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“A lot of people think, ‘I can just get into the business and two minutes later be selling,’” said Tony Sargent, also of CORE, who took eight months to actually close a deal when he first started as a broker in 1999. “We look at all the TV shows … where you walk into Balthazar, you talk to the owner for four minutes, you come up with a deal, you’re paid $300,000 and everything is great.” Sargent mentored two agents on his team last year, and said most of his energy was spent motivating them, helping them recover from the crushing feeling when deals go south or sellers go cold. “You wake up every single day with no salary, and you have to be willing to deal with that,” he said. Even those who had lengthy careers before entering real estate said the mentoring they received was invaluable. “I learnt the right way to do business in a very unprofessional environment,” said Brown Harris Stevens ’ Bess Freedman, a former attorney who still consults her mentor and colleague Hall Wilkie. “It’s so competitive and you see agents treating each other very poorly,” she said, adding that successful mentoring programs can improve industry standards overall. “You see how much better it is when you are honest, you can communicate and you have good relationships. … It opens doors for everyone,” she said. Some said mentors are mostly needed when brokers are a few years into their career, and are trying to step up into doing bigger and more frequent deals.
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