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I Don't Want to See You! (No, Really!)

By Gregory Kiep

Real Estate Agent with Boston Brokerage Group

December 16, 2010 03:25 AM

I have been in real estate about 6 years now, managing and selling in Boston and Cincinnati. Through this time, I have had the pleasure to work with many big hitters in the industry, and was mentored by the Number One Agent in Cincinnati at Comey & Shepherd, Michael Sweeney. Needless to say, I was thrown into it quickly and had about 60 transactions under my belt my first year. I was consistently a sales and listing leader and won Rookie of the Year for the entire company.

I then transitioned into working with developers and helping other agents with their business as a marketing consultant, while still maintaining a pretty active sales business. Agents ask me every day what the number one "tip" I can give them is to do well in real estate. And I tell them all the same thing.

"If you are in the office, you are not making money!"

Now I realize there are things agents must do in the office (faxing, emailing, dropping off deals, etc.) but that does NOT fill an 8 hour day. Especially when there are smart phones and laptops and everything else to make this easier. The most profitable agents run in, drop off their deals, and move on to the next one.

So what SHOULD you be doing to fill your day?

Get out there, meet people, sit at a counter in a restaurant for lunch and strike up conversation with the person next to you, visit broker listings, visit agents in other offices to tell them about your listings, walk or drive around neighborhoods you don't know, attend community functions and events, take a real estate book to the park and increase your knowledge and visibility at the same time! Simply put, get in front of people.

You may argue that you can facebook/linkedin/twitter/email connections - but it is not the same. Most people who do not have an agent utilize a professional for one of two reasons:

1. They perceive them to be the best in the area/market/type of property they are purchasing

2. They like them.

Obviously only one person can be the best but anyone can make a connection with others. Similar interests go further than an ad on a bus that says "Buy your house with me!"

Get out of the office, show your pearly whites, and network!

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Vickie Nagy

Coldwell Banker Residential Real Estate - Palm Springs, CA

Vickie Jean the Palm Springs Condo Queen

The faxing and dropping off deals can be handled by an assistant, allowing an agent to spend more time in money-making activities.

Dec 16, 2010 04:57 PM

Cindy Edwards

RE/MAX Checkmate - Johnson City, TN

CRS, GRI, PMN - Northeast Tennessee 423-677-6677

I agree with the post and all the great comments. The office is not where you want to be! I tell my clients this as well. They will not find me in the office.

Dec 16, 2010 05:32 PM

George Bennett

Inactive - Port Orford, OR

Inactive Principal Broker, GRI

Sound advice that is simple and fun. This is, after all, a people business. Thanks for the post.

Dec 16, 2010 06:45 PM

Michael J. Perry

KW Elite - Lancaster, PA

Lancaster, PA Relo Specialist

There is no money in the office , it's out where the people are ! You'll starve sitting around inside an office !

Dec 16, 2010 08:11 PM

Fernando Herboso - Associate Broker MD, & VA

Maxus Realty Group of Samson Properties - Clarksburg, MD

301-246-0001 Serving Maryland, DC and Northern VA

Selling 101. .I just read a post where an old-timer was being criticized of not being up to date in the complex selling tools we now have. . and he "invited" a cup of coffee to anther agent to get advice.

Not too many people saw this as an example of what selling really is . . not your fast computer or your slick website. .is just that..and example of selling 101.

Treat them to a cup of coffee, be genuine and establish rapport for the future.

Dec 16, 2010 11:32 PM

Bryant Tutas

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

Selling Florida one home at a time

I've always said that our business is fairly easy. Just find out who is buying and selling. Find out what they are buying and selling. Then just get between them. Can't do this sitting in the office.

Dec 16, 2010 11:57 PM

Kimberly A Norgard

Devlin McNiff Halstead Real Estate - East Hampton, NY

Great post. And congratulations on your success. I agree with you as do others. The best agents on my office are not the ones sitting there waiting for the phone to ring, but those who are out there networking and staying visible. Thanks again for sharing.

Dec 17, 2010 12:40 AM

Brien Berard

Remax Professionals Laurel MD - Laurel, MD

Maryland Real Estate Agents - Laurel Real Estate

Well who can argue with that? Also, it sounds like a lot of fun. Building relationships is great to get business. I read somewhere that you should never go to lunch alone. I get it. Thanks.

Dec 17, 2010 12:50 AM

Michael Setunsky

Woodbridge, VA

Your Commercial Real Estate Link to Northern VA

Gregory, very good advice. Face-to-face networking is key in this business. Thanks.

Dec 17, 2010 12:59 AM

Harry F. D'Elia III

WEDO Real Estate and Beyond, LLC - Phoenix, AZ

Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

My old broker stated that he never saw me in the office. My response was that I do not make money sitting in the office. Fellow NYer here. Great post

Dec 17, 2010 01:09 AM

Joel Gwillim

CIR Realty - Condo Specialist - Calgary, AB

Associate - REALTOR®

That's great advice Gregory, I've been having my doubts about the social networking thing myself as of late. Considering the time investment, I'm not sure the payback ratio is as good as more traditional forms of networking. I think that I am going to turn those networks down just a little this coming year.

Dec 17, 2010 01:49 AM

Margaret Goss

@Properties - Winnetka, IL

Chicago's North Shore & Winnetka Real Estate

I recently switched commission plans in my office to a "mobile" plan which means that I don't go in the office that much. It took a while for me to figure things out, but I've started networking at local events, visiting stores and writing posts about them, and talking, talking, to everyone I run into. It's the best way to get some potential sales in the pipeline for 2011.

Dec 17, 2010 01:52 AM

Brent Wells

The LivingWell Team - Prosper, TX

Dallas - Fort Worth

Gregory,

I could not agree more, its not hard, don't think about it, just get out there and meet people. So many agents sit around and become email kings or queens and forget real estate is a contact sport.

-Brent

Dec 17, 2010 03:22 AM

Bill Gillhespy

16 Sunview Blvd - Fort Myers Beach, FL

Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos

Hi Gregory, You mean all the webinars, seminars, books, tapes and " How To's " arn't a magic pill ? Hope your Holiday Season is th ebest ever !

Dec 17, 2010 03:33 AM

Gary Woltal

Keller Williams Realty - Flower Mound, TX

Assoc. Broker Realtor SFR Dallas Ft. Worth

Greg, it is about belly to belly selling and it always has been.

Blog Award

Dec 17, 2010 03:38 AM

Gabe Fitzhugh

GF Homes and Land - Nashville, TN

You Come First!

Those are some really good points! Being out in the thick of things is much more fun that sitting in the office too...

Dec 17, 2010 03:59 AM

Jason Frey

PureWest, Inc. - Livingston, MT

Great post.

Dec 17, 2010 04:01 AM

Gregory Kiep

Boston Brokerage Group - Boston, MA

Thanks for all the replies! It seems simple but sometimes we forget even the simplest thing!

Dec 17, 2010 05:04 AM

Karen Pannell

Real Living / Home Realty - Owensboro, KY

Owensboro KY Real Estate -270-903-2167 Homes, Cond

Bravo! Can't beat the power of networking! Problem with most agent I never see in my office is that when they are not here, they are not working either! Merry Christmas!

Dec 17, 2010 05:27 AM

Victor Zuniga

Berkshire Hathaway Home Services California Properties - San Diego, CA

In real estate it's all about numbers. The more people you meet the better because if no one knows you're an agent how will they pick you to represent them?

Dec 17, 2010 07:24 AM

I Don't Want to See You! (No, Really!)

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