. It’s important to not only be responsive to your client but other agents, home inspectors, lenders, closing companies, etc.
– A different type of light shines on professionals in industries such as real estate, nursing, teaching, law, etc. People in these professions are trusted by the public and viewed a little differently. There’s a sense of trust and reliability. These individuals in these careers are ‘expected’ to act/be a certain way. That’s why it’s incredibly important to make smart choices, especially in public. It would be hard to take an agent seriously if a potential client saw that person partying every night, drunk at the bars. It would be difficult to be a realtor with an OWI. Monitoring one’s personal social media is crucial, also. Perception is a reality to most folks. Although you may know people and be friends with them, you still want to give yourself a credible image. People like to talk -typically more about negative topics. If you can either keep your life private or only post positive media, that will benefit you in the long run.
CF NEWS HUB: How do you use social media to promote what you do?
BROOKLYN SANDS: Social media is a huge part of promoting my business. In today’s world, having an online presence is crucial. Almost everyone has a smartphone or way of accessing the internet, so if you aren’t present, you’re missing a large audience. Being engaged with your social media accounts is important. If you’re constantly putting out content, you’re letting your followers know that you are working and ready to help! It also shows them that you are knowledgeable in your profession.
My largest presence is on Facebook and Snapchat. These are the apps that I’m already on the most, so it made sense for me to utilize these two platforms as I’ve been engaged with them prior, for some time now. The type of content that I tend to put out is open house dates/times, new listings, community involvement, reminders, or bits of home-related information that the average consumer might not know, etc. Sometimes, I’ll post unique and different homes that I have the opportunity to walk through or ‘behind the scenes’ footage of a realtor. It’s just something fun to keep your audience entertained and engaged with you! I try to change up my content and be unique as that’s what will draw attention and make others want to follow my career.
CF NEWS HUB: You are on the threshold of your professional life – what do you dream about?
BROOKLYN SANDS: I want to be able to provide myself with a comfortable lifestyle for years to come. I want to have kids someday and be able to give them everything they want and need. I hope that with enough hard work and dedication, the years of hustle and heart will give me just that. Someday, I’d love to have a portfolio of rentals. I love the idea of a passive income stream. I think it would be incredible to own real estate in other parts of the country. The amount of people I would meet and the experiences I’d gain would be unmatched.
CF NEWS HUB: What advice would you give a college student contemplating a career? What can students do to prepare for the transition?
BROOKLYN SANDS: My best advice to someone who isn’t sure what they want to do is to try a class in a field that you think you might be interested in. As a college student, I heard that a lot, but when I finally decided to take a real estate class, I fell in love with it. I picked up a minor in real estate and was able to take my Iowa realtor’s exam right after graduation.
Another thing: Don’t worry about what people will think of you. There were times when I was in full classrooms with students who were majoring in a certain field that I wasn’t and were sharp as a tack. Sometimes, it made me feel stupid or small because I couldn’t comprehend some of the topics that were brought up. What I found out was, there are lots of people who want to help you out. Asking questions is never a bad thing. In fact, stepping out of my comfort zone and taking some of these classes pushed me to grow and brought me knowledge on topics that I would’ve otherwise not been exposed to. I’ve learned over time that it’s great to know a little bit of every topic, if possible. This gives you the ability to hold conversations with more people and make connections that you otherwise wouldn’t have made.