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Are You A Picker Or A Producer?

By Bryant Tutas

Real Estate Broker/Owner with Tutas Towne Realty, Inc and Garden Views Realty, LLC BK607690

October 15, 2011 01:25 AM

Pick me Generating business. Do you do it? Or are you relying on your Broker or your team leader to provide you with business?

If you are not generating your own business then you are working a job. A job that can be snatched from you at any time. Personally, this is not a position I would want to be in.

It’s also a position that will limit you in your career. You are depending on others to provide your income.

To a Broker you bring less value to the table than an agent that brings business with them. You have very little negotiating power when looking for a place to hang your license.

Business owners create/find business. That’s what we do. We get up every day and do what we need to do to generate NEW business. Our “job” is finding income. When we find enough of it we are then able to hire others to go pick it off the trees for us. Pickers are necessary but the reality is just about anyone can do it.

If you want to have a lasting career in Real Estate don’t be just a picker. Learn to be an income producer.

A producer brings income with them. You have far more value to Brokers. You are bringing us the thing we are looking for…..income.

So, if I were a new agent, I would be spending time every day learning how to generate business. This is by far the most important skill for you to develop. I use the word develop because it is an on going concern constantly evolving and changing directions depending on where the current market leads you.

Once you learn how to generate business you will have lasting security in Real Estate. It’s as simple as that. What say you?

Bryant Tutas
Broker/Owner
Tutas Towne Realty, Inc
Licensed Florida Real Estate Broker
http://CentralFloridaShortSales.com

http://ShortSaleSuperStars.com

Are you a Florida REALTOR(R) looking for a change? Check it out.

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Robert L. Brown

www.mrbrownsellsgr.com - Grand Rapids, MI

Grand Rapids Real Estate Bellabay Realty, West Mic

Makes sense to me. I work for a REO Broker here and there is lots of business o go around BUT I'm always beating the bushes seeking out my own. If and when I change brokerages(highly unlikely) I can "take" it with me.

Oct 15, 2011 01:41 PM

Silvia Dukes PA, Broker Associate, CRS, CIPS, SRES

Tropic Shores Realty - Ich spreche Deutsch! - Spring Hill, FL

Florida Waterfront and Country Club Living

Hi Bryant, I'm with an independent brokerage and have been generating my own business for years and I like it that way. Even when I first started out with a more traditional brokerage, the "leads" that came my way via brokerage could have not sustained me plus I don't like the idea of being dependent on someone else.

Oct 15, 2011 01:56 PM

Lisa Dunham

Alexandria, VA

Associate Broker, Alexandria Virginia Real Estate

Nice post Bryant! This is business is definitely about generating your own leads. While some brokers will pass along a lead or two every now and then, they capture a huge percentage of the commission as well.

Oct 15, 2011 03:28 PM

Elise & Glenn Groves, Mortgage Brokers First Priority Financial, Inc.

First Priority Financial Inc., NMLS# 3257, Elise NMLS #255824, Glenn NMLS# 1124642 - Santa Rosa, CA

Mortgage Broker,Banker, FHA, VA, Conv, Jumbo - Pur

You hit the nail on the head. Better to be the rainmaker and then bring the rain!

Oct 15, 2011 03:39 PM

TODD PICCONI INLANDEMPIRE & SOUTH ORANGE COUNTY, CA

TODD PICCONI REAL ESTATE - Dana Point, CA

Personal Engagement,Precision, and Professionalism

Hello Bryant,

I say, "You are absolutely right!"...we must all remember to be a producers.

Great story about the gazelle and lion in #1, Andrew's comment.

Congrats on the feature...very thought provoking!

Oct 15, 2011 03:44 PM

Laurie Clark CRB Angel Realty LLC Your Monument Realtor 719-502-6572

CRB-CCSS-ASD-HBS-RSD-Denver Short Sale Agents - Monument, CO

Angel Realty, LLC

Great perspective! And Yes, Broker/Owners do most of the business generating. Thanks for sharing.

Oct 15, 2011 03:54 PM

Roger Steiner

eXp Realty - Seattle, WA

Helping Seattle Buyers & Sellers since 2005

. . . Not to mention that when you're a producer, you get first-pick at the most promising looking fruit on the tree! Thanks for reminding me why I'm self-employed ;)

Oct 15, 2011 04:03 PM

Former Agent

None - Adak, AK

Fiercely independent. No leads handed to me. Referrals, yes. Self-reliant, yes.

Oct 15, 2011 09:10 PM

Gita Bantwal

RE/MAX Centre Realtors - Warwick, PA

REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Good post. We are independent contractors so we should enerate our own leads if we wish to succeed.

Oct 16, 2011 12:20 AM

Dorie Dillard Austin TX

Coldwell Banker Realty ~ 512.750.6899 - Austin, TX

NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Bryant,

Congratulations on the feature..well deserved. We are independent contractors and it is up to us to bring in the business..every day working first on bringing in the business. I like Andrew's old bosses saying and have heard it before..good one to look at every day!!

Oct 16, 2011 12:59 AM

Laura Gray

RE/MAX Realty Group - Gaithersburg, MD

Bryant

Though provoking feature and so true. Each agent new or old must remember to keep the leads streaming in through any medium possible. Sometimes there are just a better quality of leads to pick from that can result in more tangible results than others.

Oct 16, 2011 01:34 AM

Amanda Christiansen

Christiansen Group Realty (260)704-0843 - Fort Wayne, IN

Christiansen Group Realty

Very well said. I interviewed with a few Brokers recently and they both tried to sell me on the fact that they would generate leads for me and all I have to do is sell.

1. That would be boring. Lead generation is my favorite thing.

2. What you just said.

Oct 16, 2011 01:41 AM

Mike Cooper, Broker VA,WV

Cornerstone Business Group Inc - Winchester, VA

Your Neighborhood Real Estate Sales Pro

So true, Bryant. Agents who sit in the office hoping a seller or buyer will magically call them are prone to be hungry in this market.

Oct 16, 2011 02:19 AM

Michael Setunsky

Woodbridge, VA

Your Commercial Real Estate Link to Northern VA

Bryant, i say you are right! You won't get much business waiting for the phone to ring.

Oct 16, 2011 02:51 AM

Elizabeth Weintraub Sacramento Broker

Elizabeth Anne Weintraub, Broker - Sacramento, CA

Put 40 years of experience to work for you

There's nothing wrong with being a picker, BB. I understand your sentiment about producing but let's not knock those pickers. LOL. If it were not for pickers, I would not be as productive as I am. It's the pickers who let me focus on what I do best, which is listing and selling short sales.

Oct 16, 2011 03:15 AM

Charlie Dresen

The Group, Inc - Steamboat Springs, CO

Steamboat Springs, CO e-Pro

I say you need to build your own brand which is yourself. You can't rely on the Broker brand regardless of whether it's a national or global brand...referrals (and reputations) in real estate are built on people not logos and brand names. That it works in consumer product sales, but real estate sales happen to be fueled by relationships with people and that takes proactively building your own brand and continuously making personal connections in your community.

Oct 16, 2011 03:22 AM

Eric Michael

Remerica Integrity, Realtors®, Northville, MI - Livonia, MI

Metro Detroit Real Estate Professional 734.564.1519

Bryant, if leads or clients were just handed to me, it wouldn't be as vun or challenging. I keep working on ways to produce on my own more and more. Like a shark, if I stop swimming, I'll die.

Oct 16, 2011 05:30 AM

Bryant Tutas

Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL

Selling Florida one home at a time

Hey guys. Thanks for stopping by.

I'm off today but wanted to stop by and read all of your comments.

As always I appreciate you stopping by. Now go produce some business!!!

Oct 16, 2011 05:54 AM

Cyndee Haydon

Charles Rutenberg Realty - Clearwater, FL

727-710-8035 Clearwater, Beach Short Sales Luxury Condos &Homes

Couldn't agree more - lots of Realtor's with jobs < thankful we're not 2 of them ;D - Always appreciate your wisdom

Oct 23, 2011 05:41 AM

Jennifer Manchester

Suburban Properties of Charlotte, LLC - Mint Hill, NC

GRI, ePRO, ASP - Broker/Home Stager

Hi Bryant:

I am dealing with this issue right now. I have an agent that cannot produce business unless someone provides it wrapped with a bow. I am off now to go produce something :)

Oct 25, 2011 01:51 AM

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