To be retained
- The first 90 days are not played on sales, but on the number of contacts and warrants returned.
- The most underestimated constraint is the cash : the first recipes arrive after the authentic act, several months after the first mandate.
- One too wide a sector is trap 1 of the start-up. Better a few thousand people actually covered than a department overcame.
- No income, time and volume of sales are guaranteed: this guide describes a method of work, not a result.
1. Prepare cash flow
This is the point that makes the most start-ups fail, even before the question of skills. A real estate agent is not paid until after the signature of the authentic instrument Between the first signed warrant and the first cash flow, several months usually take place — marketing time and then the time to obtain the buyer's loan.
Meanwhile, the charges run: subscription to the network, social contributions of the self-employed, professional liability insurance, fuel, telephone. To be done before starting:
- Encrypt actual monthly cost activity and multiply it by the number of months you can hold without recipe.
- Check your situation with regard to Return-to-Employment Assistance Allowance or partial maintenance of income, if you are entitled to it.
- Decide from the start if you start full-time or complementary of another activity — both defend themselves, but the pace of prospecting is not the same.
A common sense benchmark: plan to live without any recipes for a period that protects you from precipitation. A councilman who had to sell to eat accepted overvalued warrants — and lost the next few months to defending them.
2. Defining Sector
The beginner's reflex is to want to cover "the whole agglomeration". It is the mistake that costs the most, because local notoriety is built by repetition: being seen ten times in a neighborhood is better than once in ten neighborhoods.
- Get out of here where you are. live really You already know the streets, schools, nuisances, projects.
- Dimension a sector you can Physically traverse every week.
- Take him up volume of annual transactions not only the price per square metre: a expensive area where nothing is sold does not feed anyone.
- Identify the dominant typologies — wine village, subdivision of the 1980s, old centre, seafront residence — because the selling arguments differ.
3. Organize its training
The initial training is dense, and the classic error is to want to absorb everything before starting. A useful order of priority for the first three months:
- The legal framework the mandate and obligation to inform: that is what protects you.
- The estimate : know how to defend a price with real comparables is the competence that falls within the mandate to sell.
- The client discovery : ask the right questions on the first appointment avoids three months of unnecessary mandate.
- Tools : distribution, contact base, sales file. To master without spending your days there.
Don't forgetlegal obligation to continue training : 14 hours a year, or 42 hours over three years (Decree No. 2016-173 of 18 February 2016). It is a condition for the renewal of your authorization.
4. Contact your network
Your first warrants almost always come from people who already know you. Still, they need to know what you're doing now, and especially what you're looking for.
- List all people who can be reached: family, former colleagues, neighbours, associations, traders, artisans.
- Advertise your activity Individually, not only through a collective publication.
- Ask for something specific — "if you hear someone selling in the neighborhood, tell me" — rather than a vague "think about me."
- Noise contact with the natural prescribers : notaries, brokers, builders, condominium managers.
5. Build a routine
Independence without a framework ends in dispersal. A typical week that works is based on three non-negotiable blocks:
| Block | What we do there | Why it's non-negotiable |
|---|---|---|
| Prospecting | Field, telephone, follow-up of old contacts | It is the only block that creates future turnover — the first one sacrificed if it is not protected. |
| Appointment | Estimates, visits, points of sale | Focus on slots where customers are available, often at the end of the day and on Saturdays. |
| Administrative | Files, diagnostics, dissemination, accounting | To concentrate, otherwise he colonizes the whole week. |
A simple principle: prospecting is planned first, the rest is around.
6. Monitoring its indicators
Over 90 days, turnover is not an indicator: it is almost always zero, and it does not say anything about what you are building. Instead, follow the above sales:
- Useful contacts in the week — the foundation of everything else.
- Estimates obtained, and their origin (network, terrain, recommendation, portal).
- Mandates signedby distinguishing those whose price is truly defensible.
- Visits generated by mandate: a good that is not visited is a bad position.
- Offers received, including refused: they tell you where the market is.
If a warrant does not generate a visit in three weeks of broadcast, the subject is almost always the price — rarely the photo, never the chance.
7. Get her first appointments
A first estimate appointment is not made until you are called. The sources that work at start-up, in order of performance:
- Your direct network, requested nominatively.
- The land : repeated presence in a restricted area, contact with property sold by its owner.
- The recommendation : systematically requested after each satisfactory exchange, even without a transaction.
- Prescribers installed in your area.
Prepare each appointment with real comparables and an estimation method that you can explain. This is what distinguishes a professional from a sympathetic candidate.
8. Errors to avoid
- Accepting a warrant at the seller's price to "have stock". An overvalued asset occupies your agenda and undermines your credibility.
- Waiting to know everything Before you call someone. Jurisdiction is built in a situation.
- Confounding activity and agitation - It's not a prospect.
- Neglecting cash flow and find themselves forced after four months.
- Staying alone : the weekly point with his manager is what corrects a trajectory the fastest.
This guide describes a method of work, not a promise of results. The time before a first transaction and the level of revenue vary greatly depending on the sector, time spent, prospecting, mandates obtained, funding deadlines and transactions actually made. No revenue, sales frequency and success time are guaranteed.
This article is not a financial council. It describes a method of remuneration, not an expected result. The income of an independent real estate adviser depends on the activity actually developed, the sales actually concluded and collected, the contractual conditions in force, the possible formation of an organisation, the level of expenses and the individual situation. No income, sales frequency and time limits are guaranteed.
Want to talk about it before you start?
Guillaume Roque will accompany you personally in your launch.
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