114: How to Become a Successful Real Estate Agent with Aaron Hendon

Real estate agents can make a lot of money and have a lot of freedom, but getting started can be very tough. Many agents do not sell a house or make any money for months after they get their license. It can take some agents years to learn the best way to generate business, and some agents never figure it out. On today’s podcast, I speak with Aaron Hendon, who is one of the top real estate agents in Seattle. He tells us what it took for him to become successful, how long it took, what he does to find leads, and also gives some tips for investors and other buyers who are looking to buy properties.

How did Aaron get started in the real estate business?

Aaron had many jobs before becoming a real estate agent. He owned a bakery at one time but usually was in the sales business. His last job before becoming an agent was as a salesman for a credit repair business. He thought real estate agents would be a good source of leads for credit repair. Aaron called up agents offering his services to them, and many agents suggested he get in the real estate business himself. He was calling 100 people per day and decided he could make much more money using those skills as a real estate agent than he could cold calling people for credit repair services. Aaron took the real estate licensing courses and passed the test in 2012.

How did Aaron find a broker to work with?

Aaron did not look for the best office to work with; he looked for the best agents to work with. He had a friend who had been an agent for years who was very successful. She did not have a team, but he told her he was getting his license and joining her team anyway. Aaron was able to learn from a very experienced agent right from the get go. It still took him a few months to get his first deal, and he only closed on 3 houses his first year. However, he sold 14 houses his second year and got to a point where he was selling 40 houses per year.

How does Aaron get his business, and what do most successful agents do?

Aaron tells us that most of his business is from referrals and past clients. That is the best part about being an agent when you set your business up right: business comes to you. He also has open houses and makes sure he treats his clients very well. Aaron gives some great insight on his podcast about how he gets clients to choose him over other agents.

One of Aaron’s favorite ways to stay in touch with clients is Facebook. He uses both a personal page and business page to stay in touch with people and to remind them that he is an agent. He does not push his business over and over again, but 20% of his posts are real estate related, and 80% are personal or other posts. On Facebook, you do not want to come off as only trying to sell people, or no one will care what you are posting.

How can buyers or sellers find a great real estate agent?

Aaron admits there is a big difference between good and bad agents. Getting licensed in most states is fairly easy. Investors and owner-occupied buyers and sellers need to be careful who they use as their agent. He has a few pointers for those looking to find a great agent:

• Interview multiple agents; do not pick the first one you talk to.
• Ask for statistics from the agents. What is their list price to sales price ratio; how many houses have they sold this year; what was their sales volume?
• How much does their average listing sell for?
• How much lower than list price does their average buyer pay?

Not every agent may be able to answer these questions, but they can help weed out the bad ones who have no idea what they are doing.

How can you reach Aaron Hendon

Aaron works with Christine and Company Keller Williams in the Seattle area. He was nice enough to give out his cell phone, which is 206-280-3312. He is also coming out with a new book to help home buyers: Moving Beyond Your Blind Spots -What you don’t see before you buy and sell a home. You can find his free book Don’t get Fooled Again here.