“Your questions were better than what most attorneys would want to know. Are you sure you’re only 24?” I recall him asking.
At the end of the meeting, he offered me a job. “Earlier you said you weren’t working…Well, consider yourself employed now,” he said. He explained that he had been in search of a legal secretary.
I shared that I knew shorthand but nothing about the legal field. He showed no concern. “I trust my instincts and have a good feeling about you. Don’t worry. I’ll teach you everything you need to know,” he said.
I started work the following week. At his office, I was responsible for transcribing tapes. Every day, I was the first one there. During the first few days, five tapes waited for me on my desk. I slid them into the machine, listened, typed, and completed all of my work by the end of the day.
Soon, there were six tapes, followed by seven. The workload became intense, but I knew that I had a task to complete, and I didn’t leave until it was done.
One day a colleague pulled me aside. “Myra, the girls and I have been talking,” I recall her saying. “We can’t believe that you’re doing seven tapes a day. At this rate there’ll be eight waiting for you by the end of the week. Honey, slow down.”
From that conversation, I discovered that my co-workers were only completing two or three tapes per day—not six or seven. Just like in the past, I realized that when I didn’t know any better, I exceeded other’s expectations of me.
After I became pregnant with my first child, Nicole, the waterless cookware, employment counseling, and legal work were replaced with diapers, children’s books, and sleepless nights of motherhood—being a mom was a full-time job.
My maternal responsibilities grew with the birth of Howard and then Michael. I spent the next many years raising my three children. Once they were school age, they were active in sports, music, acting, and art classes. The responsibility of juggling three schedules while making sure that homework was completed and meals were prepared honed my time-management skills—something that would prove invaluable a few years later.
As my children became more independent, Saeed began encouraging me to re-enter the workforce. The thought piqued my interest, but I was reluctant. So many years spent raising my kids made me doubt my ability to succeed at anything else. But my husband knew I had been a successful salesperson throughout my early adult life. I took his encouragement seriously; Saeed had established a real estate brokerage in Beverly Hills, and he was a formidable judge of character.
In 1988, I took the plunge, passed the exam, and became a licensed broker. Since then, I’ve moved forward with the same determination that pushed my husband and me to drive from Buffalo to San Diego 14 hours at a time. I’m thankful that my husband motivated me to become a broker. As a result, real estate has become one of my life’s passions.
Throughout these pages, you’ll read about the experiences that shaped my career and what I’ve learned during my nearly 20 years in this business. I’ve had my share of disappointments, but the lessons I’ve learned from my setbacks have made me wonder whether there’s such a thing as a bad experience. Based on that perspective, I can confidently say that my successes far outweigh any difficulties, and my accomplishments have greatly surpassed all my expectations.
Whether you’re a mother of three who has never sold a piece of property in your life or a seasoned professional, there’s something in here for you. In this book, you’ll read about my method to success in real estate sales. This business can be complicated, and it will be stressful at times. But how you’ll get there is simple. It starts with these three words: Be an expert.
Chapter 1
What Brings You Here?
When I started out, I was a newly licensed broker who had never before sold a piece of property. And it had been years since I had worked full time at all. I had prior sales experience, but selling waterless cookware to brides as a 22-year-old was one thing—multi-million-dollar homes was another. Now that I was a real estate salesperson, I had to figure out where to begin.
Perhaps you’ve decided to become a real estate agent after working in a completely unrelated field. At this point, you may be asking yourself, “Is this the right profession for me?”
For instance, you may have been an actor or schoolteacher, and now you’ve decided to become a full-time broker. Or you may have relocated—you were working in another area, maybe even another state, and you’ve left your contacts behind. Perhaps you’ve been a full-time homemaker, but now that your kids are grown, you’ve decided to start a real estate career. Or perhaps you’ve recently divorced or lost a spouse and have chosen real estate as a new career.
Whatever your circumstances, you know that you’re capable and motivated. But you may not have a client list, connections, or database that will bring you business right away. At the same time, if you think hard about whom you know, you may be pleasantly surprised. You may already have a contact list comprising of family members, friends, and acquaintances.
In 1988, I took the exam to become a real estate broker. When I look back, passing the test was the easy part. The real work involved creating a client list, becoming an expert in my area, and creating contacts within the community. Just like me, you may not have any experience selling homes, and you may not have an extensive client base—but don’t let this discourage you. In this chapter, I’ll share what experience has taught me about long-term success in this business.
Why Motherhood Was Good for Business
Once my first child, Nicole, was born, I quit my job to be a full-time mother. Afterwards, when my sons Howard and Michael were born, life became even busier. Our children were the Number-1 priority for my husband and me. Saeed was building the business, which allowed me to commit all of my time to being with our children. Between swimming, dancing, soccer, school plays, orchestra, and gymnastics, all three kids were active all day. This meant that I was in charge of coordinating their schedules, arranging for transportation, and attending school functions.
When my children were older, Saeed encouraged me to begin a career in real estate. Once I plunged into the profession, I asked myself questions like, “Who will make up my contact list?” and “Who would be interested in buying a home from me?”
At first, those around me had their doubts about whether I would succeed as a real estate broker. They thought that I was entering this profession on a whim, where my commitment would be no greater than had I decided to take up knitting or salsa dancing. After all, almost everyone around me knew me as Myra Nourmand: mother, wife, and social butterfly. Adding real estate broker to the list was new.
I had my own misgivings as well. But I didn’t allow the uncertainty to stop me. I was determined to build my business and accomplish my goals, which reflects the optimistic outlook that I’ve always had.
My lifelong philosophy is that