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    Unreal Estate: Lessons from a Recovering Real Estate Broker
    Unreal Estate: Lessons from a Recovering Real Estate Broker
    Unreal Estate: Lessons from a Recovering Real Estate Broker
    Ebook131 pages2 hours

    Unreal Estate: Lessons from a Recovering Real Estate Broker

    By Stefani Shock

    ()

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    About this ebook

    Beyond the day-to-day technique of representing buyers and sellers, is the mindset of the broker. I countlessly hear brokers tell me they lack confidence and self-esteem. How can they be a success when their confidence is hanging in the balance? This book tells the story of a self-made broker who tackled those same issues. I rose up through the real estate trenches in NYC, lost it all in the 2008 market crash only to rebound, triple my income and eventually sell luxury homes in the Bahamas. The shift that occured was one that involved personal development, following the guidance of others, changing my sales techniques and much more. All of the lessons that propelled me to the next level are included in this book. Enjoy reading it as much as I did living it.
    LanguageEnglish
    PublisherBalboa Press
    Release dateSep 21, 2016
    ISBN9781504364911
    Unreal Estate: Lessons from a Recovering Real Estate Broker
    Author

    Stefani Shock

    STEFANI SHOCK is a coach and consultant helping people in the real estate industry reach their highest potential. Her success as a broker in NYC and the Bahamas led to her current career as a public speaker and contributing writer to a national real estate audience. www.stefshock.com

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      Book preview

      Unreal Estate - Stefani Shock

      Copyright © 2016 Stefani Shock.

      All rights reserved. No part of this book may be used or reproduced by any means, graphic, electronic, or mechanical, including photocopying, recording, taping or by any information storage retrieval system without the written permission of the author except in the case of brief quotations embodied in critical articles and reviews.

      Balboa Press

      A Division of Hay House

      1663 Liberty Drive

      Bloomington, IN 47403

      www.balboapress.com

      1 (877) 407-4847

      Because of the dynamic nature of the Internet, any web addresses or links contained in this book may have changed since publication and may no longer be valid. The views expressed in this work are solely those of the author and do not necessarily reflect the views of the publisher, and the publisher hereby disclaims any responsibility for them.

      The author of this book does not dispense medical advice or prescribe the use of any technique as a form of treatment for physical, emotional, or medical problems without the advice of a physician, either directly or indirectly. The intent of the author is only to offer information of a general nature to help you in your quest for emotional and spiritual well-being. In the event you use any of the information in this book for yourself, which is your constitutional right, the author and the publisher assume no responsibility for your actions.

      Cover Art Credit

      SHAYNA FERM

      ISBN: 978-1-5043-6481-2 (sc)

      ISBN: 978-1-5043-6491-1 (e)

      Library of Congress Control Number: 2016913550

      Balboa Press rev. date: 10/05/2016

      CONTENTS

      Introduction

      Lesson #1 Your Calling, Your Choosing

      Lesson #2 The Power Of Somatics

      Lesson #3 Practice And Action

      Lesson #4 Work Smarter Instead Of Harder

      Lesson #5 How To Be Wellthy

      Lesson #6 In A Crisis? Ask For Help

      Lesson #7 Who Are You?

      Lesson #8 Developing Confidence

      Lesson #9 Pricing And Pitching

      Lesson #10 Question Reality

      Lesson #11 How To Handle A Transition

      Lesson #12 Streamlining And Qualifying

      Lesson #13 Just Admit It, You’re A Salesperson!

      Lesson #14 How To Pass A Test

      Lesson #15 Seek Help

      When it comes time for you to write your book and you tell people you’re writing a book, their eyes will double in size and then they will reflect on the many moments where they hoped to one day write a book of their own. The only thing that separates my ability to actually do it from those who don’t is Marianne Shock.

      I had the advantage of observing my beautiful mom write six novels all while raising four energetic children who consistently entered her office to steal focus away from her work. She managed to balance it all and inspire me at the same time. For that reason, I dedicate this book to her.

      un·re·al

      ˌənˈrē(ə)l/

      adjective

      adjective: Unreal

      1. So strange as to appear imaginary; not seeming real. in the half-light the tiny cottages seemed unreal

      2. Unrealistic. unreal expectations

      NORTH AMERICAN informal

      incredible; amazing.

      Synonyms: incredible, fantastic,

      unbelievable, out of this world "That

      roller coaster was totally Unreal"

      INTRODUCTION

      So, who wrote this book? Through these pages, my history in real estate will reveal itself, but in short; I was a broker in NYC for ten years before I burned out, moved to the Bahamas to sell condos in a luxury resort and then retired from real estate. While I haven’t worked in the industry since, I have been working alongside it for years.

      What makes my experience in real estate unreal? When I questioned the boundaries of what I was capable of, unrealistic things happened, prayers were answered and magic unfolded. Now I help realtors and brokers create the same for themselves.

      Though I consider my past a self-made success story, the enormous shifts that propelled me to the next level were due to the advice and guidance of others. A couple years after launching my business, I needed a shake-up. I read countless books written by power-brokers and attended seminars with top names in this industry. They told me how to arrange my business model to create a money-making machine. I would follow this advice, only to find myself, months later, in the same place I started. The game-changer for my career didn’t come from the typical real estate books or the know-it-alls speaking to a room full of brokers. Real change came when I invited mentors and coaches into my life. They observed my work performance and offered guidance based specifically on my particular needs which was far more effective than what I was getting from books and speaking events. When I applied what I was learning, I went from struggling financially and barely paying rent for my measly Queens apartment, to making six figures and developing an impressive resume in the field. None of it was luck. It took self-discovery, tapping into my confidence and utilizing my resources…just to name a few.

      There is no blanket statement or one-size-fits-all recipe for success in real estate. Brokers are like snowflakes, therefore books that preach a ‘system’ which advise you on how to get more listings and ‘sell like a pro’, are not speaking to your specific talents and setbacks. How is this book different? I pride myself on empowering others and teaching through example. This book will show you how I turned my own business around.

      This book is not a how-to guidebook packed with advice you’ve heard a million times before. It’s a journey into the mind of a broker. This involves self-esteem, the ego, how we handle stress and how our view of success helps and hinders our business. My history in this field was a roller-coaster ride and the stories associated with my deals and business decisions provide valuable lessons. However, the experiences outside of the real estate arena are powerful too. Who you are off the clock plays into how successful you are when you’re on it. For instance, if you aren’t confident in your personal life, how can you be confident at work? You are a whole person, not a box full of compartments and for that reason, this book addresses the journey of the broker as an authentic person, in and outside of this business.

      Similar to how our lives are laid before us, the book is presented in a chronological order of events in my personal and professional life with tips and exercises corresponding with those moments. Whether you’re a rookie who needs a preview of what’s to come or you’re a seasoned broker who thinks they’ve seen it all, you will get something from my story. It’s a journey through vulnerable moments many brokers experience but rarely speak of. It’s all fair game here. Instead of simply stating it was hard becoming a success, I share the details of how hard and humbling it was. When I say I made it from a low-level leasing agent to a broker achieving close to forty-million in sales yearly and eventually closing a deal on a yacht while sporting a two-piece, I show how it happened. It wasn’t by accident. Nothing was handed to me. I had to bury my pride and take risks that seem unreal and continue to baffle me when I look back on it’s creation.

      Most of the names, places and events have been altered to protect those who contributed to those events, whether positive or negative.

      As I use the term broker throughout this book, I am referring to those who represent buyers (salespeople/agents/realtors). I acknowledge that the law of each state differs and sometimes dictates a person must be a salesperson first (as was the case in NYC). I obtained the broker title after seven years of being an agent, even though my duties and the job itself didn’t change in its style or responsibility.

      I hope you enjoy this book as much as I did living it…

      LESSON #1

      YOUR CALLING, YOUR CHOOSING

      You’ll never hear a child say I want to be a real estate agent when I grow up. You won’t even hear a high school student say those words. Let’s face it, this is an industry full of people who had other plans. For that reason, it’s chock-full of eclectic personalities. Unlike attorneys and doctors who all seem to have a similar nature, agents can be radically different in their character as well as their approach to this business and how they cater to customers.

      What attracts people to this business is accessibility. The truth is, it’s an easy profession to pick up, but a difficult one to master. I constantly meet people who tell me they have a real estate license…but let’s be honest, unless they’re actually doing it, they know nothing about it. Getting a license isn’t hard and, while classroom learning teaches you the laws of real estate, it doesn’t prepare you for what challenges the world actually presents. In addition to sales skills, you must possess enough tenacity to launch your own business. You need to learn every nook of the neighborhood you want to specialize in. You need enough acumen to handle the highs and lows of closing the deal and you need to be extroverted to the point of being borderline annoying. This profession requires you to put yourself out there and be aggressive but in a fashion that draws people to you instead of scaring them away. For all these reasons, this profession is an art form.

      If you haven’t started real estate school and this book terrifies you out of being an agent, good. You don’t want to waste time, money and energy in a career that isn’t for you and end up being one of many who have a real estate license but never close a deal. Frankly, if a book scares you away from pursuing any career, you never wanted it enough to begin with.

      If you desire a profession that truly speaks to your soul instead of sucking it out of you, it’s best to take your time going in search of it and not spend a dime on a hasty decision. Think of how many people are paying off student loans in order to maintain a career they don’t like or those who, the moment they graduate, decide to do something completely different from their major. This is okay for some, and it’s normal to be unsure of what it is you want to do. I constantly get examples through my clients who are in search of their calling and this search can happen well into your 40’s and beyond in many cases. At the end of the

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