Daily Archives: July 23, 2012

How does a new real estate agent get clients?

As a real estate agent there are really only two ways to get clients:  prospecting or marketing.

In prospecting, you chase prospects (i.e cold calling/door knocking expired listings and for-sale-by-owners). In marketing, prospects chase you (i.e. direct mail, geographic farming, print ads, online ads, etc).  Both work…if you do.

The best advice I can give is this:  pick one method and get good at it.  Spend 80% of your time FINDING home buyers and sellers.  The TRUE business of a real estate agent/broker is to FIND clients.  Everything else is secondary.  Don’t waste time on file organizing, software selection or other money losing activities.

So HOW do you find clients?  That is THE question you (and every other agent/broker) MUST answer and re-answer each and every day of their career.  Focus on lead generation and everything else will fall into place.

As proof, I was just talking with a top agent Wednesday who closed 463 transactions last year.  I asked what he needed help with.  His answer:  How can I get more listing appointments?  His market shifted and he is scrambling to FIND new clients.

Again the news flash is this…you will spend the rest of your career searching for buyers and sellers.  So get good at a technique/method you like…and keep doing it…and be open to trying new ways to find clients.

Take a deep breath…and get focused.  You are asking the right question.  Only you have the answer.

Welcome to the profession.  Good luck!