20 Ways to Make $100K this year... OR NOT!

Education & Training with Sell with Soul

Last September I posted a blog called "To Photo or Not to Photo" where I raised the age-old question of whether or not to put your (hopefully) smiling face on your business card. (I vote YES).

One of the comments on that blog was something along the lines of "Can anyone actually demonstrate that their picture on a card resulted in business for them?" Excellent Dollarsquestion! My response to the commenter was:

"There is no one magic bullet to success. Clients come in from dozens of sources - I got a listing once because my lawn guy saw my RE/MAX signs in the back yard. So, is your business card in itself an important part of your marketing strategy? Probably not - at least, I hope no one is relying on a business card to generate business for them. But if one open house visitor remembers me over the other agents he met that day because my photo was on my card, I'll consider that a valid testimony. If one cross-country real estate agent I met at the NAR convention sends a referral my way because she was able to remember me out of the dozens of other agents she met, again, that's certainly worth having my photo on a card."

My point in revisiting this debate today is to reiterate that real estate clients find us in many different ways. And when they do, they each bring with them the potential of a significant paycheck - in some cases, even a year-changing paycheck. Depending on your market, your average commission check could be $3,000, $5,000 or even $10,000! Therefore, just one missed opportunity to capture one potential client could cost you $3,000, $5,000 or even $10,000! Not to mention all the business that potential future satisfied past client would send your way...

(Um, still not seeing your point, JA-H).

Okay, getting to it now.

If you miss opportunities to capture potential clients on a regular basis with silly little omissions, carelessness or even (gasp) laziness, you could easily cost yourself $100,000 in the next twelve months (assuming 20 missed opportunities at $5,000 per).

What might those 20 silly little omissions, carelessness'es or even (gasp) laziness'es look like?

Ahhhhhh... Watch This Space for further discussion. (But in the meantime, feel free to share your own thoughts!)



Posted by

It's Here!


The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
Order Your Here!










Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Sue Puleo 04/09/2011 11:42 AM
Real Estate Sales and Marketing
Real Estate Rookie
Selling Soulfully
Coaching-Personal Development
New Agent's Fasttrack to SUCCESS!
The Ninety-ninth Percentile
real estate prospecting
all blogs
prospecting with soul

Spam prevention
Show All Comments
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

Just npicked up some spam points from #38 & n39 ! 2011 is shaping up to be a very good year !!!!!!

Apr 08, 2011 11:42 PM #39
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Thanks for all the comments! I just posted the follow-up with 19 more ways to make or NOT make $100k this year... see what you think! http://activerain.com/blogsview/2236113/20-ways-to-make-100k-this-year-or-not-part-deux-the-20-ways

Apr 09, 2011 02:08 AM #40
Sue Gabriel
Cleveland, OH

I had a buyer contact me because she found me on the internet, and liked my picture. "You can tell a lot about a person from their eyes," she said. So yes ma'am, I'm keeping my photo out there! As long as my eyes are open!  ; )

Apr 09, 2011 02:43 AM #41
Ritu Desai
Samson Properties - Ashburn, VA
Virginia Realtor-Fairfax/Loudoun/PW-703-625-4949

Just like listing picture speaks for itself. I have my pictures every where and people have recognized me when I am at an event or grocery store.

Apr 09, 2011 06:51 AM #42
Margaret Rome Baltimore 410-530-2400
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

Great anticipatory post. People have found me online, through blog posts, through a book review, from my license plate, googling one of my listings address or zip codes and even through a very old business card. I stopped business cards for a while but love my new one which is a keeper.

Apr 09, 2011 09:08 AM #43
Karen Baker
Sunset Beach and Beyond Realty - Sunset Beach, NC
Professional Help with Rapid Responses...

Jennifer ~ A picture can tell a thousand stories but the picture should be updated now and then!!

Apr 09, 2011 11:11 AM #44
Shar Giard
REMAX Equity Group - Gresham, OR

I've never had a business card without a photo...and that's alot of years....In the REMAX world we call folks who are listed on our company roster 'Balloon Heads' if they do not have a personal photo...

When looking for a referral agent I require a photo...means they care enough to post one...then credentials,,,GRI,CRS, production awards and community service. But it all starts with the photo... 

Apr 09, 2011 01:05 PM #45
Kasey & John Boles
Jon Gosche Real Estate, LLC - BoiseMeridianRealEstate.com - Boise, ID
Boise & Meridian, ID Ada/Canyon/Gem/Boise Counties

I have never had photos on my cards or my signs.  I don't like them, and I've had buyers see cards with photosand comment (both good and bad).  I did have a buyer find me on the internet and send me an email, it went to junk, I didnt't respond to it for about a week and a half and when I did I apologized profusely and told them what happend.  She was coming into town, had already scheduled with another agent but after hearing from me she promptly cancelled that appointment and met me instead.  She said she saw my photo and just knew she wanted to work with me.  But, I think it can go both ways - you can gain clients but also lose prospects based on a judgement on the photo (and anything else for that matter) so I think it's a personal choice.

I do appreciate the overall theme of this post, though, and all the "little" things that can cost and make money in the long run.


Apr 09, 2011 02:41 PM #46
Rick Schwartz

Hi Jen - nice series of posts and comments.

I would probably add one more answer to the commenter who asked you "Can you demonstrate where a picture generated business for someone?"

Some things can be measured specifically, some things can't - and sometimes we fool ourselves measurements.

For example: On the surface it would appear that hosting an open house can be tied directly to an ultimate deal with a visitor to the open house.

Did the open house generate the sale - no!  The open house will not create business for you. It only "attracts the lead." You still have to earn their business.

My comment is not about open houses - it's about lead attraction vs lead conversion.

A business card will not get you a sale. A business card on a photo will not get you more sales than one without a photo.

Advertising on a billboard will not get you a sale - nor will winning a "Best of something" Realtor award.

And on and on.  

All of these things are just part of your lead attraction tool kit.  The more tools you have at your disposal and the more tools that you master, the more leads you will attract.  Then you have to engage your "lead conversion" skills.

Apr 10, 2011 01:15 AM #47
Richard Bazinet /MBA, CRS, ABR
West USA Realty - Scottsdale, AZ
Phoenix Scottsdale. Sellers, Buyers & Relocations

Hi Jennifer - I look forward to reading more on your blogs and to reading your book. Just seems we are in tune on this subject matter.

The subject matter of the pic on the business card or on any advertising, from a marketing strategy perspective, I have never been in favor of the practice. I think the idea is old school and based on stereotyping. For 2 reasons.

1. It's not about you as an agent, it's about the client - your marketing must focus on your points of differentiation, not on how you look. Case in point, how many attorneys and physicians put their pics on their business cards?

2. But it's like mass advertising, it's been exploited to the ninth degree, like selling many things in life, if you happen to be a very attractive individual and you use this as your point of differentiation, it provides appeal to this group (of shallow) individuals. Some consumers given the choice may choose on that basis.

Apr 10, 2011 04:46 AM #48
Joyce Herr
Prudential Lancaster Real Estate - Lancaster, PA
Lancaster County & Beyond

Yes to photos - it helps people remember you.

Apr 11, 2011 05:19 AM #49
Twyla Hollett, HomeLife Benchmark Realty WR

I agree with you Jennifer it is nice to place a face with a name, my cards currently don't have my picture as my hair looks difference every day (natural curly in a damp climate).  So I opted out of a picture, but can definitely see the selling points of having it on there now.  Have about 300 cards left, better call the photographer!  Thanks for the insight!

May 13, 2011 12:08 PM #50

People are now putting pictures on their resumes.  Putting a face with a name and then with the voice on the other end of the phone is very important for many.  I don't want to deal with someone who looks greasy and unkept nor someone who is stuck in the 80's with their hair style.  If the person doesn't take care of themselves how are they going to take care of me and my needs.  With that said, if anyone needs new business cards created, a quote for their current, or any other marketing material creation or reproduction, please feel free to contact me (717.215.0715).  I have a photographer I work closely with for those needing a new picture. 

Jun 11, 2011 11:04 AM #51
Marguerite Roland
RE/MAX Allegiance - Burke, VA
Northern Virginia

Business comes in many different ways.  You never know where the next transaction will come from.

Jul 03, 2011 05:26 PM #52
Mark Artesani
Keller Williams Realty - Fountain Valley, CA
Huntington & Newport Beach, Fountain Valley Homes

I vote picture. I had one without a picture but I even thought it was boring. mark

Jul 21, 2011 02:42 PM #53
Sharon Harris
Keller Williams Keystone Realty - Hanover, PA

I do not have a picture on mine now. And agree it is just a forgetable card. I am going back to picture.

Jul 27, 2011 12:41 AM #54
Paul Gapski
Berkshire Hathaway / Prudential Ca Realty - El Cajon, CA
619-504-8999,#1 Resource SD Relo

thank you very much for the informative and interesting post. I get so much out of the active rain network.

Mar 02, 2012 11:08 PM #55
Debbie Gartner
The Flooring Girl - White Plains, NY
The Flooring Girl & Blog Stylist -Dynamo Marketers

What a great post, Jennifer.  In my industry (flooring), it is not standard to add your picture.  However, I keep breaking the rules in my industry and have chosen a new positioning calling myself the flooring Girl.  Soon, I'm going to make some new biz cards so I may consider this.  Katerina brings up a good point, so I need to think this through as we are expanding.  we are developing a new logo and it has a line design of a girl/me, and it looks like me, so this may be my potential solution.  I have to think it through.

Apr 14, 2012 09:31 PM #56
Donna Foerster
HomeSmart Realty Group - Parker, CO
Metro Denver Real Estate Assistant

Jennifer~ I believe that a photo on your business card is a must have.  Someone is more likely to recognize me than to remember my name.  I don't want ANY missed opportunities.  I can't AFFORD it!  (BTW, found your post because Debbie Gartner (#64) reblogged your follow up post.

Apr 15, 2012 02:53 AM #57
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Fun to have an old post resuscitated! 

Apr 15, 2012 03:09 AM #58
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?


Jennifer Allan-Hagedorn

Author of Sell with Soul
Ask me a question
Spam prevention