New Real Estate Agent Asks... "How Do I 'Pick Up Clients'?"

Education & Training with Sell with Soul

I get emails all the time from newer real estate agents who want to know how to "pick up clients."Serve

(Don't we all?!)

But there's something about that phrase - "pick up clients" - that makes my nose wrinkle. While I obviously get the gist of what they're asking, and I realize the pressure new agents are under to prospect, generate leads and yes, pick up clients, something about it just sounds a little icky to me.

But what if these agents adjusted their goals FROM "picking up clients" TO "finding people to serve"?

When you strive to "pick up clients" - you're coming from a position (and attitude) of YOUR need for business, with nothing in it for those potential clients you're hoping to pick up. When you strive to "find people to serve," you're coming from a position (and attitude) of a DESIRE and ABILITY to solve a problem for someone who needs your help.

Which approach gives YOU more confidence in yourself as you're prospecting? And which approach gives your audience more confidence in you that you might just be the right (wo)man for the job?

Just something to think about...

"You Gotta Ask for What You Want, Right?"
"I'll Take Great Care of Your Business" versus "I Need Your Business"


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Nona Swann
Swann & Associates Real Estate - Indialantic, FL
Serving the needs of the Sellers in Brevard County


You are right about the "image or attitude" of words. I would not want to be "picked"

Good point.

May 02, 2011 03:47 AM #1
Andrew Mooers | 207.532.6573
Northern Maine Real Estate-Aroostook County Broker

I found if I have boatloads of listings, I get the seller and the buyer side. 95% of our sales have that happy ending. The person who controls the inventory controls the market. You become your own MLS too with selection city so if this one does not fit, try this one, or that one. The property sells itself.

May 02, 2011 03:55 AM #2
John Saari
Worcester, MA
"The Mortgage Buddy"

The verbage is important. I think that's just being new and not knowing. It's so important for new people to have the right mentor.

May 02, 2011 03:56 AM #3
Mike Jaquish
Realty Arts - Cary, NC
919-880-2769 Cary, NC, Real Estate

I learned a long time ago not to lead off with "Heaven must be missing an angel."

May 02, 2011 04:08 AM #4
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents

I believe it must all begin with a change of mindset. From there, alot of things are different in reality and perspective. We still think alike!

May 02, 2011 04:18 AM #5
Lora "Leah" Stern 914-772-4528
Coldwell Banker, 170 N Main Street, New City NY 10956 - New City, NY
Real Estate Salesperson

Jennifer, just another case in point its not what you say, but how you say it. 

May 02, 2011 04:18 AM #6
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

You do need to set your self up as the trusted advisor, not just someone desperate for a commission check...

May 02, 2011 04:25 AM #7
Brenda Mullen
RE/MAX Access - Schertz, TX
Your San Antonio TX Real Estate Agent!!

I prefer to look at it as finding as many people I can to help :)!  Looking at it that way makes it feel less like I am a predator and more like I want to appear, which is someone who can list and market your home for sale and get you on your way to finding out where home is going to be :)!

May 02, 2011 04:30 AM #8
Coral Gundlach
Compass - Arlington, VA
Real Lives. Not Just Real Estate.

I really like this way of thinking!  Especially if you are not a sales-y time the "picking up clients" or "converting" or "closing" terms can make one squeamish!

May 02, 2011 05:25 AM #9
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Jennifer, since I've read one of your books and just started the new one...I know you can appreciate that the way we throw out our thoughts, sets the universe in motion. "Picking up" versus "Serving," might just be words, but the end result can be profound. Honestly, I get so frustrated seeing the same "soul-less sales people" doing all the yukky things and making money (and I mean ALOT of money)...but, I wouldn't go there in a million years. Each and every moment, our thoughts and actions have tremendous power to shape our realty and destiny.

I stumbled upon you about 2 months ago, about when I was ready to ditch my 7 year real estate career. I'm happy to say, I'm up to three listings, working on being a good friend, or resource for my SOI, and feeling confident and hopeful in the results. Thanks again for your "soul" and words to the wise.  

May 02, 2011 07:54 AM #10
Stacey Clark
Century 21 Judge Fite Company - Weatherford, TX

Hi Jennifer!

I just received your newest book today!! I can't wait to start reading it.

May 02, 2011 02:41 PM #11
MeLisa Minter, Realtor
Minter Real Estate Services - Taylor Lake Village, TX
Bay Area Houston Real Estate Agent

I've been seeing your posts and blogs for a while and decided to subsribe to your blog.  I am sure it will be enlightening and very life-changing.

May 02, 2011 03:18 PM #12
Ruthmarie Hicks
Keller Williams NY Realty - 120 Bloomingdale Road #101, White Plains NY 10605 - White Plains, NY

Hmmm..."picking up clients"  Sounds like something a prostitute does....Ok - I'm not going there!

May 02, 2011 03:57 PM #13
Nina Kuhl
Cherry Creek Properties, LLC - Denver, CO
Realtor - Denver Colorado Homes

I have changed my mindset and want to have a fun and rewarding career. I was so excited to find SWS and to find an ActiveRain group. However, I get a little defensive when people ask me how many homes I have sold...maybe I should change their mindset and tell them how many people I have served.

May 03, 2011 09:34 AM #14
Ann Allen Hoover
RE/MAX Advantage South - Hoover, AL
CDPE SRES ASP e-PRO Realtor - Homes for Sale - AL

It's not just the words.  If you really believe this it makes it all so very rewarding!

May 04, 2011 03:46 AM #15
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 11:04 PM #16
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