Do Athletes Make Great Leaders In Real Estate? – Cole Nichter
On this episode of The Closing Table, we sat down with Cole Nichter!
To watch the full episode, check it out on YouTube below. In the meantime, here’s a summary of the conversation…
Here’s what you missed from Cole Nichter…
The conversation began with Cole introducing himself as an avid athlete, actively participating in lacrosse and football. He has an unwavering passion for sports and all forms of entertainment. Whether it’s engaging in animated discussions about real estate or sports with his buddies or simply unwinding and savoring moments at the beach, Cole finds joy in these diverse experiences. His home is nestled in the vibrant locale of Melbourne, Florida, a mere ten-minute journey from the enticing shoreline, which grants him regular escapes and enjoyable times by the seaside.
As a real estate professional, Cole has been licensed for approximately three years. Despite being relatively new in the industry, he secured the coveted title of “Rookie of the Year” and achieved an impressive $3.5 million in sales during his inaugural year. Cole’s primary forte lies in his role as a buyer’s agent, specializing in working with investors and mastering the art of negotiation—a skill he holds in high regard. His dedication centers on providing top-notch support to his clients, guiding them toward the right connections and advocating for their unique needs.
Geographically, Cole primarily serves Brevard County in Melbourne, while also extending his services to Miami and Orlando. Brevard County, Melbourne’s core, is currently a hotbed of migration, offering numerous job opportunities and attracting some of the nation’s leading corporations. The area is in the midst of a significant transformation, with a focus on enhancing its entertainment offerings and creating a desirable destination feel. Key developments include the construction of a $100 million aquarium by the Brevard County Zoo, boasting a wealth of natural attractions, the nation’s top-ranked port for cruise ships, and a forthcoming $65 million lagoon or waterpark slated for completion in 2024. The addition of a unique airport-adjacent hotel and the highly anticipated arrival of the Hard Rock Hotel in Palm Bay in 2026 further underscore the area’s dynamic growth.
Cole emphasizes that the real estate market in the region continues to ascend and exhibits resilience even when faced with downturns. He urges investors to seize opportunities now, despite high interest rates and seasonal lulls, knowing that the market typically experiences an upswing as interest rates decrease. For those seeking the best deals, it’s essential to buy when others are not and sell when demand surges—a strategy Cole believes necessitates a profound understanding of the marketplace. He also underscores the importance of seeking out investment specialists, highlighting that many traditional realtors lack the expertise to guide investors effectively. Brevard’s unique tapestry of diverse communities and cities further adds to the area’s distinct appeal and investment potential.
Following that, Cole walked us through the process of his typical workday. Cole maintains a consistent schedule, typically rising between 7:00 and 7:30 in the morning. He begins his day with a morning routine that prepares him mentally for his role in real estate. As he dons his work attire, he steps into the mindset of helping his clients with their real estate needs. Afterward, he makes his way to the office, where he kicks off his workday with a morning coffee. From 9:00 to 11:30, Cole focuses on cold calling, reaching out to various leads such as expired listings and for sale by owners. His lunch break, which falls around 11:30, often involves meeting with his broker and colleagues.
In the afternoon, he shifts his attention to “money-making activities.” This entails continued phone calls, attending open houses, and exploring new construction opportunities. Cole emphasizes that real estate extends beyond the office; it’s about having meaningful conversations and making connections. He’s not averse to door knocking, recognizing that leaving a memorable impression can be instrumental in building rapport with potential clients. As he often says, “People don’t remember what you do; they remember how you make them feel.”
Regarding his commitment to mentoring and educating the youth, Cole shares an impactful moment. Recently, as a keynote speaker at the Real Estate Success Summit, he noticed a young, relatively unknown individual in the audience. This individual had been working on establishing their presence in the real estate market but was struggling to gain recognition. Cole believes that breaking into different markets and building one’s personal brand is key, and he was able to impart this wisdom on stage. His presentation went beyond just real estate; it aimed to deliver valuable, life-changing information to those who may not have had access to proper coaching.
Cole’s message resonated with the audience, and after the event, approximately 30% of the attendees reached out to express their gratitude and appreciation for the insights he shared. This experience exemplified Cole’s dedication to helping aspiring real estate professionals and his ability to empower others with the knowledge and motivation needed to succeed in the industry.
Discussing the mistakes he made during his initial real estate transaction, Cole emphasizes that one of the most significant challenges he’s observed in the industry is the misconception that anyone can know everything. Reflecting on his early days in real estate as a young professional with seven years of sales experience selling financial education, he acknowledges the arrogance that initially held him back.
He thought that his background in sales would seamlessly transition into real estate, believing that he already possessed the necessary knowledge and skills. However, with the wisdom of hindsight, he realizes he probably only grasped about 20% of what was truly needed. Cole recognizes that genuine expertise comes with experience and repetition. Drawing parallels to sports, he believes that individuals who engage in sports during their formative years develop a valuable work ethic and mentality that fosters success, making them better entrepreneurs in the long run.
In his multifaceted role as a producer, podcast host, and public speaker, Cole has had several memorable moments where he profoundly connected with his audience. One such instance was his appearance on a podcast hosted by a mortgage company. Titled “Keeping It Real,” the podcast delved into more than just real estate; it aimed to provide insights into overcoming challenges and navigating life’s complexities.
During this particular episode, the conversation ventured into deeply personal territory, and Cole shared his experiences and lessons. The result was a powerful connection with the audience, with some individuals even tearing up as they resonated with the authenticity and depth of the discussion. Cole prides himself on keeping his conversations real and honest, and this episode remains one of the most impactful moments he’s experienced, particularly in a smaller setting. He eagerly anticipates sharing it with a wider audience, recognizing the potential for it to inspire and provide valuable insights to listeners.
Being a social media influencer in real estate can wield significant influence. Cole approaches his social media presence with a unique perspective. His primary objective is not about amassing a vast number of followers or accumulating likes and comments. Instead, he believes the true goal should be making meaningful connections. For Cole, the success of a social media post is measured by whether it leads to even one substantial connection. He underscores the importance of being open to feedback, even when it’s constructive criticism, as it can contribute to personal and professional growth. He encourages individuals to approach such input with a sense of humility and a willingness to learn. Each interaction, conversation, and connection made on social media adds to one’s figurative “bag” of experience, and the depth of that bag is directly tied to the extent of meaningful conversations and connections one cultivates. This, in essence, is Cole’s approach to using social media as a tool to engage with clients and inspire others within the industry.
The conversation wraps up with Cole responding to the key lessons learned about himself, the industry, and the importance of serving others. Cole emphasizes that the first and foremost lesson pertains to character. He highlights the importance of self-perception, message delivery, and the desire to help others. He believes that building one’s character is a significant aspect of personal and professional growth. Within the real estate industry, he places a strong emphasis on persistence, follow-up, and patience as key virtues. Success in real estate is not instantaneous; it requires steadfast commitment to these principles.
Furthermore, Cole underscores the importance of time management and prioritization. The ability to discern what is important now versus what can wait is crucial for navigating the real estate landscape. Additionally, when it comes to serving others, Cole’s core principle is to show up. He believes that providing one’s time and presence is one of the most meaningful ways to help others. It’s a simple yet powerful gesture that fosters genuine connections and leaves a lasting impact. By focusing on how to make others better or brighten their day, Cole believes individuals can profoundly influence the thoughts, feelings, and actions of those they encounter, which is the ultimate goal of service and relationship-building.
Check out Cole Nichter:
Facebook: https://www.facebook.com/cole.nichter.75
Instagram: https://www.instagram.com/cole.nichter/
Instagram Business Page: https://www.instagram.com/brotherhoodfinance/
Facebook Business Page: https://www.facebook.com/profile.php?id=100089030644676
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