Raincamp Dallas - 01:00 hours - Brad Andersohn of Zillow on Prospecting

Services for Real Estate Pros with Happy Grasshopper

Just finished listening to Brad Andersohn from Zillow.com speak to RainCamp on how to acheive your financial goals.

He started by dating himself explaining that the first time he heard the following, it was from Mike Ferry, Tom Ferry's father.  "The National Association of Realtors reports on average it takes 35 contacts to get 1 appointment, and 4 appointments to close one sale," Brad followed that up by saying he felt that an extremely conservative estimate.

He then began to help us understand and apply that statistic by asking us to answer these 7 questions:

  1. What is the average sales price of the homes you are working with?
  2. What is your commission average?
  3. What s your broker/office split?
  4. How many days a week will you work?
  5. How many hours a day will you work?
  6. How many weeks do you need for vacation?
  7. How much do you need to earn to live?

He then shared this spreadsheet: http://agentassist.wordpress.com/sample/

You can take the answers to the questions above and plug them into his spreadsheet.  It will give you some great breakdowns on the number of people you need to meet, set appointments with and ultimately close based on your goals.

It was really cool!

***Brad's point:  "You have to be meeting people and making appointments everyday to meet your goals, if you do that regardless of the way you meet them, you will acheive what you have set out to."

Brad's guarantee - "If you honestly fill out his spreadsheet and follow the guidelines set out by it, and you don't meet your goals by the end of the year - we will fly out, pick you up, and take you to dinner anywhere you want to go."

Here is his AR blog - http://activerain.com/blogs/activebrad - His twitter handle is @BradAndersohn (Just in case you need to take him up on his guarantee!)

One other tidbit I thought was great - Brad on, "How to farm FSBO?"

  1. Stop your car in front of their house.
  2. Get out of your car.
  3. Go up to the door and knock! (They won't come out with a gun.)
  4. Tell them, you represent buyers and you think there home may be perfect for one of them, can you take a tour and see if it is right for one of your buyers!!!
  5. Be friendly, get their info.

My add on: Follow up regularly, not with sell, sell, sell - but in a friendly way that will you build a relationship. Using a relationship marketing and customer retention service that offers a great, non-evasive way to follow up with your potential customers can be key in getting and retaining relationships with potential and existing clients.



Posted by


We help salespeople write and deliver thoughtful, well-written follow-up that connects them with their prospects and current database in a way that builds a stronger relationship and a deeper trust.  Take our free assessment here to see how we can help you keep in touch with your sphere, convert more leads and grow your team.


Comments (9)

Heritage Real Estate Group
Heritage Real Estate Group(DFW) - Dallas, TX

It is the realtors expecting hand-outs that do not meet there goals. And you are right it is about getting out there and meeting and asking and talking and so forth

May 24, 2011 05:24 AM
Dagny Eason
Dagny's Real Estate - Wilton, CT
Fairfield County CT, CDPE Homes For Sale and Condo

So very true - out there and make new friends!!!!

May 25, 2011 12:03 AM
Brad Andersohn
Executive Director of Education at eXp Realty - Fairfield, CA
ActiveBrad - 707.646.1876
Celeste - it was really awesome getting to meet you in person. Financial goals are one of the best motivators to get folks out there connecting with others, I have seen this work effectively for many years and with thousands of agents and brokers. PS. Don't forget to add "how many hours a day will you work" to the list above." :)
May 25, 2011 01:04 AM
Happy Grasshopper
Happy Grasshopper - Tampa, FL

Brad, thanks for the reminder - I've added the hours a day to the list.  It was great hearing you speak yesterday.  I look forward to more great tips.

May 25, 2011 02:42 AM
Hrisco & Associates
Hrisco & Associates - Roanoke, TX
Roanoke Homes for Sale - Roanoke Neighborhoods

Hi Celeste, thanks for taking such great notes as You did, in the coming days, weeks, I am going to combine your notes/post here along with my own and then will share them once revised with the community.  This wil be just the first of my re-blogs for the post of yours from the Dallas Rain Camp.  I told you I was going to re-blog each of them and I was not kidding.  Here we go.

May 26, 2011 10:56 AM
Elisa Uribe Realtor #01427070
Golden Gate Sotheby's International - Oakland, CA
Opening the Doors to California Homes -East Bay

this is so nice of you to take such great notes. A great way to keep blogging too:) Another one to bookmark in my book:)

May 30, 2011 11:22 AM
Donna Malone
Waterfront, Luxury, Family, Affordable, Cottage, Deals - Bridgewater, NS
Homes and Property for Sale Nova Scotia

Celeste, It looks like Brad has set up some very helpful information for realtors.

Jun 20, 2011 05:34 AM
Lora "Leah" Stern 914-772-4528
Coldwell Banker, 170 N Main Street, New City NY 10956 - New City, NY
Real Estate Salesperson

Celeste, thanks for sharing the data and the links.  Brad is a pro and has it down pat.

Jun 20, 2011 10:45 AM
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

Celeste, this is all really good advice.  It is true, FSBO's really don't eat their young.  Most appreciate help.

Jul 21, 2011 03:12 PM

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

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