"Do I Really Have to...?" Of course not, BUT...

Education & Training with Sell with Soul

Do I Have to?

I teach real estate agents how to sell more real estate. Go, me.

A lot of my teachings emphasize a Quality over Quantity approach as opposed to the Good Old Numbers Game - in other words, treat your clients and prospects as if they're special to you; as if their business is really important to you. Seems kinda like a real DUH-concept to me, but the nonsense preached in our industry is ... ah well... I won't go there today.

Anyway, I'm often asked by my students if they "really have to..." do whatever it is I'm advising them to do, specifically when what I'm advising them to do will take more time than doing it a "more efficient" way.

My response? "Of course not, BUT..."

Here's an example... I advise agents to handwrite the addresses on any mailed communication to their spheres of influence. So, recently an agent asked me if he "had to handwrite his because he has over 400 names in his SOI database."

My response? "Of course not, BUT... do you agree that handwritten envelopes have a better chance of being opened?" The agent concurred that they did. I continued, "And if you're going to spend the time and money writing and mailing to your SOI, you'd like to make as big of an impression as you can with your time and money?" The agent again, concurred. "So," sez JA, "do the best you can, realizing that every envelope that gets opened gives you one more shot at a $10,000 paycheck."

Another student asked me if she "has to" (as I recommend) preview competing listings prior to a listing appointment.

My response? "Of course not, BUT... don't you agree that the more you know about the seller's local market, the more knowledgeable and confident you'll be when you meet the seller?" The agent concurred that she would. "And if you're going to take the time and energy to go on a listing appointment (not to mention whatever time, money and energy she spent GETTTING the appointment), you might want to give it your best shot?" Again, the agent agreed. "So," sez JA, "do the best you can to prepare, knowing that your competition probably isn't, and give yourself the best shot at getting that $10,000 paycheck."

This is fun, so how about one more?

JA asks (herself): "Do I really have to put up all these open house signs?"

My response (to myself): "Of course not, BUT... don't I agree that having more open house signs as opposed to fewer open house signs might bring in more potential buyers?" Yes, I concur. "And if that's true, doesn't it make sense that if I'm going to spend my Sunday afternoon sitting in an open house; I might as well bring in as many potential buyers as I can?" Of course. "So, self, do the best you can and give yourself every opportunity to enjoy a $10,000 paycheck for your efforts." Well, okay.

So, do you "have to" do more than you absolutely have to? Of course not. BUT...


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The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
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Re-Blogged 1 time:

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  1. Michelle Walker 09/29/2010 03:52 AM
Real Estate Sales and Marketing
Learn to be a Top Producing Listing Agent
Selling Soulfully
Silent Majority
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Be The Best In Your Field
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Ellen Kippel
Weichert Realtors - Suffern, NY
Licensed NY and NJ realtor 914-588-2365

All of this is GREAT advice and it's good to be reminded of it.  Thanks so much.  I know I am sometimes feeling lazy about how many signs I put out for my Open Houses, but I usually remind myself that it is for me, really :0) as much as it is for the home seekers.

Sep 28, 2010 04:48 PM #30
Christian Heide
Fitkova Realty Group - Boston, MA

Jennifer, great post...I always like to hand address envelopes and always follow up with a thank you after any sort of communication...it really does leave a big impression on people

Sep 28, 2010 04:57 PM #31
Vickie Nagy
Coldwell Banker Residential Real Estate - Palm Springs, CA
Vickie Jean the Palm Springs Condo Queen

Some really great points here. I simply can't imagine going on a listing appointment without having previewed the comps!

Sep 28, 2010 05:01 PM #32
Gordon Baker
Re/Max Alliance Group - Gilbert, AZ


Great post. If you're going to do it, do it  right.

Sep 28, 2010 05:20 PM #33
Phil Leng
Retired - Kirkland, WA
Phil Leng - Retired


I LOVED your post.

(Apparently not just me)



Sep 28, 2010 05:56 PM #34
Kelly Cordova-Armer
Cornerstone Real Estate Professionals - Ogden, UT
Selling with Soul amidst the Utah Mountains!

Personalized ... Soulfully ... with care!!  You are always a tall drink of water Jennifer!!  Your posts always make me smile and remind me of what I should be doing!  Thank you for yet another great post!

Sep 28, 2010 06:21 PM #35
Kent Anderson
Coldwell Banker Realty-Schweitzer Mountain, Sandpoint, Idaho - Sandpoint, ID
from Schweitzer to the Lake
Another great post, Jennifer. You're keeping us on our toes. Thanks! -Kent
Sep 28, 2010 06:52 PM #36
Dan Weis
Comey & Shepherd Realtors - Cincinnati, OH

Jennifer, I love your "Of course not, but" saying.  It makes me think of the late, great motivational speaker, Jim Rohn.

Sep 28, 2010 07:13 PM #37
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

I'm so glad you all enjoyed the post! It was fun writing it, actually. I could probably come up with examples all day long. And I don't think the agents asking the "Do I Have To..." question are necessarily lazy, they (and I) just haven't thought it thru - maybe haven't thought about WHY they're doing what they're doing... and how to do it better.

Real estate agents are a dime a dozen... but really good real estate agents are far more valuable. Going above and beyond in an industry crowded by mediocrity really makes a lot of SENSE!

So... No More Excuses. Just do it right!

Sep 28, 2010 10:52 PM #38
john john
Los Angeles, CA

First of all let me say I do social media for real estate agents and I also believe in quality over quality but there has to be a happy medium. I have one client who is a perfectionist. She wont post to twitter because she is worried about her image to the point of wanting to sound good to every type of person out there that could possibly read her post. 




Went on caravan today saw a beautiful 2/2 condo in Santa Monica that is priced to sell. 


To me this is a good post for twitter or FB but she breaks it down. 

She doesnt want to upset the sellers so she deletes priced to sell. 

She doesnt want to put 2/2 because some ppl might not know what that means. 

She doesn't want to put caravan because a caravan is also an older mini van and potential clients might read that and think I do not want an agent who drives one of those. 


And then she has the nerve to tell me why doesnt she have any followers, and i reply with well you are not posting. she says I do not know what to post. Long story short, I can not sleep @ night because of this client. She thinks to much and nothing gets done.

Sep 28, 2010 11:11 PM #39
Phil Stevenson, CRMP
PS Mortgage Lending 305-791-4874 or 888-845-6630 - Miami, FL
"Mortgage Nerd" in Miami, Florida and Texas

I love the post!  You always make great points.  Its just like my clients who always find excuses why they shouldn't do the Reverse Mortgage.  So I tell them that its fine, BUT...to consider the alternative.  There is a reason they contacted me, and its usually financial problems.  Then fear paralyzes them.

Thanks, Jennifer!

Sep 29, 2010 01:33 AM #40
Greg Fox
Realty World Wichita - Wichita, KS
Techy Broker in Wichita Kansas

First, I love you!!!!   BUT - I won't take the time to hand address -

http://www.quantumenterprises.co.uk/fonts/fontvault.htm is a company that has SEVERAL fonts you can try, or they will turn your own handwriting into a font.  This font can be saved/loaded on your computer and used with almost any program that allows you to choose a font.

Word Mail Merge, with DARK blue ink, and I've an envelope that LOOKS handwritten.  NEVER has anyone questioned this, and folks I show this too are SHOCKED when I tell them a computer generated that font.

Sep 29, 2010 06:13 AM #41
Guy Peters
Prudential Bob Yost Homesale Services - Stewartstown, PA

A great post Jennifer. We don't have to do anything in life. But the rewards of being successful come only through working hard consistantly. Dr. Jonas Salk said "The reward for work well done is the opportunity to do more." How right he was.

Sep 29, 2010 07:20 AM #43
Rebecca Bulkeley
Exit Realty Professionals - Alexandria, VA

Those who heed your advice are most likely laughing all the way to the bank.  Those who do not heed your advice are most likely raiding their piggy bank.   Thank you for sharing and thank you to Greg Fox for the Quantum link!marang

Sep 29, 2010 09:22 AM #44
Kim McMahon
Executive Realty Group - Skokie, IL

Jennifer- Great Post!  I think in this day and age of technology, sometimes the more personal touch, such as a handwritten note will always get more attention.

Sep 29, 2010 10:28 AM #45
Pam Graham
All Real Estate Options - Jacksonville, FL
Jacksonville, Clay & St Johns Counties

How about a part two of "Of course not, BUT..." post??? :) It is harder to hand write the envelopes but makes alot of sense to do it anyway. If I see a handwritten envelope in the mail then it tends to get my immediate attention.

Sep 29, 2010 11:01 AM #46
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Mach1 Realty Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

i just bribe my daughter who has better handwriting anyway but that is getting harder as she understands the economics of making money now...so I am doing most of them because i agreee with handwriting versus labels.

Sep 29, 2010 11:17 AM #47
Linda Jandura
Raleigh Cary Realty - Apex, NC
Realtor, North Carolina Buyer & Seller Specialist

The first time I got a client to call me from a handwritten note made a believer out of me! All Holiday cards get handwritten, or why bother?

Great blog, as usual Jen.

Sep 29, 2010 12:40 PM #48
Christine McDaniel
Coldwell Banker Residential Brokerage Porter Co. - Crown Point, IN
Broker Associate

Always love your posts!  I'm going to start focusing on "Quality not Quantity".  I think this applies no matter how big your "soi" or business.  I'm always trying to please the squeaking wheel, no more.

Oct 06, 2010 06:29 PM #49
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Christine - THAT is a huge aha for you, don't you think? Yay! It's human nature to do that, but once you realize that you're always playing catch-up, it occurs to you (?) that it's a much more efficient use of your time to do a GREAT job the first time every chance you can. Thank you so much for this comment - it's a good one!

Oct 07, 2010 02:15 AM #50
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