>The military advantage
>Licensed to sell
>The right fit
>A little respect

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Put your frequent moving experience to work in the world of real estate.

In a 28-year Air Force career, my family and I moved several times. Each time, we purchased a home, took good care of it, and sold it for a nice profit a few years later. We always worked with real estate professionals, and things went smoothly. Those experiences played a role in my decision to become a real estate agent when I retired from the military. Although I was successful and still have my real estate broker's license, the real estate business is not as easy as it appears. The dropout rate in the profession is extremely high. So what does it take to be successful? Real estate brokers from across the country overwhelmingly identify two traits that all successful brokers have - being a self-starter and having a self-motivated personality.

There's a good reason for that. Real estate agents typically are not paid a salary, just commission. Although money can be quite a motivator, the commission system can be challenging.

The military advantage

But money isn't all there is to it. There are other factors, many of which come naturally to former or retired military officers, that contribute to success. For example, though real estate is a people business, it helps to be technologically savvy. Since the military must be on the cutting edge of technology, whether in combat or support activities, translating those skills into a real estate career could keep former military personnel ahead of the curve. Something else to consider is the ability to define and accomplish a mission. Luckily, that's what military officers have done throughout their careers. While I was on active duty, Air Force Chief of Staff Gen. Curtis Lemay, neatly summed up the Air Force mission: "Our mission is to fly and to fight, and don't you forget it."

If I were to translate that into the mission of the residential real estate agent it would be: "Your mission is to list houses and to sell houses, and don't you forget it."

Key to being successful in real estate is to come into contact with potential home buyers and sellers. No matter how well you know your product, how well you work with people, how informed you are about all your state's real estate licensing laws, or how high you rate on the integrity scale, if you're not coming into contact with potential clients, it all will be in vain. As my former supervising broker was fond of saying: "No deals, no dough."

And then there's money. Not to discourage you, but statistically the average pay during the first year evens out to about minimum wage. The consolation for retired military officers is their retirement stipend will help buffer the first year. In real estate, it takes time to make contacts, learn the basics, and develop a marketing plan. Your retirement check will help you through this difficult start.

Licensed to sell

Let's say you've done your research and decided a career in real estate definitely is for you. You have one more important hurdle to clear - you must be licensed. Each state has specific requirements. There will be formal academic course work, and you'll have to pass a written exam. Don't underestimate the difficulty of the test. You could have a master's degree in real estate and still not be familiar with exotic subjects such as state-specific water rights laws.

To preview the type of material covered in the national portion, check out either of these two basic real estate texts: Modern Real Estate Practice, 16th edition (Dearborn Trading Publishers, 2002), or Real Estate Principles, Seventh edition (Dearborn Real Estate Education, 2002). Both books contain solid coverage of the basics you will need to pass the exam.

However, you also will have to know your state-specific information, and in many states this portion of the test trips up more students than the national section. Your best source of information is the Association of Real Estate License Law Officials' (arello) Web site, www.arello.org. A national organization headquartered in Montgomery, Ala., arello describes itself as "the global resource for information on real estate regulation."

Click the "Regulatory Agencies" link, and you'll be able to log on to the Web site of each state's real estate regulatory agency. There you will be find information about licensing requirements and, in many instances, links to approved schools that offer training.

The right fit
After you get your license, how do you go about getting established with a local real estate company? Prepare the same way you would for any serious job hunting. I recommend composing a formal résumé, identifying a list of potential employers, and taking a drive around town. Whose real estate signs are the most prominent? Also check out the printed advertising and any marketing publications of the various brokerages. You also will want to visit each company's Web site. As you're doing this, keep asking yourself the following question: "Would I be proud to be a member of this organization?"

After you compile a list of companies you think are most promising, set up personal interviews. Look at each company through the eyes of a potential customer. Be sure to interview personally with the managing broker. It's very important to work for a managing broker whose business philosophy is compatible with your own. In essence, you're choosing your new commanding officer, so pick one you would be honored to serve.

So what if the company you've identified as first on your list doesn't have an opening? If you think there might be a position open in a month or so, it might be a good idea to wait. If not, move on down the list until you strike pay dirt. In the long run, if you turn out to be a top producer, you will be able to work with just about whomever you wish.