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In your face

Managing Real Estate Broker with Howard Hanna Real Estate Services

In the interest of fairness and balance I want to present the other side of the coin that I wrote about the other day...'What do I do when I'm not previewing...?'

Good question, go on appointments!

There was a question I had taped to my mirror and in my car that drove my business, and it still does; What do I have to do to get an appointment today? My entire business plan was centered on this. I knew my financial goal and how many units that meant, and each sales unit had a client conversion ratio that always came back to the same basic premise, how many appointments do I need to go on to get a listing or a sale?

To prove this my coach used to count the steps backwards from a paycheck.

  1. You only get paid at a settlement
  2. You only get to a settlement if clients have signed an agreement
  3. Clients will only sign an agreement when you meet them in person *
  4. They will only meet you if you ask them to

*except when they're out of town...but still you have got to get in their face to get things done. So what will I do to get an appointment today? I have at least a dozen things that I will try, but the best trick in my bag is making more calls: calls to friends, to leads, to past clients, and even clients in a transaction to ask for referrals.

So, pick up the phone and start counting down to a great day!



Chris Lewis
Gracious Living Realty - Front Royal, VA
I want to SELL your home, not LIST it!
It amazes me that people are so reluctant to pick up the phone and call. It's the quickest way to get appointments and that's the beginning of the sales funnel. As a management consultant I used to sit down every morning at 9.00 a.m. and cold call until I got an appointment. If it took 10 minutes, great, if it took three hours, then so be it, but I didn't stop until I have my appointment set. The key is to accept it's a numbers game and every "no" takes you closer to the "yes". And don't take rejection personally--they don't know you.
Dec 13, 2011 08:29 AM
Team Honeycutt
Allen Tate - Concord, NC

I like the face to face part of this business the best.  It's important to establish the relationship.

Dec 13, 2011 09:57 AM
Rosalie Evans
Meritus Group Real Estate - Sioux Falls, SD
The Evans Group, Sioux Falls, SD Homes For Sale

Good point and great advice. As much as I hate to make those calls you just have to! 

Dec 13, 2011 10:46 AM
Eric Michael
Remerica Integrity, Realtors®, Northville, MI - Livonia, MI
Metro Detroit Real Estate Professional 734.564.1519

Sounds easy enough.                                                                                             

Dec 13, 2011 01:10 PM
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

Jim - Sometimes the simple things just make so much sense.  Knowing your conversion ratio helps too.

Dec 13, 2011 03:40 PM
Susan Neal
RE/MAX Gold, Fair Oaks - Fair Oaks, CA
Fair Oaks CA & Sacramento Area Real Estate Broker

Hi Jim - Are you cold calling or just calling your friends and past clients?  If you're cold calling, like so many mention doing, how do you avoid the "do not call" numbers?

Dec 13, 2011 05:28 PM
Joni Bailey
101 Main St. Realty - Huntsville, TX
Your Huntsville / Lake Livingston Area REALTOR®
I'm going to write those questions down and put them on the back of a frame on my desk to remind me to GET ON THE PHONE AND ASK!
Dec 14, 2011 12:23 AM
Jim Gainer
Howard Hanna Real Estate Services - Hershey, PA

Hi Susan,

Your question about cold calling was a good one because I don't do it much at all, but I do use the Do Not Call Registry. You or your firm can register and gain access to the registry. Most of the calls I make are to 'warm leads' friends to just say hello and remind them I'm still in business, or past clients to see how they are getting along in their new home, and such.

I would rather canvass and go face to face in a neighborhood than cold call into a neighborhood to find seller leads. I can usually cover 50 doors in an hour, and meet 10-15 real people face to face. I can do a lot with those new friends. Stay tuned I think that will be my next discussion.


Dec 14, 2011 01:05 AM
Robert Gray
Keller Williams Realty-Metropolitan - Houston, TX


Great words of encouragement to get me and all of us up off our duffs.


Dec 14, 2011 02:35 AM
Jennifer Chiongbian
Specializing in all types of Manhattan apts & townhouses - Manhattan, NY
Real Estate Broker - NYC

It is important to break your goals down the way you did.  Ulitmately it is to get paid.  So making an appointment and getting out there is truly the first step to getting paid!  Knowing your odss of conversion also come into play...

Dec 14, 2011 03:12 AM
Kimo Jarrett
Cyber Properties - Huntington Beach, CA
Pro Lifestyle Solutions

I'm not a proponent of cold calling and don't work nights, however, whatever works best simply depends on when and how you plan to achieve your goals. Developing a marketing campaign that gets your phone to ring is the goal, yet achieving that goal could be very challenging. 

Dec 14, 2011 03:39 AM
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

Well that is a motivator I needed today.  Thanks a lot.  Have a Merry Christmas.

Dec 14, 2011 05:42 AM
Kate Akerly
Kaminsky Group - Manhattan Beach, CA
Manhattan Beach Residential Sales

Simple, but true.  Generate the leads or you won't have closed deals.  I used to think this business was about real estate.  Now I realize it's about lead generation.  The real estate part is easy!

Dec 14, 2011 06:50 AM
Nathan Tutas
Tutas Towne Realty, Inc. - Davenport, FL
Your Central Florida Real Estate Expert

You now what I say? If you don't have unlimited mintes on your cell phone you aren't trying hard enough. I go through minutes like it's crazy but i stay busy...Good post.

Dec 14, 2011 12:29 PM
Sylvie Stuart
Realty One Group Mountain Desert 928-600-2765 - Flagstaff, AZ
Home Buying, Home Selling and Investment - Flagsta

I love the title. It's so true, we are in a people business, we need to talk to people!

Dec 15, 2011 12:31 AM
Ken Anderson
Apex Results Realty Inc., Brokerage - Burlington, ON
Broker in Burlington, Ontario

How to make a ton of money:

  • Make 10 random (cold)calls each morning and each evening (use DNC list)...average call length= 3 minutes
  • Make 10 calls to friends, associates and past clients each morning and each evening..average call length= 5 minutes
  • Canvas 10 homes each morning and 10 each afternoon...average time at door=3 minutes

You should get (on average):

  • 6 appointments with potential sellers per week
  • 6 appointments with potential buyers per week
  • 3 new listings per month
  • 3 new buyers per month

So, what did you do for 3 hours and 40 minutes today that got you the same return??  Guess what?  Notice:  NO EXPENSE!

Dec 15, 2011 02:26 AM
Bob Miller
Keller Williams Cornerstone Realty - Ocala, FL
The Ocala Dream Team

Hi Jim, Awesome post and so to the point!  Get on the phone!  Thanks!

Dec 15, 2011 11:43 AM

Hi Jim, systematic, focused and to the point. Great post. Thanks.  Peter

Dec 15, 2011 11:10 PM
Roger Newton
Roger Newton Real Estate - North Plains, OR

We are paid for results.  Those results typically come with hard work.

Dec 30, 2011 04:01 AM
Winston Heverly
Coldwell Banker Access Realty - South Macon, GA

Is it's either cold calls which really very few do, or buy zips on Zillow or Trulia.

Jan 04, 2012 11:57 AM