The failure rate of rookie realtors is highest in the first 24 months of a new real estate practice. A large percentage of newly hired realtors voluntarily exit the industry because they are unable to earn enough income to sustain their practices. The purpose of this study was to explore the shared practice strategies and common themes of the successful rookie realtor. The perspectives of realtors that obtained a level of sales success during the early phases of employment are important to future practitioners and leaders in the industry. This qualitative case study examined the experiences of rookie realtors that successfully acclimated into new real estate careers and experienced sales success during the first 12 months of a new real estate practice. A purposeful sample of 10 realtors shared their early experiences of success in semi-structured interviews. The findings revealed five significant themes relative to their sales success: (1) rookie realtors are motivated by client satisfaction and financial rewards, (2) successful rookie realtors develop effective relationships, (3) understanding terms and constructs of the sales contract and finding a mentor provided the most significant training during the early phases of employment, (4) technology tools and applications are used to increase agent efficiencies and, (5) rookie realtors have unrealistic expectations about their jobs and the roles of leadership. According to the data, the most significant factor positively influencing early sales success in rookie realtors is their motivation to receive client satisfaction. A customer orientation trait in rookie realtors may positively influence early sales success.
|Commitee:||Berry, Catherine, deCarvalho, Julio|
|School:||University of Phoenix|
|School Location:||United States -- Arizona|
|Source:||DAI-A 80/06(E), Dissertation Abstracts International|
|Subjects:||Business administration, Entrepreneurship, Organizational behavior|
|Keywords:||Early sales success, Early sales success in real estate, Practice strategies of successful realtors, Realtors and real estate agents, Rookie realtor success, Top producers in real estate|
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