Congratulations! You have obtained your real estate license! But how do you deal with the question, "I like you, but you don't have much experience?" It's one of the most challenging situations in the real estate industry. No experience, no job. No job, no experience. And this situation becomes even more crucial when you are changing careers. Every client you talk to wants to see years of sales experience, not to mention selling houses. Every potential client wants to know what you have done before:
"How can I get the first opportunity with new potential clients when I don't have much experience in this new field to prove myself?"
And, on a deeper level, you are not even sure if you can deliver something that you have never delivered before.
"Imagine the story you have to tell when you dive into the detail."
But as someone who is changing careers, of course, you don't have relevant experience. When your real estate resume looks like a long list of unrelated information, how can you be considered trustworthy? How do you make people pay attention and give you a chance?
The first step is knowing it's a problem that can be solved. You don't have to start from scratch completely.
You just need to know how to play a different game.
Choose Your Story, Not Your Past
We have agreed that your real estate sales history is not a good way to start a conversation with a client in your new field. So what's a better way?
A compelling story.
Richard Branson (and many other employers) does not hire based on experience. He hires based on personality and fit with his company culture:
"The most important thing when searching for a top employee is someone who will be a good fit for your company's culture. Most skills can be learned, but it's difficult to train people on their personality."
When you are not in the same space with someone, it can be challenging to show your personality and how you can fit into a new and unfamiliar environment without traditional experience. And even when you are present, stress and the environment can hinder it. The best way to share about yourself is by building your story.
And as a career changer, you have a great story.
You are bold, curious, and passionate to the point where you are willing to take risks to make a change. You are not afraid of something new and unfamiliar - and even when you are scared, you are still willing to try. You may not have direct experience in your chosen industry, but you have a lot of experience in other fields that can impact a potential employer or client in a fresh way.
That's what I know about you without even meeting you. Imagine the story you can tell when you dive into the detail.
When building your story, think about answering questions like:
- Where are you from?
- What (positive) factors have brought you to this point in your life?
- What is the strongest reason for you to transition to this new field?
- What are you doing to make the change happen?
- What do you think you can offer, even without direct experience in your new industry?
- Why do people come to you for help (where are your natural skills)?
- Lastly, your story is an opportunity to invite someone into your world. And in today's professional world, there are many ways to tell your story.
1. Try a Skill-based Approach
Focus on your story, not your history. Instead of a boring conversation about "The number of houses I have sold," focus on who you are and what you can bring. Explain in detail three or four key (and most important) skills of yours.
2. Try a Different Approach
Create a YouTube video, build a website to tell your story, or start a blog showcasing your passion in the field you want to transition to. Why not share it with others in an engaging way?
Image Source: Saigon Intela
Act Like a Duck
There is an old saying:
"If it looks like a duck, swims like a duck, and quacks like a duck, then it probably is a duck."
Think about why your clients want someone with more experience. They are just looking for evidence that you are the person they are looking for.
They are looking for evidence that you are a duck.
A skilled person who can apply those skills effectively to their valuable assets. Someone who becomes the model person they desire in that role. Someone who can produce results.
Having experience in a similar role is just a way to prove that you are these things; to prove that you are a duck.
How can you prove this?
1. Exchange Time for Experience
Maybe you can't work paid for a big company in the industry you want to transition to. But there's a possibility that you can do similar work on an unpaid basis (or even with a small fee) by finding a mentor.
Reach out to successful real estate agents, offer your time without receiving money. This may feel like a path only for those wanting to transition into the non-profit sector, but the reality is it is pretty easy to find successful real estate agents who are willing to offload work. It's often easier to get the first opportunity with smaller organizations, so focus on smaller organizations that make you feel encouraged and tell your story to them.
2. Freelancing
Can you take on side projects in your free time to gain experience in the industry you want to pursue? Do you know someone who would truly appreciate the work you do? Can you offer your time to friends or family or ask them to share with their network about the services you provide?
If you have skills, there's a chance you can get paid for doing small side jobs in your free time, like being a real estate assistant. How many real estate agents can't afford a full-time staff member in-house but want some tasks done for a lower price? Find companies or agents that seem like they could benefit from what you can offer and approach them with a great pitch and a reasonable price.
3. Be What You Want to Become
Who says you have to get paid for something to "become" something?
Embrace your new direction as part of who you are and immerse yourself in the work you are passionate about.
If this is already your full-time job, you will invest your time and energy into professional development. What books will you read? What publications or blogs will you follow? What will you spend your time on? What will you need to do to become a top player?
Start a blog about the core topics in real estate. Invite people working in the industry to be interviewed for your blog or podcast. Focus on researching a key area of your future job (bonus points if it's a challenging area) until you feel confident enough to talk about it and then see if anyone is willing to spare ten minutes to discuss it at an event.
As you accumulate knowledge and explore your new industry from the outside, chances are you will start getting noticed. And even if you don't get noticed right away, when talking to a potential employer, you will have something persuasive to show them.
If this is truly a career you are passionate about, actions like these will bring joy and inspiration, as well as giving you a pond to be seen. Speaking of others...
