There’s always room for one more, good real estate agent! 

Before I started my career, I counted eleven people I knew as realtors in Pompton Plains, the small town where my offices were located.  But as I went through each name, I realized that only three were working and the others just held a license.  So, knowing that, I decided to quit my job and do real estate sales full time, knowing I would earn the income I needed.  My confidence came from my belief that if I was going to do something, and do it to the best of my abilities, I couldn’t fail. 

This was one of the best decisions of my life as I’ve had a very successful and long career doing something I loved.

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During the course of my years as a Broker/Manager, I hired over 250 realtors, but at the peak of the market, in 2005, I had only 80 agents.  What happened to the others?  For most, these new realtors didn’t know truly understand what the job was all about before they jumped in, and didn’t last. 

This is why I wrote the book A Top Producer’s Blueprint for a Standout Real Estate Career. It’s a how-to guide for anyone thinking of a career in real estate or needing to jump start their business.  It costs people money to be in real estate, no matter where they work, so this book will help people understand what they would be getting into before they leap in. 

If you take this seriously, are willing to learn and willing to work hard, a career in real estate can be very rewarding.  Agents can earn six-figure incomes and manage their own time. 

The question is: How do you do it right? That’s what this column is all about.  Showing you how to do it right. Before going forward, though there are a few questions that you must ask yourself.

Unless you go into property management, your first years in real estate will be all about sales.   Most of the people I interviewed had never worked in sales before.  I would ask: “Did you ever sell anything like candy for school sports, raffle tickets, a car? Did you feel comfortable? Did you like it?”  This type of selling can be uncomfortable for most.   You must be able to step out of your comfort zone to do it. So, you must ask yourself if you can do this.  Also, can you multi-task?  Are you able to go on appointments at 10:00 am or 7:00 pm and every hour in between?  The rewards are great in sales if you can say yes to all of this.

In the issues ahead, I’ll be sharing more with you about being successful in real estate sales.   We’ll touch on getting homes real marketing, negotiating, open houses, virtual open houses, and more.  Helping others has always been my goal in life, and I believe this is why I’ve had success.

I live in North Carolina now, and I’m still in real estate.  I keep close tabs on what’s happening in New Jersey and especially in Wayne where I own a home.  If you have a specific question about real estate that can be used for future articles in you can email me through Ferris,

This is the blueprint to have a stellar real estate career.