"Why Does SHE Get All The Business?" - Review

Managing Real Estate Broker with Broker, Marketing Coach, Trainer - iPro Realty Network Utah 9130327-AB00  

I read a great post this morning on Active Rain entitled "Why Does SHE Get All The Business?", by Cindy Marchant.  In her article she talked about the never ending question agents have about HOW someone else in their marke (or in their office) is getting all the business and leads. The first common misconception is that this agent must be doing something underhanded to get business.

Too many times I've heard the rumbling at the water cooler, from agents who seem to think that the way someone else in the industry gets 'all the business' can only come from sneaky efforts.  These are the agents that you find at their desks all day, waiting for the business to fall into their laps, like Manna from the sky.  When it doesn't happen, they assume the universe just isn't lining up just right for them, or that someone else is the 'golden child'.

If you were to look further into the successful agent's business, you would be more likely to find that they are working systems they have put into place, networking out in the public, volunteering their extra time for causes, and giving service when they can.  These are the people that are building RELATIONSHIPS with their market, and not just hounding everyone for their business.

I was surprised to see an article this past week  that Inman had published, Real Estate Prospecting Fundamentals, which seems to be touting the old school prospecting method of brow-beating every person you come across, to see if you can gain their business or the business of someone they know.  NOBODY likes to be "sold" to these days, so if this is your approach - you better take a step back and re-evaluate your business strategies.

Cindy Marchant's article discusses how it's important to network, and that networking is NOT one-sided. It's about building RELATIONSHIPS, and about ADDING VALUE.

The best way to build a great lead-generating business is by having systems in place to stay connected with prospects, after they first put their hand up and let you know they are in the market to buy or sell.

Take a look at your lead generation strategies.  Do you have a system set up, both online and offline, that builds relationships with prospects?  Does your website or blog give something of VALUE to those who land on it?  Do you have a way connect with those people, once they have been to your site, and give them even more value - which builds credibility and rapport with your prospects, and starts to build you up as an authority in their minds?  Or are you just another real estate agent . . . just a commodity??

Are you out in the community, connecting with the public?  Are you offering your time and services in clubs or organizations, outside of real estate?  Are you providing VALUE, before asking for business?? People respect those who take time to answer questions, and give their time to serve.  

What about your website?  Does it build you as an "Authority" in your marketplace?

I've created a free video that addresses what it is to build "Authority" in the minds of your prospects, and set yourself apart from the pack.  If you're interested in viewing the video, check out this link: TRUSTED AUTHORITY. Michelle Fradella-Barfuss

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Michelle has over 16 years of internet marketing experience, and has recently developed a program to assist other Realtors in learning how to set up and grow their business utilizing the tools that today's technology provides.  Secret Agent Blueprint teaches Realtors how to harness the internet to create a lead generation system that will generate quality leads for themselves, without paying some high-priced lead company for leads that don't ever amount to anything.  Using today's technology, Realtors can easily dominate their market.

Be sure to check out Secret Agent Blueprint to find out more about this step-by-step program.


Comments (5)

Mary Lockman
Windermere Real Estate Methow Valley - Winthrop, WA
Methow Valley Real Estate

Rather than take the envy path, take the copy path, find the strategies and strengths that work for you and get in the know. soon you will be busy too.

May 19, 2011 05:38 AM
Jayne Esposito
Coldwell Banker - Morgan Hill, CA

Thank you Michelle!  I myself tend to do business with someone I trust, so why would I expect something different from my prospective clients?  It is all about building the relationship by keeping in touch and giving them valuable information that pertains to them.

May 19, 2011 12:08 PM
Lorna Rush
Barrett Sotheby's International Realty - Acton, MA
Lorna C. rush

Those agents who are sitting waiting for the phone to ring or for clients to fall from the sky need to take another look at the way THEY are doing their business--are they running a business or dabbling in a hobby.  Rather than being envious of what another agent does, learn from how they work.  There is no big secret, no fairy dust, just a good system and workiing the plan, setting goals, getting back to basics.  Good client care will make your clients raving fans.  Lots of contact, care and community.  Be proactive and stop waiting for the business to come, make it happen.  Maybe we make it look too easy?

May 20, 2011 03:17 AM
Michelle Fradella-Barfuss
Broker, Marketing Coach, Trainer - iPro Realty Network - Salt Lake City, UT
Author of "Top 10 Mistakes Agents Make When Market

I think we do make it look too easy, sometimes, Lorna!  I've had 5 former clients become real estate agents.  I think they've found out it's not as easy as it looks!  LOL

May 20, 2011 04:22 PM
Devon Li
Century 21 Realty Alliance - San Francisco, CA

Thanks for sharing the link to RE Prospecting Foundation, Michelle.  

May 23, 2011 12:26 PM