Looking for ways to generate business...?

Services for Real Estate Pros with Jared James Enterprises

If you are reading this and are a REALTOR you probably fall into one of a few categories:

1) You are a new agent trying to figure out how to create new business

2) You are an experienced agent still trying to figure out how to create new business

3) You are a new or experienced agent and don't care about creating new business (In which case you probably will not be in real estate long enough to finish reading this post :) I write this with a friendly smile on my face so you can't get mad at me)

One thing is for sure though, new or old, everyone wants to create more business with few exceptions. So how do you do it? Do you hold more open houses? Maybe. Do you send out postcards? Maybe. Do you pick up the phone and start calling people? Maybe.

Here is what I know for sure. For every 41 people that you come in contact with and have a real estate related conversation with you create 1 transaction. So if you were to ask me what should I do right now to start creating more business my answer would be simple; Get to talking! If you want to create 3 transactions this month that means that you have to engage in 123 real estate related conversations. You see how this works?

Unfortunately what most agents do is get desperate for deals and just start creating busy-ness for themselves instead of business. They have no real formula for what to do to create these transactions that they need. Well now you have it. Talk to 41 people and you will have your transaction.

Lets take this one step further. That means if you make a commitment to engage in 8 conversations per day and refuse to leave the office until you have done so that would mean that you would engage in 40 conversations per week which in theory equals 1 transaction a week. Over the course of the year you have guaranteed yourself over 50 transactions/year without ever taking into account your past clients or as our coaching clients are well aware of... their CORE 100 (It is a powerful business creator).

So now the question becomes how do you get in front of that many people to ensure that you are involved in as many conversations as you need to? I have a few ideas but what do you think? Post your ideas for getting in front of people below. I look forward to seeing your responses!


Feel free to repost this as well. Agents need to understand this principle. Real estate has and will always be a contact sport. Without Contact with the outside world you are an office worker not an entrepreneur.


Make sure to connect with Jared on Facebook as well by Clicking Here


Comments (15)

Andy Kress
Rental Solutions Oahu - Honolulu, HI

It is a numbers game. The more people you talk to about real estate, the more people you find who want to buy or sell a house.

Oct 14, 2010 05:53 AM
Ryan Pringle
Realtor, GRI, Keller Williams - Woodland Hills, CA

Great reminder. I like to talk to everyone I can that works at any restaurant I go to. The hostess, waitress, busboy etc. This usually gets me about 10 contacts a week and I am getting while I am out to lunch.  

Oct 14, 2010 05:55 AM
Margaret Goss
Baird & Warner Real Estate - Winnetka, IL
Chicago's North Shore & Winnetka Real Estate

Of course you're right - it's just important to figure out how to be natural about discussing real estate.  With people that know what I do, the conversation always evolves to real estate.  Getting in front of people is so important - beyond friends and famiily.

Oct 14, 2010 06:22 AM
Jared James
Jared James Enterprises - Milford, CT

Margaret: So true! One of the best ways I have found to bring up real estate is to not bring it up at all. Ask them what they have been up to and show interest. When they are done answering it is only natural for them to reciprocate and ask, "What are you up to? How is the real estate thing going?"

Oct 14, 2010 06:24 AM
Brad Yzermans
First Time Home Buyer & Down Payment Assistance Specialist in So Cal. - Temecula, CA
Temecula-Murrieta-Menifee FHA/VA Mortgage Lender

Love this.  This is why bloging is so effective....it's like having conversations with people online 24/7....they get to know you, trust you, and then they pick up the phone.  While your blog post is working for you online, you can be out doing the other face to face lead generation tactics.

Oct 14, 2010 06:42 AM
Jared James
Jared James Enterprises - Milford, CT

Exactly Brad!

Oct 14, 2010 06:46 AM
Jennifer M Torre

Thank you Brad. With all the information overload, blogging may ultimately be an effective lead source. People may have the opportunity to get to know you, and TRUST you through conversation. It does take multi tasking to a whole new level for all of us and helps to bring marketing to a personal level for our clients.

Oct 14, 2010 07:16 AM
Esperanza ButlerĀ® 818 926 5425
Century 21 Peak - West Hills, CA
Homes For Sale in West Hills, Ca (818) 926-5425

Hi Jared,

Sometimes just being nice works

I was at the bank and the line was long... very few tellers were open. Behind me was a person complaining about it.. I have to say that I was not in a rush so when it was my turn I told him go ahead.  I will go to the next one.  I was waiting for the business teller.   He started to be friendly and talking with the teller. When it was my turn I went to the teller next to him. He handed me his business card, he was a lawyer. Of course faster than anyone I handed him mine. Huh!  You are a realtor!... And I said ...huh!  You are a lawyer!

He said he was in a need for a realtor for a 6 month lease and at the expiration of the lease he wanted to buy a house. I told him.. I am here for all your real estate needs. :)

So now when I see somebody nervous and desperate behind me I give them my spot because...

You never know!

Oct 14, 2010 12:13 PM
Jared James
Jared James Enterprises - Milford, CT

Esperanza. I love it! Way to go!

Oct 14, 2010 01:05 PM
Brad Rachielles
CENTURY 21 Peak, Ca BRE# 01489453 - Upland, CA

Ten cards a day keeps the wolves at bay. :-)

Oct 14, 2010 06:01 PM
Jared James
Jared James Enterprises - Milford, CT

Nice saying Brad! I like it! It is important for us to remember that real estate has and always will be a contact sport. If you don't like to make contact with people, you are probably in the wrong profession. Have a great day!

Oct 15, 2010 02:52 AM

I joined the Knights of Columbus at my church and at the 1st meeting this week I was introduced to 15 members and I was able to talk them about Real Estate. I also joined the Easthampton Basketball Association and will meet another 12 people on Sunday. Only another 13 to go this week.

Oct 15, 2010 07:16 AM
Jared James
Jared James Enterprises - Milford, CT

That is what I am talking about! Getting in front of new people that would have never have even had you on their radar. That is what it is about!

Oct 15, 2010 07:20 AM
Maggie Dokic | Miami, FL | 888.883.8509 X101
eXp Realty LLC - Miami, FL
GREEN, CDPE, SFR, Pinecrest | Palmetto Bay |

Jared, I am not stalking you.  Really!  Just found your blog so I am catching up on the posts.

I love what you said in the comment to Margaret.  I do not want to chase people.  I find that if I am genuinely interested in what they are saying, they will reciprocate and ask me how the biz is going.  So I love that you advocate NOT chasing for the kill.  LOL

Dec 30, 2010 02:26 AM

Hi Maggie. I know you are not a stalker! LOL! It is so true though. I was never a chase after someone type of person. Who wants to be the car salesman of the real estate business really? Real estate has an always will be about the relationships you create and how you cultivate those relationships over time. Have a great day!

Dec 30, 2010 02:35 AM