By Paul Haley, ASREB Alum
When I was 14 years old, I moved to Arizona. I remember walking in a Silver Leaf neighborhood, thinking, "One day, I'm going to sell houses like this." This was my dream, and it always stuck in my mind.
I graduated from high school in 2023. I took a gap year to figure out what I wanted to do. I thought about my options in my apartment in France late one night: go to college? Work for my uncle? Or go into real estate? I decided to follow my gut because it had been telling me real estate for so many years. It's just what I wanted to do. I booked my flights home. I got my schooling, then my license and that's the story in a nutshell.
A friend with his license recommended ASREB's in-person course to me. I didn't even look for other options.
What I loved about my class was that the instructors made it very visual. I am a visual learner. The teacher would draw out the scenarios, even with stick figures. And they weren’t shutting me down if I asked five questions in a row. The instruction is very detailed, and there's a lot of great information in the ASREB book.
It took six attempts to get my license. Some people are really good at testing, but it's always been hard for me. I finally realized the questions were formulated from the book, so I started reading it heavily, and that helped a ton.
Lance Billingsley, one of the instructors at the Arizona School of Real Estate & Business, was very helpful. He said, “Ask me any questions if you have them.” I certainly did. I even texted him. Lance also told me it took him nine times to get his license. Lance also appointed me to a brokerage when I passed. I have a lot of gratitude for Lance and ASREB for helping me get started.
I decided I was going to get right into it. Cold calling just wasn't for me. I didn't have a lot of money. I thought about the most cost-efficient option. What can help me get out there? My answer was open houses. I said - I will do a hundred open houses in one hundred days. Everyone says the conversion's low. I beg to differ because if somebody's going to a house, they're interested. Right? Nobody takes time out of their day to go to a house if they aren't interested in buying.
On day 70, I got my first deal. It was the best feeling in the world. It took me six months to get it, but that helped me learn about the market because, at every open house you host, you must know all the markets within two miles.
I only work in Scottsdale because I don't believe you can be good everywhere. With open houses, you must learn what to say and what not to say, be yourself, and make people feel comfortable.
A woman had her home listed for six months with one of the best agents in our state, and it did not sell. It was a $3 million house. I met her at an open house. I went back to her because I'd been, not encroaching, just following up with her to share what was going on around her neighborhood. One day, she told me she canceled with her agent. She said, “Hey Paul, you've been following up with me for so long. Come list my home.” I sold a $3 million home in three days. It had been listed for six months. Not only was she ecstatic because it had been on the market for so long, but I literally just took a different approach than the other agent. Her home was situated on a very unique lot. I told her, “That's the selling point. The selling point is not the home, it's the lot and how it's situated.” It's very private. You're right in the heart of Paradise Valley, but it's a Scottsdale home. She was super happy. I was happy because how many 20-year-olds sell a $3 million home in their first six months? Probably not too many. We still talk all the time. She's a great person. That's my biggest accomplishment so far.
Persistence is the key to this business, plain and simple. Focus on learning how to sell the home and building your credibility.
Many other real estate agents come to the profession after working other careers. They know people. I only knew college students who weren't looking for a home. If you’re young in this business, know your stuff better than anybody else, whether from school or your brokerage. Know it to the best of your ability so you can get over that hump of somebody who might have friends they're helping. Show your value. I'm not a master, but I try to master what I'm learning that day, every day. This is not something you get into and chill out. You have to put yourself out there. I’m 21, and I closed $8,811,000 in my first year. It's been a rollercoaster of learning, and I love it.
My dream life in real estate? This will sound a little cliché, but I love to help people. But for me, it's both sides I want to win. I think too many people just want one person to win or themselves to win. When I make both people happy - somebody's happy that they sold the home, and another person's happy that they're living there - that makes the difference to me. That's ultimately what we're doing. You want to take the most stress off of people as possible.
I want to get my luxury certification. I have a good base; if I keep learning daily, I will keep helping people. People are purchasing a major asset. Whether it's a $400,000 or $3 million home, you need to act like that's your money.
