Ageless Advice

On how to parlay inexperience into sales

By Dinah Eng

Age may come before beauty, but the beauty of working as a young real estate agent can be found in fresh motivation, high energy and peer relationships.  •  In the last two years, more than 90,000 new agents have joined the ranks of California REALTORS®, according to California Association of REALTORS® data. While getting started in any industry is difficult, newcomers say their youthful age can be an advantage in this crowded field, if marketed correctly.

Time and Energy

“When people thought I was young and inexperienced, I’d play on that and say, ‘Because I’m not an older agent balancing 15 escrows, you’ll get more quality time and attention from me,’” says Raejean Belsaguy, 27, a salesperson with Rancon Real Estate in Murrieta. “I got young clients because they could relate to me, and older people because they appreciated my energy and motivation.”

Belsaguy, who made the National Association of REALTORS®’ 30 Under 30 list in 2002, tapped into her high school classmates, networking with friends who gave her referrals, and says she went the extra mile tomake those first sales.

“I’d search the papers, FSBO ads, and drive around, rather than just look at MLS listings for my clients,” she says. “I did plenty of open houses. I’d put flyers in neighborhoods, and hand-deliver property flyers to other real estate brokerages. I did everything I could to grow my sphere of influence.”

Senior Partner

For David M. Crisp, 26, another NAR 30 Under 30 designee, moving from the new kid on the block to president of his own real estate company within four years took hard work, an entrepreneurial mind, and the backing of a partner 22 years his senior.

“My partner Carl Cole and I were rivals at the first agency I worked at, always trying to beat each other out,” says Crisp, now president of Crisp & Cole Real Estate in Bakersfield.“We finally decided to work together, and I used his knowledge, wisdom, power, and money to leverage myself to where I am today.”

Crisp’s agency currently has 70 employees and grossed $295 million in 2005.

“The secret is, I have a die-hard attitude,” Crisp says. “The money I first made was invested back into the company. My goal was to make sure everyone in town knew I sold real estate. I have an infomercial, and amon TV every night. I bought an expensive car, and used it to get my foot in the door with people, and after I got in the door, I got the job done.”

His advice for newcomers to the business?

“Go to work for someone who’s experienced, and get trained,” Crisp says. “Stay away from partying and build your career. Make a commitment to the people who help you. Learn from others, and if they help you, find a way to take care of them.”

Dinah Eng is a Los Angeles-based freelance real estate writer.