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An interview with a veteran real estate salesperson whose career spanned 5 decades

So June, What got you interested in the real estate business? 
" I always had an eye out for real estate, open houses , newspaper ads, my family bought real estate, just in my blood I guess. "

Your decision to become a Real Estate salesperson, how did that all happen? 
My Father offered me  this book "The laws of Success" by Peale. He recommended I read it, "this will change your life forever" . My father was a "top of the heap salesperson in the car business, very charismatic & influential.  Everybody I referred to him just loved dealing with Charlie. This book just fired me up and taught one how to influence others.  I went and spoke to our Realtor who had a good name, she assured me I would do well. So I just went at it. 
 So I got my Real estate license and went to work. I was 28 or 29, my kids were young.
What were your first few years like? 

I was unsure of how I was going to do, the guys in the office just laughed at me. 
My Manager at the time told me to work my SOI. I could count on one hand my sphere of influence , heck my sister -in -law listed her place with someone else, she probably didn't want me to know her financial situation. So I picked up the paper and started phoning FSBO's. You wouldn't believe it I got an appointment my first week, got the listing. 
I was so excited back in the office, the guys in the office were not impressed  said   that listing is over priced, it will never sell. What do you know about construction? I fired back, I don't , but I know people. I  painted the ugly fireplace white, put it on the market and it was sold within a couple of weeks. 

You say you know people, how so? 
I worked in the office at Bow-McLean a car dealership when I was 19. I watched a real pro run a business and manage people. Jimmy Pattison was one of the nicest, kindest, generous people I had ever met. We started our family so I had to leave. 
Can you offer any advice to new people getting into the real estate business? 

Take time off , Pace yourself , Save your money. I invested in real estate often, I wished I had saved more cash for rainy days. 

Did you set sales targets throughout your career? 
Well I guess I did, I felt I could do 3 deals a month, I rarely missed.

Anything else you like to add? 
If you are happy with being in real estate , you will stay with it. 
If your not..... well, ...... maybe do something else. 
I enjoyed chatting with June and the delicious cinnamon bun.  As we were saying goodbyes , I gave her a big hug and said thanks Mom, I enjoyed that. See you soon. 

June Book began her career working The Burnaby / East Vancouver single family home market in 1969.  She also sold real estate in  the state of Nevada & Washington state. 
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How did you get referrals?

"I kept track in a diary, phone them up every so often, mailed a personal handwritten card out afterwards. I built my window covering business hand written notes.

Fisbos vs Expireds? 

"Expireds are tired, Fisbos are fresh to the market. The listing game is about momentum for me. Get the appointment and go see what happens. Don't assume anything with these propspects, use the phone if you can. I would close 60/70% of these guys & gals."

Did you ever cut your commissions? 

"When I first got into the business, I would not reduce or really have to cut my commissions. I must say though, I was not willing to face my first Manager and have to explain myself. I would rather go find something else to do. Afterwards when I had a quick sale or the situation was fair I have reduced. If you are willing to walk away from a deal, trust that instinct, it's a winner ".

How did you deal with market corrections?

"You must remember that markets will always go up & down. Tell the truth when things aren't going well and make the changes. Getting the house sold is the objective, tough markets require thick skin and I had it, thick skin that is!"

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