I had set an ambitious course for myself earlier this year: 10 listings per month. However, as a result of my participation here in the Rain, I have discovered that the maxim taught in the old fable of the tortoise and the hare holds true, even in real estate:
"Slow and steady wins the race!"
Yesterday, my broker asked me, "Where are those ten listings a month you promised?" To which I replied, I'm working on it.
Of course, I'm working on it in multiple ways - not just cold calling expireds.
I know that all real estate is local, but I also believe that several things are universal, regardless of where we are:
- caller id allows people to screen their calls;
- people will not answer the phone if they do not want to talk with you, especially if they do not know who you are or why you are calling;
- unless the seller is a motivated one, calling to get their listing will most likely irritate them - this from experience, no matter how pleasant you are.
The same thing holds true for mailings: if people don't want to read them (junk mail, anyone?), then it will end up in the circular file.
I know from personal experience that I do not discard all "junk" mail, because there may be something of value that I'm looking for - a coupon, services that I may need as a homeowner, information.
If I don't discard all of the junk mail that I receive, how many other people do the same?
Seriously, I am a firm believer of not putting all of my apples in one basket. I don't knock cold calling, because in some instances it does work, but it cannot, it should not be the only thing that we do as realtors to get listings.
Which brings me back to my point: "Slow and steady wins the race!"
Maximizing my productivity by being efficient with my time has shifted my focus from cold calling as the main prospecting activity to employing multiple strategies to reach potential clients, including blogging, mailing postcards, market reports, and information, making use of Market Leader, and speaking with people on a regular basis, as the occasion arises, about real estate. I do not expect my efforts to result in overnight success - but as I keep at it, I will develop the clientele base that my broker believes only comes from cold calling.
Looking for information about homes in the Greater Waterbury area? Buyers, need to find financing and advice on the home-buying process? Sellers, looking for tips on how to make sure your home sells?
Stop by www.williamsplaces.com!
Courtesy of William James Walton, Sr., Realtor, Century21 Access America
Serving northern New Haven and southeastern Litchfield Counties (Waterbury, Wolcott, Prospect, Naugatuck, Middlebury, Southbury, Watertown and Plymouth)